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Onboarding Enablement Lead

Company: Juniper Networks
Location: Sunnyvale
Posted on: February 22, 2021

Job Description:

Global Head of Onboarding Sales Enablement Juniper solves the world's most difficult problems in networking technology. We bring simplicity to networking with elegant solutions and services that connect the world. Be a #Gamechanger and drive Juniper's exciting cloud evolution. The Organization: Our sales enablement organization is empowered to improve effectiveness with a modern approach to accelerating sales productivity for our sales, services and partner communities. We proudly drive an outcome-based customer-centric culture of learning with consistent frameworks for sales onboarding, ongoing skill development, proven sales methodologies, and a well thought out sales tool suite in alignment to the buyer's journey to provide timely, concise, convenient, and relevant support to the sales organization. The mission of Sales Enablement at Juniper Networks is to develop an elite sales team - Juniper & Partners - to accelerate revenue growth by equipping our business, technical and service sellers with relevant content, consistent processes and effective technology. The Role: The Onboarding Enablement Lead plays a leadership role in enabling our sellers globally to win against key competitors across the markets and regions that Juniper serves and reports to the Head of Sales Methodologies. This is an individual contributor role that requires strong business acumen, keen attention to detail and ability to understand sales and business objectives. This role is a remote role currently but requires live, virtual support for remote teams in multiple time zones. Once we are back in the office this role will require support of in-person events at Juniper offices notably Sunnyvale. This role requires an entrepreneurial and creative skilled approach in order to work collaboratively with Juniper's global and key stakeholders from Field Sales and System Engineering teams, Global Channels, Global Services, as well as key cross-functional business including, Corporate Marketing, Product Management, and Finance. In this role, you will architect and drive sales enablement activities that support rapid onboarding and time to productivity for Juniper's selling organization, including the development of onboarding programs, pre- and post- instructor event activities, develop program OKRs and analytics, orchestration with customer-facing teams and their leadership, and establish a cadence of reporting and analysis for Juniper's executive and sales leadership team. You will also own the orchestration and management of Juniper Networks enablement logistics, tools, platforms and program(s) as it relates to the onboarding enablement including, but not limited to:

  • Enablement starts with a holistic view of onboarding tied to each seller persona and role, the milestones on each seller's onboarding and learning journey, the metrics and skills for excellence, and the career path and development
  • Work with leadership to determine strategic direction and tactical approach as well as analytics and metrics to track success
  • Enablement activities generally consist of course curation and delivery as well as live training (whether via virtual classroom or in-person)
    • Serve as first point of contact for inquiries for all onboarding enablement needs
    • Work with sales and services teams to provide sales enablement to all Juniper customer-facing roles
    • Evaluate content created for onboarding and evaluate optimal learning paths tied to seller and services persona milestones and objectives
    • Work with content creators to orchestrate best-in-class and relevant onboarding experiences
    • Develop an expertise in relevant sales enablement tool stack to drive onboarding activity, for example MindTickle, Highspot, Outreach, SFDC, call analytics, and other tools and platforms
    • Ensure that all operational aspects of onboarding enablement programs are in place
      • Manage scheduling and follow up with sales-ready content and in-person workshops
      • Confirm availability of presenters and their alignment to workshop objectives and expectations for smooth delivery
      • Ensure workshop locations are confirmed, workshop materials ordered, and catering is booked
      • Report ROI, attendance, and survey feedback to Sales & Services leaders and managers
      • Look for ways to optimize the onboarding enablement experience with a good understanding of the existing technical stack and provide input to future innovations in automation and delivery
      • Manage relevant breakouts by role where relevant and deeper dives are needed separate from the "main tent"
      • Develop an expertise in sales methodologies and sales programs including MEDDICC, sales playbooks, and social selling with LinkedIn and Vengreso that can be leveraged by all Sales and Services relevant teams
      • Drive engagements around sales skills and excellence including participating in Sales and Services QBRs, clinics, role plays, and potentially deal reviews or other coaching/instruction Who Are You: Your Experience
        • Minimum of 3-5 years of related experience in the technology industry
        • Experience in effective channel, customer and sales relationship management
        • BA or BS, with MBA or equivalent experience preferred
        • Sales, marketing, and sales enablement experience strong positives Your Professional Skill Set
          • Strong and demonstrable critical and analytical thinking skills
          • Proven ability to lead and influence cross-functional teams in a very collaborative manner
          • Proven Interpersonal and collaborative skills, with a passion for excellence in action
          • Able to prioritize, focus, and execute through obstacles
          • Outstanding presentation, verbal and written communication skills
          • Strong judgment, initiative and sense of urgency
          • Strong program/project and time management skills
          • Ability to manage and execute at the detail level
          • Ability to multi-task and drive cross functional team to meet common goals
          • Microsoft Office skills (Outlook, Word, Excel, PowerPoint, Teams, SharePoint), MindTickle and Zoom is a plus.
          • Ability to travel > 25% (once travel is safe to resume) ABOUT JUNIPER NETWORKS Juniper Networks is in the business of network innovation. From devices to data centers, from consumers to cloud providers, Juniper Networks delivers the software, silicon and systems that transform the experience and economics of networking. Our products and technology run the world's largest and most demanding networks today, enabling service providers, enterprises, and governments to create value and accelerate business success. Everyday our 9,000+ colleagues come together across 46 countries to realize our company vision - Connect Everything, Empower Everyone. We are innovating in ways that empower our customers, our partners and ultimately, everyone, in a connected world. These customers include the top 130 global service providers, 96 of the Fortune 100 and hundreds of public sector organizations. WHERE WILL YOU DO YOUR BEST WORK? Wherever you are in the world, whether it's downtown Sunnyvale or London, Westford or Bangalore, Juniper is a place that was founded on disruptive thinking - where colleague innovation is not only valued, but expected. We believe that the great task of delivering a new network for the next decade is delivered through the creativity and commitment of our people. The Juniper Way is the commitment to all our colleagues that the culture and company inspire their best work-their life's work. At Juniper we believe this is more than a job - it's an opportunity to help change the world... ELIGIBILITY TO WORK AND E-VERIFY In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. Juniper Networks participates in the E-Verify program. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA) that allows participating employers to electronically verify the employment eligibility of new hires and the validity of their Social Security Numbers. --- Information for applicants about E-Verify / E-Verify Informaci--n en espa--ol: This Company Participates in E-Verify / Este Empleador Participa en E-Verify --- Immigrant and Employee Rights Section (IER) - The Right to Work / El Derecho a Trabajar E-Verify-- is a registered trademark of the U.S. Department of Homeland Security. Juniper is an Equal Opportunity workplace and Affirmative Action employer. We do not discriminate in employment decisions on the basis of race, color, religion, gender (including pregnancy), national origin, political affiliation, sexual orientation, gender identity or expression, marital status, disability, genetic information, age, veteran status, or any other applicable legally protected characteristic. All employment decisions are made on the basis of individual qualifications, merit, and business need.

Keywords: Juniper Networks, Sunnyvale , Onboarding Enablement Lead, Other , Sunnyvale, California

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