Sales Enablement Field Coach

| Greater Boston Area
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Acquia is the open digital experience company. We provide the world's most ambitious brands with products built around Drupal to allow them to embrace innovation and create customer moments that matter. At Acquia, we believe in the power of community and collaboration — giving our customers and partners the freedom to build tomorrow on their terms.

Headquartered in the U.S., we have been named one of North America’s fastest growing software companies by Deloitte and Inc. Magazine, rated a leader by the analyst community, and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future, and we want you to be a part of it!

Overview

The Sales Enablement Field Coach is a transitional role that helps successful fields representatives develop into successful front line managers. You have the opportunity to gain competency by directly coaching representatives (in both simulated and live environments), contribute to learning program content as a voice of the field, and provides answers and insights to representatives while helping them navigate the organization. This role is a dedicated position staffed from a pool of high- potential representatives who, in preparation for leadership roles, rotate through this role for 12 to 24 months

In this role you will
  • Mentor new hires through simulated and live environments as they transition from the onboarding program into client facing interactions.
  • Serve as an in-field resource, reinforce key behaviors and skills for struggling representatives, provide helpful feedback, and certify new representatives for successful independent interactions with buyers.
  • Mentor veteran representatives in simulated and live environments to increase knowledge and execution of effective sales practices and delivery.
  • Build individualized sales coaching plans with measurable and time-bound next steps; analyze sales performance data and report on the impacts of the coaching program
  • Increase deal progression and velocity through 1:1 deal review; participate in customer facing conversations when appropriate
  • Support global reinforcement of Enablement initiatives such as Acquia Value Selling, sales asset management, product knowledge, and sales SOPs and standard methodologies.
  • Support initiative-based learning (e.g. introductions of new products, messaging, techniques or sales playbooks) as a field enthusiast and subject matter specialist for representatives and first-line managers
  • Partner with key actors in Sales Leadership and cross-functional leaders to secure internal support for coaching and training programs, facilitate virtual and live certification programs
  • Facilitate open communication between the field, Enablement and Leadership. Conduct field needs analysis, advocate for the fields’ needs to management, and promote key management or Enablement initiatives into the field.
  • Collaborate with first-line managers to jointly create development plans for assigned representatives
Required proficiencies and behaviors
  • Proficiency in Value Selling Methodologies, prospecting skills, Demos, brokering and closing skills
  • Shown success in selling enterprise software solutions and effectively building positive customer relationships that meet or exceed quota,
  • Ability to quickly display mastery over Acquia’s products, services, buyers, markets, systems and sales approaches
  • Ability to get results and promote positive changes in others through effective mentoring and instructing. A documented history of interest in helping others succeed. Understanding of Enablement and Adult Learning principles a plus.
  • High EQ – ability to build trust, positive relationships and advance projects through influence rather than authority.
  • High degree of business sense, including highly polished internal and customer facing presentation, ability to analyze and draw insights from data, and strong interpersonal, organizational and time management skills.
  • Understanding of key industries/market segments, product/solution offerings, and available selling resources and engagement process, competitors and differentiation
  • Ability to multi-task in a fast-paced environment, act efficiently, and collaborate with all levels of the organization
  • Driven and Goal-oriented
  • Persuasive, empathetic
  • Inventive
  • 2-5 years successful quota attainment in an Enterprise Software Sales role
  • 1-3 years of either Enablement, Coaching, Team leadership experience a plus
  • Knowledge of Drupal, WCM, DXP are a plus
Success metrics
  • Time to competency and productivity for assigned new-hire representatives
  • Quota attainment and pipeline generation of your sales team 
  • Rep turnover relative to goal and baseline at start date
  • Close ratio and AOV of assigned team relative to goal and baseline at start date
  • Rep certification ratio for new hires and new initiatives
  • 360-degree feedback mechanisms
Core interlocks
  • First-line sales manager
  • Sales: personnel, leadership, enablement, operations
  • Legal/pricing/contracts
  • HR/recruiting
  • Field marketing/demand center
  • Product: marketing and management
Compensation details
  • Aim to keep representatives within 15% of their trailing 24 months compensation
  • OTE is more base weighted than sales roles with 15%-25% variable based on the success of the representatives they are coaching

Acquia is an equal opportunity (EEO) employer. We hire without regard to age, color, disability, gender (including gender identity), marital status, national origin, race, religion, sex, sexual orientation, veteran status, or any other status protected by applicable law.


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Technology we use

  • Engineering
  • Sales & Marketing
    • GolangLanguages
    • JavascriptLanguages
    • PHPLanguages
    • PythonLanguages
    • jQueryLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • Ember.jsFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SymfonyFrameworks
    • MemcachedDatabases
    • MySQLDatabases
    • DrupalCMS

Location

Acquia is in the Financial District near Faneuil Hall and Post Office Square with tons of great restaurants and fun after-work venues to choose from!

An Insider's view of Acquia

What are some social events your company does?

For the past five years, the Boston office has partnered with the Wonderfund (www.wonderfundma.org) to pair Acquians with the holiday wish lists of local children. We sponsored 250 kids in 2019 and look forward to continuing our partnership in 2020!

Amy H.

Senior Talent Operations Partner

What projects are you most excited about?

There are a number of different projects we are always working on from maintenance and performance optimizations to new customer features. For me, the most exciting and rewarding projects are where we release a piece of functionality that excites and delights our customers and makes their jobs easier.

Rok

Senior Director, Engineering

How does the company support your career growth?

Our culture of continuous, lifelong learning allows every Acquian opportunities to learn, stretch and grow. With support and coaching from their managers and Global Learning Programs, Acquians have access to a robust online learning platform, a mentor program, and more. Every day offers the opportunity to take on unique challenges.

Amy P.

Senior Director, Global Talent Development

How do you empower your team to be more creative?

The trick to empowering creativity is encouraging frequent communication and iteration. Embrace behaviors, not platitudes, that remind the team there is no such thing as failure. Embed creativity and make it more than a tagline. Show that nothing is unsalvageable; focus on ‘why’ things occurred, and make everything a learning opportunity.

Brian

Manager, User Experience Research

How do your team's ideas influence the company's direction?

We are able to influence how content is delivered and monetized by global businesses in 2 ways. Acquia's founder created Drupal, the leading open source CMS in the world and we are proud of our close relationship with the Drupal community. We have also pivoted towards DXP capabilities and offer a full suite of solutions to our customers.

Charley D.

Vice President, Products

What are Acquia Perks + Benefits

Acquia Benefits Overview

Work/life balance is important to us. Employees take time off when they need it, and come back to work feeling refreshed. We offer up to 13 weeks of maternity and six weeks of paternity, partner and adoption leave, all paid at 100 percent. Our returning-parent transition program allows new parents to ease back into work. Office amenities include snacks and beverages, common areas, a game room, Friday afternoon Happy Hour, and Mac computers.

Culture
Volunteer in local community
In Boston, Acquia has partnered with Cradles to Crayons, Pine Street Inn, Wonderfund, TUGG (Tech Gives Back), Bow Market, Horizons for Homeless Children, and the Maurice J. Tobin School in Roxbury.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Acquia offers various trainings via our company-wide online learning program (Acquia Academy).
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Acquia has both Black Employee and Pride Resource Groups.
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Adoption Assistance
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Acquia has a 'take it when you need it' PTO policy.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Happy Hours
Fitness Subsidies
Professional Development Benefits
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Online course subscriptions available
Customized development tracks
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