about 1 month ago
Enterprise Sales Enablement Sales Tools Data Consultant (114298)
: UK & Ireland-United Kingdom-London-London
Salary : Competitive
: May 30, 2019, 11:59:00 PM
Our purpose is to use the power of communications to make a better world. For each other, for our customers, for society and our communities. We need you to help us do this.
Why this role matters
The Sales Enablement function is responsible for supporting the Sales Segments to effectively and efficiently sell, and thus, offering customers the best customer experience possible by ensuring that Sales teams are equipped with the appropriate processes, methods, tools, information, capabilities and governance.
A key role of Sales Enablement is to create consistency across the channels, ensuring the Sales channels are all adequately supported to be able to deliver on their Sales targets and overall Sales strategy. The team therefore exists to ensure there is strong interaction between the segments, clearer prioritisation of Sales channels’ needs and greater alignment on the use of tools, systems and processes in place.
The Sales Enablement function centres their activities around three key areas; customer-related activities, sales-related activities and governance related activities. As such, Sales Enablement plays a crucial role in managing bids to support senior Sales teams to win high-value deals while adhering to the win new business process and DOAs.
Sales Enablement will further act as a key point of contact for the Sales channels, providing reports on Sales performance and delivery against KPIs, reporting on channel requirements and capacity, in addition to feeding specific Customer Experience (CX) insights into the Sales and Customer Solutions team.
The KPIs specific to the Sales Enablement teams’ activities are aligned with the Sales channels they will serve, and include measures on Revenue, Margin, NPS and Staff Engagement.
BT has invested in a number of industry leading sales enablement sales tools to support improved sales productivity through efficient and effective sales activities. Working closely with the business and channels within Enterprise Sales Enablement, the role of the Enterprise Sales Enablement Sales Tools Data Consultant will define and specify the data structures and data architecture required to enable efficient lead-to-order process capabilities within sales tools such as salesforce.com
Cloudsense CPQ, Einstein, etc. The role will be expected to define, model, and specify Account/Customer, Contact, Item, Price, Asset, Activity data etc, as well as the requirements for CRED (create, read, edit, delete) based on channel Territory Management rules. The role will ensure data quality & integrity within Sales Tools such as salesforce.com (and Einstein), and will represent the Sales Enablement Sales Tools team within Enterprise and organization data strategy initiatives.
What you'll be doing
The capture of business and channel data requirements, analysis, modelling, and recommendation of the data structures and data architecture to be used within Enterprise Sales Enablement Sales Tools (salesforce.com, Cloudsense CPQ, Einstein).
Developing and maintaining a formal description of the data and data structures and hierarchy for use within Enterprise Sales Enablement Sales Tools (i.e. systems catalogue, data dictionary)
Defining data architecture, data definitions, data models, data flow diagrams.
Data modelling, integration modelling, ETL (Extraction / Transformation / Load) modelling.
Data analysis, data mining, data matching for data used within Enterprise Sales Enablement Sales Tools.
Working with delivery partners in the development of integrations.
Ensuring deployed integrations perform.
Understanding the as-is and to-be BT data models and structures within BT.
Understanding the as-is and to-be MDM processes and procedures within BT.
Working closely with Solution Architect team members in the design of process capabilities within the sales tools (salesforce.com, Cloudsense CPQ, SmartCorrespond, Einstein).
Ensuring governance is in place for data integration into Enterprise Sales Enablement sales tools.
Engaging with IT team members to understand the future strategy of data within BT.
Representing the Enterprise Sales Enablement Sales Tools team in strategic data initiatives.
We'll also need to see these on your CV
Technical: The ability to model data structures and architectures within a complex organization with multiple systems.
Business acumen: Knowledgeable in business strategy and the drivers of organisational performance, including people drivers of performance and financial literacy (e.g. business KPIs, business cases)
Sales professional knowledge: sound knowledge of core end-to-end sales processes, capabilities, tools and systems
Transformation and change management: expert in embedding new processes, systems or tools in a commercial environment to drive better sales efficiency and improve performance
Team building: expert in building a high-performing support team that put the customer at the heart of everything they do
Stakeholder management: able to manage expectations of several MDs / SDs and effectively prioritise the workload / deliverables and allocation of the Sales Enablement team.
Risk Management: sound knowledge of risk management and compliance areas and practices. Ability to translate and embed regulations into day-to-day practices.
Member of change management / project management industry body (would be an advantage)