Remote GTM Technical Enablement Manager

Summary

Join our team as a Technical Enablement Program Manager and bring your skills to develop and deliver technical enablement programs to our worldwide sales engineering and technical GTM team members. You will manage end-to-end curriculum design, development, and delivery for Abnormal Sales and GTM technical roles, partner with operations and field enablement to facilitate monthly boot camp programs, and coordinate with subject matter experts to develop sales tools that support the selling process.

Responsibilities

• Manage the end-to-end curriculum design, development and delivery for Abnormal Sales and GTM technical roles including onboarding and continuous learning paths
• Partner with Operations and Field Enablement to facilitate a monthly boot camp program, virtually and/or in person (when safe to do so), across new-hires and presenters
• Coordinate with Abnormal Subject Matter Experts to develop the sales tools that support the selling process, including: demo scripts, POV processes, biased Success Criteria, Technical Proof Reports, and more
• Partner with Field Enablement to enable and certify our GTM organization - technical sales (SEs), quota carrying sellers (AEs), Customer Success (CS) - on the Abnormal platform, products & value proposition
• Enable GTM Team Members to understand, identify and communicate compelling stories, interesting attack patterns, and the value of Abnormal Security’s platform
• Enable Abnormal Sales Engineers on running world-class Proof of Values including technical champion building, attack identification and story building, technical results (findings) delivery and communication, business case creation and executive proposals
• Actively identify and partner with Field Enablement and GTM leadership to identify and remove friction points in the technical sales process that lead to elongated deal cycles, reduction in margins (ASP) and competitive losses. This includes improving SE execution and cross-functional work products (e.g. CARE Reports)
• Leverage and manage engaging and impactful content in our CMS, LMS, and other tools used for delivering formal and informal/social learning
• Partner with Sales Operations and cross-functional stakeholders to measure and report on the effectiveness of technical enablement programs and take action to optimize the results
• Partner with Enablement Operations to develop ongoing communications plans for technical programs
• Support New Product Launches by Enabling our GTM Organization Build and deliver enablement materials - demo scripts, demo training, POV process updates, biased success criteria, and technical “proof” within executive summaries. Ensure that 100% of the GTM team are enabled, relative to the requirements of their role, to understand, differentiate, demonstrate, and communicate the value of all Abnormal products
• Certify our GTM team on product knowledge including new product launches
• Ensure the GTM team is capable of consistently communicating, and demonstrating, the value proposition of Abnormal’s technology and products