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SVP, Sales Enablement

London / United Kingdom


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Your Opportunity

This role can be based in London or New York


Blue Prism are the ground-breaking innovators behind an entirely new category of software solution: RPA and the Digital Workforce. This is an area of the market recognized by McKinsey, Gartner, Google, Microsoft and many others as showing potential for phenomenal growth over the next 5 years and beyond.

This innovation creates significant opportunity and an increased focus on enabling and equipping a world class go-to-market operation, spanning Enterprise Sales, Partner Management, Marketing Presales and Partners. Analysts agree there is a vast global market that is primed for RPA adoption; this market will require educating as it grows and evolves, with Blue Prism continuing to effectively set the discussion agenda within the end user, partner and influencer communities.

Blue Prism therefore seeks a talented SVP of Global Sales Enablement (GSE) to play a pivotal role in taking Blue Prism’s unique messaging and value proposition to its target markets with optimum impact, so that the company maintains and augments its position as global thought leader in the space and secures maximum market share. This person will have immeasurable personal influence on the scale of Blue Prism’s success in capitalizing on market opportunity.

The SVP GSE will take global responsibility for all Sales Enablement and Sales Training. Reporting to the Chief Sales Officer, the role requires an individual with specialist knowledge of, and who can act as trusted advisor in, training Enterprise Solution-oriented Sales Executives and Sales Leaders, Partner Sales Executives and Leaders, Presales teams, Strategic Alliance Heads, Inside Sales and Demand Gen teams.

The focus will span new hires - streamlining onboarding and accelerating time to productivity and first sale - alongside deepening expertise across existing teams for maximum alignment and consistently ‘on point’ messaging as the company’s solutions continue to evolve.

The emphasis will be on instilling and continually enhancing enterprise selling and partner management skills across the board, establishing a consistent sales cadence and tempo for the business and ensuring ongoing field readiness and cohesion. Close alignment with the CCO organisation will also be a focus, ensuring Customer Success sits alongside maximum revenue growth as the primary shared objective.

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Our Ideal Candidate

Key accountabilities

  • Work with all relevant business leaders and functions to shape and develop the optimum Sales Onboarding, Enablement and Training platform for Blue Prism.
  • Drive execution and ongoing enhancement of this platform.

Onboarding

  • Play a pivotal role in new hire on-boarding working in close partnership with HR.
  • Continue to develop specific and differentiated onboarding approaches for:
    • Partner Account Management
    • Strategic Alliances
    • Presales
    • Inside Sales
    • Field Marketing
  • These to include a mix of online and in-person training modules, bootcamps, or other training formats as agreed by the SVP GSE and broader leadership teams as most effective.
  • Spanning all topics and competencies required for maximum productivity, including:
    • Product and market: a brief history of RPA, the Digital Workforce, and Blue Prism
    • Core messaging and value proposition
    • Developing detailed value propositions based on industry, buying persona, business size, complexity, and other key metrics
    • Business Culture, Values and Ethos
    • Customer Success at Blue Prism: an end to end vision of the customer journey and upsell cycle
    • Storytelling and use cases
    • Competitor knowledge and tactics
    • Handling tough questions and objections
    • The Blue Prism sales methodology
    • Leads process
    • Licensing and pricing
    • Planning and control – managing pipeline and funnel, territory planning
    • Systems and tools
    • Data literacy and reporting

Field enablement and cohesion

  • Implement a top down sales leadership cadence, based on core disciplines: forecasting, pipeline management and funnel reviews.
  • Lead the design and execution of the annual Sales Kick Offs, boosting annual revenue achievement and success, at the outset of each FY.
  • Organise World Class annual President’s Club events that motivate our top performers.
  • Work hand in hand with regional sales leaders and teams to ensure continued enablement and sales effectiveness that remains relevant at all times and contributes to winning business, via a range of online and in person modules, workshops and other learning channels:
    • Account planning and nurturing
    • Partner account planning and nurturing
    • Territory planning
    • Negotiation skills
    • Value selling: identifying customer pain, objectives and initiatives, and aligning value proposition to these
    • Creating business cases
    • Effective positioning and objection handling
    • Social selling
    • Blue Prism Sales methodology
    • Time and resource optimisation
    • Competitive and market insights
    • Industry hot topics: AI, IoT, RaaS
  • Work with sales leadership and regional leaders to develop constructive action plans and learning programmes to address any underperformance.

Systems and tools

  • Work closely with sales operations, finance, IT, marketing and sales leadership to ensure effective CRM, finance, and other systems are in place to support the sales organisation.
  • Partner with Marketing to ensure a world-class library of marketing assets is available to the global GTM, which is effectively localized, easily accessible and user friendly.
  • Continue the implementation of Showpad as a world class enablement tool.
Desired Experience and Attributes:
  • A proven world-class leader of Sales Excellence and Productivity.
  • Relevant solutions understanding and experience of value-based solutions.
  • Demonstratable personal contribution in supporting the development and management of a Tier 1 global software sales organisation.
  • Clear evidence of changing the status quo, initiating new approaches to sales productivity, and building the sales excellence competency from the ground up or delivering strategic enhancement, versus purely managing an existing operation.
  • A data driven approach: able to provide clear metrics and data demonstrating their impact on business growth, revenues and strategic outcomes.
  • Ideally, experience of leading Sales Excellence during rapid growth and global scaling.
  • Highly industry aware, with broad understanding of the evolving solutions landscape and where Blue Prism’s solutions are positioned. Quick to assimilate new markets.
  • A global player, with a track record of personal impact across multiple geographies and territories.
  • Outcome driven with a strong competency for structure and process; proven in building a scalable Sales Enablement function that adds value long-term and evolves with the business.
  • A proven ability to attract, motivate, develop and retain a Tier 1 Sales Excellence team as the company grows, located across the Americas, EMEA and Asia.
  • Knowledge of and experience in our four main territories of the Americas, Europe, Japan and Asia Pacific.
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Additional Information

Blue Prism is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, arrest record or any other characteristic protected by applicable federal, state or local laws.

Blue Prism is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Blue Prism via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Blue Prism. No fee will be paid in the event the candidate is hired by Blue Prism as a result of the referral or through other means.

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