Job Details
Senior Manager, Sales Enablement (Remote)
ICF is seeking a Sales Enablement Manager to join the Business Development Team in ICF's Energy Environment, and Infrastructure Group. As a Sales Enablement Manager, you be responsible for developing and executing a sales enablement strategy for our Utility Programs and Services (UPS) Division. You will work closely with the Business Development (BD) team, Divisional Leadership, and other key leaders in the organization to ensure the strategy aligns with the business objectives and growth goals of UPS. You will also collaborate with the Marketing, Proposal, and Delivery teams to create and deliver effective and engaging sales materials, proposal content, tools, and training that support the entire sales cycle. You will leverage your sales expertise, industry knowledge, and market insights to help ICF differentiate itself from the competition and win more business.
You will be an effective team leader and, importantly, a doer. You will roll up your sleeves and help in the creation of content and materials. You will bring great business judgment, a varied background in sales and marketing, and experience operating in the energy and utility industry. You are excited about helping to drive a culture of "insight sales"an approach where sellers use deep, research-based knowledge about the clients' business to challenge their thinking and offer innovative, value-added solutions. You are tech savvy and adept at using data-driven insights to communicate recommendations and paths forward. You love process and understand how process improvements can drive efficiency and reduce burdens on sellers and doers. You are passionate about advancing a world that is resilient and prosperous for all.
Whilst this is a remote position, occasional / ad-hoc travel to our Reston, VA, global headquarters will be required. Candidates residing within a commutable distance are, therefore, preferred.
Key Responsibilities
The Senior Manager, Sales Enablement is tasked with developing a 3-year sales enablement strategy, documenting a tactical approach and plan, and executing the strategy in alignment with leadership.
Leadership and Strategy
- Nurture and coach existing sales enablement team by actively engaging in the professional development of team members, providing mentorship, and creating growth opportunities.
- Participate in client and prospect meetings to communicate the value of ICF's unique approach and capabilities.
- Foster a culture of continuous learning and excellence that encourages knowledge sharing and collaboration.
- Empower the team to innovate and excel in their roles, leading to increased motivation and performance.
- Identify gaps in resource needs, develop hiring plan, and secure alignment and agreement from leadership
- Coordinate and collaborate with matrixed teams across the organization, including Divisional Leadership, Marketing, Learning & Development, other EEI Divisions serving utility clients, and Group Operations.
- Refine and build upon the existing competitor dashboard and provide regular competitor updates to the business.
- Manage and track the impact and ROI of sales enablement initiatives and activities.
Enablement Content, Technology Tools, Pipeline, and Training The Senior Manager will lead a team of sales enablement professionals to achieve the following:
- Design and build (or refine existing) sales enablement content hub, including metrics to track and evaluate the impact of the sales enablement content hub and individual materials.
- Develop and refine pitch decks, sales materials and collateral, proposal content, and interview presentation materials, among other enablement collateral.
- Increase consistency in messaging and growth strategies across Lines of Business and in alignment with divisional objectives and key results.
- Develop core quantifiable value propositions based on client type, sector, and market.
- Achieve high pipeline integrity, drive adoption of key leading and lagging pipeline metrics, and increase quarterly and annual deal forecasting.
- Improve individual seller or doer sales effectiveness through targeted, specific training needs on sales tactics or ICF utility programs and services.
- Stay abreast of the latest trends, best practices, and innovations in sales enablement and the utility industry.
What You Will Bring With You - Bachelor's degree in Business, Marketing, Communications, Humanities, or related field.
- At least 7 years of experience in sales or business development, sales enablement, product marketing (or similar function) with at least 3 years of experience performing similar sales enablement duties.
- Familiar with insight selling methodologies like Challenger Sale, Sense Making, Consultative/Solution Selling, Value Selling Framework, etc.
What We'd Like You To Bring With You - Proven track record of designing and implementing successful sales enablement programs and solutions.
- Familiar with sales and marketing technologies like DynamicsCRM, Introhive, Marketo, Outreach.io, Seismic, &c.
- Proficiency in PowerPoint and Excel (e.g., can build decks and analyze data through advanced formulas and pivot table).
- Experience with PowerBI or other data visualization software.
- Knowledge of ICF's utility programs and services, such as energy efficiency, demand response, distributed energy resources, grid modernization, customer engagement, and program design and implementation.
- Familiarity with the competitive landscape and the key players in the utility industry.
Professional Skills - Excellent communication, presentation, and facilitation skills.
- Strong analytical, problem-solving, and decision-making skills.
- Ability to work effectively with cross-functional teams and stakeholders at all levels.
Working at ICF ICF is a global advisory and technology services provider, but we're not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.
We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy.
Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email ...@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.
Read more about workplace discrimination rights, the Pay Transparency Statement, or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.
Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position is:
$115,889.00 - $197,011.00
Virginia Remote Office (VA99)