Company Overview

Nuance Communications, Inc. is the pioneer and leader in conversational AI innovations that bring intelligence to everyday work and life. The company delivers solutions that understand, analyze and respond to human language, amplifying human intelligence. With decades of domain and artificial intelligence expertise, Nuance works with thousands of organizations – in healthcare, telecommunications, automotive, financial services, retail, and more – to create stronger relationships and better experiences for their customers.

Job Summary

Position summary:

The Sales Coach is responsible for the continuous development of customer-facing professionals.
This role will be responsible for providing the sales organization with the information, content, expertise and tools to help sales people sell more effectively.

This role will be responsible for the development and delivery of sales training content, covering sales methodologies and selling skills, e.g. Account Planning, Pipeline Management, Deal Qualification, Opportunity Management, Call Planning for customer interactions, Value Messaging relevant to buyer needs, Communication Skills, Negotiation Skills.

Reporting directly to the Senior Director, Sales & Marketing Operations, this position will be based in Burlington, MA and will be part of our sales enablement team. The Sales Coach will coordinate with VP and Director level sales managers to develop sales training programs.

This position requires an experienced sales coach with solid expertise in B2B sales training development and delivery.

Principal duties and responsibilities:

•Continuous development of customer-facing professionals.
•Delivery of training and coaching to sales managers, new sales hires and seasoned sellers.
•Create and deliver content, information, and tools to prepare sellers to deliver on company business goals.
•Leveraging subject matter expert knowledge, develop sales training/coaching content focused on driving sales effectiveness
•Assist in the development, administration and coordination of sales training schedules and programs, including new hire training, the annual sales kick off, and ongoing sales skill training.
•Develop and deliver programs that include strategic selling skill training.
•Collaborate with internal and external resources to create, update, and deliver training programs and materials that are effective and designed to improve the overall productivity of the sales force.
•Drive a consistent approach to obtaining and consolidating field sales feedback to regularly identify areas of improvement in sales training and sales messaging.
•Produce and deliver sales methodology and skills training in various formats (online self-paced, webinar-based, classroom) to the direct and partner sales audience.

•Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for securing

Knowledge, skills and qualifications – 

Education: BA/BS in business, marketing, sales or related area; master’s degree preferred.

Minimum years of work experience: 10 years, with a minimum of 4 years "sales training/coaching experience" in the B2B technology industry, in classroom and online settings, and minimum of 2 years in a customer-facing role.

Required skills:

• Strong knowledge of high tech B2B go to market and sales processes.
• Knowledge and proficiencies in B2B buyer processes.
• B2B sales methodologies and sales skills.
• Strong presentation and training skills, including online delivery.
• Instructional design and content development for modern adult learning.
• Change management expertise
• Leadership development and consulting skills
• Excellent planning, time management, and organizational skills.
• Excellent written and verbal communication skills.
• Ability to work comfortably and effectively with multiple levels of management.
• Strong PC skills, including Excel, PowerPoint, Word, as well as online learning skills.
• Salesforce.com or similar sales force automation tools
• Saleshood or similar sales enablement platforms
• Ability to travel up to 25% of time.

• Reside in the East Coast. 

Additional Information

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  

Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.