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Global Program Manager; Sales Technology & Prospecting Optimization

Cloudera

Cloudera

IT, Sales & Business Development, Operations
Cork, Ireland
Posted on Friday, May 24, 2024

Business Area:

Sales Operations

Seniority Level:

Mid-Senior level

Job Description:

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

This role will focus on driving excellence with the sales organization through managing pipeline generation, through strategic and systematic outreach, initial discovery call excellence, and sales play usage. As a Program Manager, You will have a combination of enterprise sales software experience, demonstrated success in mastering and leveraging digital tools for efficiency and effectiveness, experience or desire to teach and coach others, and confidence in creating and analyzing reports to derive insights about behavior patterns.

As a Program Manager you will:

  • Refine and enhance a comprehensive global data-driven prospecting process that leverages the full capabilities of the Cloudera sales technology stack.

  • Establish standardized workflows for different sales roles and scenarios, incorporating best practices for each tool.

  • Establish key performance indicators (KPIs) to measure prospecting success across various funnel stages. Analyze data to identify trends, optimize cadences, and personalize outreach strategies

  • Implement global sales team cadences for all primary technical entry points and corporately sponsored use cases, managing input from Product Marketing and field specialists.

  • Leverage AI tools like ChatGPT to enhance content creation and personalization.

  • Defined metrics to measure success and establish a regular reporting cadence to track progress and demonstrate the prospecting program's impact. Report out to each TVP and summarize for the CRO.

  • Measure success based on global AE outbound prospecting results (New Logo prospect response rate, meetings set, and opportunities created). Set baseline targets based on Cloudera actuals and vendor guidance. Incrementally increase targets.

  • Develop and deliver comprehensive training programs for sales teams on the prospecting process and the effective use of each technology platform.

  • Implement a "train-the-trainer" program to empower regional sales enablement teams to deliver ongoing training and support.

  • Provide coaching and support to individual sales reps to improve their prospecting skills and technology adoption.

  • Contribute to enablement design and delivery on specific Sales Plays

  • Manage relationships with vendors and partners to ensure optimal utilization of each platform.

  • Collaborate with key stakeholders internally and externally to develop targeted cadences and content while also working as part of the enablement team for overall launch efforts globally

  • Collaborate with sales operations and enablement teams to optimize sales processes and tools continuously

  • Occasional international travel required each quarter

We’re excited about you if you have:

  • Minimum of 5 years in enterprise software sales roles, where prospecting with digital tools was a job requirement

  • Prefer experience in any of the following: Data Management, Analytics, Machine Learning, Reporting, and/or AI

  • Demonstrated expertise in presenting in virtual and face-to-face scenarios

  • Strong writing skills

  • Comfort and skill at cross-functional collaboration, preferably with global reach

  • Develop deep expertise in the entire prospecting technology stack, including ZoomInfo, SalesLoft, Salesforce, Demandbase, Demandbase Sales Intelligence Cloud, and LinkedIn Sales Navigator.

  • Added bonus, Highspot (LMS tool)

You may also have:

  • Built a globally consistent prospecting approach while allowing regional customization and flexibility.

  • Collaborate with technology partners (Salesforce, ZoomInfo, etc.) to stay informed about product roadmaps, best practices, and new features.

What you can expect from us:

  • Generous PTO Policy

  • Support work life balance with Unplugged Days

  • Flexible WFH Policy

  • Mental & Physical Wellness programs

  • Phone and Internet Reimbursement program

  • Access to Continued Career Development

  • Comprehensive Benefits and Competitive Packages

  • Paid Volunteer Time

  • Employee Resource Groups

What you can expect from us:

  • Generous PTO Policy

  • Support work life balance with Unplugged Days

  • Flexible WFH Policy

  • Mental & Physical Wellness programs

  • Phone and Internet Reimbursement program

  • Access to Continued Career Development

  • Comprehensive Benefits and Competitive Packages

  • Paid Volunteer Time

  • Employee Resource Groups

Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.

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