SDR Sales Enablement Manager

Your role at Dynatrace

This role reports to the SDR Sales Enablement Director (APAC). As a Sales Development Enablement Manager to support the SDR team, you’ll work closely with our sales development, marketing, and enablement leaders to deliver strong outcomes for APAC based Sales Development Representatives (SDR), SDR leaders & Marketing counterparts. You will report to the Global Director of Strategy & Operations and will work closely with Marketing and Sales Leadership.      The candidate will have the opportunity to design, translate and adapt a range of strategic sales training programs. The objectives being to drive key growth in:

Increased sales development effectiveness

Value based selling techniques and methods

Reduce sales productivity ramp time

Optimizing our sales technology stack

Expand our reach across the vast addressable market

You’ll be a hands-on, individual contributor, who thrives on working directly with sales development teams and cross-functional leaders, whether that be by delivering classroom/virtual training, facilitating workshops or providing 1:1 coaching. More than just a delivery role, you will also be strong at program design and program management and be proactive in identifying opportunities to improve SDR performance.

Partnering with SDR Managers across APAC to identify knowledge and performance gaps across teams.   Work closely, collaboratively and build relationships across functions, including but not limited to Sales Leaders, Operations, Marketing, HR, Enablement, Partners to increase sales results and productivity.   Delivering group training, facilitating workshops and providing 1:1 coaching   Designing learning programs to drive skill development with tenured and new employees.   Support GTM teams on all aspects of Sales Methodology (including process and skills) through optimization of select sales tools by building the strategy, facilitating, and delivering effective hands-on tool training.   Developing, executing and managing projects, programs and initiatives that support our enterprise sales strategies. Working closely with our Global Enablement team to input into globally-led initiatives, and to adapt them to the SDR organization to ensure their successful execution.   Empowering front-line managers with coaching and best practices to strengthen their teams.   Coordinating and facilitating training run by others (external vendors, internal colleagues).   Driving measurement of the effectiveness of our programs. This will include measuring individual participation in training programs as well as proficiency of skills obtained through the training.

The SDR Sales Enablement Manager is responsible for facilitating and developing:

Enablement program plans and projects

Sales Development workshops (live and virtual)

Onboarding on-demand programs

On-going enablement events and programs

The Manager provides a consistent level of customer service and support to Account Executives, Sales Development Representatives, Partner Sales Managers, Sales Engineers and Dynatrace sales management as they complete their on-boarding enablement and continuous development at Dynatrace.      What will help you succeed

3+ years of relevant experience in an Enablement, Sales Operations, or SDR leadership role in a SaaS sales environment as an individual contributor or leader.    Engaging and effective at delivering in-person & online training, presentations, and coaching sessions.    Experience using and managing Salesforce and necessary sales engagement and intent tools (Gong, 6Sense, ZoomInfo, etc). Strong facilitation experience running workshops and managing participation.    Passion for identifying execution issues and driving sales effectiveness improvement in the field.     Demonstrated success in supporting B2B software pipeline and sales generation, ideally in a high