VP, Sales Enablement ContentApply Job ID: R-015694 Date posted: 06/18/2021 Primary Location CA-San Diego
You are a creative problem solver. You back up strategic insights with market research, segmentation, and customer journey mapping and then use that knowledge to drive the development of product positioning and messaging that resonates with buyers and empowers our sales team to be successful. You are obsessed with tracking performance and have the data to prove what’s working and what isn’t.
You will synthesize information and data to create compelling content for sales collateral, presentations, battle cards, feature matrices, pricing comparisons, videos, etc. You will become enriched with deep subject matter expertise in the markets we serve, our buyer’s journey, and our competition. You will work closely with marketing, sales, and product teams, and should get excited about building processes and scalable programs.
The best candidate for this role will combine a mix of analytical and creative thinking, excel and content organization and development, have great story-telling skills, and a deep respect for the profession of sales.
Own, develop and implement the strategy for go-to-market enablement tools (including but not limited to content management/browsing, self-serve competitive intelligence, content delivery process, etc)
Be the expert on our buyers, who are they, how they buy, their key buying criteria, and how to group them into segments Identify actionable initiatives, programs and metrics to deliver content, process, and tools
Understand and document the buyer’s journey, including where they get information, and the who, what, when and why behind the decisions they make. Then drive changes to our sales processes based on what you learn.
Enable and measure success of field readiness from lead generation to deal close
Develop best practice guidelines, inclusive of templates and examples, for key enablement assets including but not limited to customer-facing presentations, battle cards, product collateral, ROI/Business Impact models, and sales emails
Create and maintain competitive decks, battle cards, playbooks, SWOT, and win-loss analysis. Provide actionable insights and differentiators on key competitors
Conduct ongoing in-depth research on competitor go-to-market strategy and product capabilities by leveraging a number of different sources including win/loss interviews, secondary research (analyst reports, webinars, PR, etc.), and publicly available information
Design, implement and evolve a communications strategy that will ensure the teams have the content, information and knowledge they need, when they need it.
Map sales readiness to the customer’s buying process to understand and enhance what skills, knowledge, content and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes.
Work closely with Marketing, Product, and Sales teams to drive the enablement content and storytelling strategy to support the buyer journey.
Implement the development, delivery and training of effective sales assets, including playbooks, guides, discussion checklists, etc., in tight collaboration with Field Sales, sales operations, education and product marketing.
Collaborate with sales leadership to understand customer needs and key sales objectives; align programs to these goals
Working with subject matter expert teams to ensure sales content is current, accurate and deep enough for employees to have meaningful discussions that add value in every interaction. Create and update content based on seller feedback and shifting market demands.
Regularly update key stakeholders on campaign plans, program deliverables, and schedules.
Continually track and report on campaign and program metrics, conduct ROI analysis to determine the effectiveness of all marketing programs, and optimize campaign efforts accordingly.
Take new data and learning from completed projects and parlay those insights into actionable and meaningful improvements that increase the efficiency and efficacy of the Business Development team.
Bachelor’s or Master’s Degree in finance, business administration, sales, marketing or equivalent combined education or work related experience.
Minimum of 7 years experience
Finance industry experience preferred, with focus on customer facing roles and organizations.
Exceptional verbal and written communication skills with the ability to translate research findings into business insights and present them in a clear, meaningful and actionable way for senior management
Ability to break down complex problems in a simplified way.
Strong interpersonal skills -- Enthusiastic, positive, teachable attitude
Demonstrates critical thinking and analytical skills to maximize problem solving
Detail-oriented with an ability to understand big picture and identify relationships, dependencies and risks
Self-starter with a demonstrated ability to multi-task and own workload in a fast-paced, changing environment
Possesses an ability to function well with ambiguity and limited direction
At LPL, we believe that objective financial guidance is a fundamental need for everyone. As the nation’s leading independent broker-dealer, we offer an integrated platform of proprietary technology, brokerage, and investment advisor services. We provide you with a work environment that encourages your creativity and growth, a leadership team that is supportive and responsive, and the opportunity to create a career that has no limits, only amazing potential.
We are one team on one mission. We take care of our advisors, so they can take care of their clients.
Because our company is not too big and not too small, you can seize the opportunity to make a real impact. We are committed to supporting workplace equality, and we embrace the different perspectives and backgrounds of our employees.We also care for our communities, and we encourage our employees to do the same. This creates an environment in which you can do your best work.
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Join the LPL team and help us make a difference by turning life’s aspirations into financial realities. Please log in or create an account to apply to this position. Principals only. EOE.
Information on Interviews:
LPL will only communicate with a job applicant directly from an @lplfinancial.com email address and will never conduct an interview online or in a chatroom forum. During an interview, LPL will not request any form of payment from the applicant, or information regarding an applicant’s bank or credit card. Should you have any questions regarding the application process, please contact LPL’s Human Resources Solutions Center at (800) 877-7210.