VP- Training & Sales Enablement (Sales Training)

Roles & Responsibilities:

1. Sales Pitch & Messaging

• Train AEs on effective introduction and opening pitches.
• Build consistency in how AEs communicate MarketsandMarkets' value proposition.
• Coach sales teams on tailoring pitches based on customer persona, industry and business problem.
• Develop and refine sales talk tracks and messaging frameworks.

2. Value Selling

• Train AEs to move from feature/product selling to business-value selling.
• Help salespeople articulate business outcomes, ROI and customer impact.
• Coach teams on positioning research, data, intelligence and AI-led solutions around customer business priorities.
• Develop value propositions and value-based sales conversations.

3. Discovery & Consultative Selling

• Train AEs on structured discovery techniques.
• Coach teams to uncover customer pain points, business priorities, implications and buying triggers.
• Conduct discovery-call role plays and provide individual feedback.
• Help salespeople ask better questions and build stronger customer conversations.

4. MEDDPICC Qualification

• Train AEs and sales managers on MEDDPICC-based opportunity qualification.
• Help teams understand Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion and Competition.
• Conduct deal reviews and identify qualification gaps.
• Coach AEs on applying MEDDPICC to live opportunities rather than treating it as theoretical training.
• MEDDPICC is specifically designed as a qualification discipline for complex B2B sales, covering these elements across the opportunity lifecycle.

5. Standardized Sales Demos

• Train AEs on delivering structured and compelling product/service demonstrations.
• Create standardized demo frameworks and talk tracks.
• Coach AEs on connecting demos to customer pain points and business outcomes.
• Establish best practices for handling questions, objections and customer interactions during demos.

6. Negotiation & Closing

• Train sales teams on enterprise negotiation techniques.
• Coach AEs on handling pricing objections, commercial negotiations and procurement discussions.
• Train teams on creating win-win commercial outcomes without unnecessarily discounting.
• Strengthen closing techniques and deal-control skills.

7. Account Management / Farming & Mining

• Train AEs and account managers on account expansion strategies.
• Develop playbooks for farming existing accounts and identifying cross-sell / upsell opportunities.
• Train teams on stakeholder mapping and identifying additional buying centers.
• Coach salespeople on increasing account penetration and building strategic relationships.
• Develop techniques for converting existing customers into larger, multi-product / multi-market relationships.

8. Coaching & Sales Performance

• Conduct regular sales coaching sessions and role plays.
• Review sales calls, pitches, discovery conversations and demos.
• Provide structured feedback and improvement plans.
• Partner with Sales Leaders to identify capability gaps.
• Support managers in adopting consistent coaching practices.

Key Deliverables

• Within the initial phase, the person will be expected to:
• Conduct a comprehensive assessment of current AE sales capabilities.
• Develop a structured sales training calendar.
• Train AEs on pitch, discovery, value selling, MEDDPICC, demos and negotiation.
• Create standardized sales playbooks and talk tracks.
• Establish standardized demo and discovery frameworks.
• Conduct live opportunity / deal coaching.
• Develop account mining and farming playbooks.
• Create role-play scenarios based on real MarketsandMarkets sales situations.
• Establish sales certification / assessment mechanisms where appropriate.
• Track training effectiveness and improvement in sales execution.

Required Experience

• 12 - 20 years of experience in B2B sales training, sales enablement, sales leadership or enterprise sales.
• Proven experience training and coaching multiple Account Executives / sales teams.
• Strong experience in enterprise / consultative B2B selling.
• Proposal writing and contract coordination.