Sr Manager, Sales Enablement

Disney Advertising is responsible for advertising sales and integrated marketing for The Walt Disney Company’s entertainment and sports offerings through linear, digital, social, audio and ad-supported streaming businesses. This includes ABC, ABC News, Disney+, Disney Channels Worldwide, Disney Digital, ESPN Networks, ESPN+, Freeform, FX, National Geographic, Hulu, and its eight ABC-owned local stations.

The Sales Enablement team’s mission is to empower our sales organization by delivering an exceptional client service experience with a strong emphasis on addressable, linear, automation, and unification. Through effective change management, we provide tools and processes to streamline sales operations, enabling the team to manage the sales pipeline, conduct deal analytics, and build lasting customer relationships effectively.

We are a group of creative problem-solvers and collaborators, who aren’t afraid of the unknown. We love to learn, and we ask smart questions in order to devise viable, revenue-driving solutions in this fast-paced, dynamic environment.

Job Summary:

In this role, the Sr. Manager has a direct report; an Associate Manager, CRM.

Key Focus Areas for the Customer Relationship Management (CRM) Team:

• Develop and Lead CRM Strategy for Ad Sales, ensuring alignment with sales goals and initiatives.
• Champion Salesforce Capabilities: Be passionate about leveraging Salesforce to optimize sales operations and enhance effectiveness.
• Advocate for Best Practices: Promote CRM best practices to improve sales management and communication.
• Stay Informed on Salesforce Roadmap: Maintain knowledge of upcoming Salesforce features and functionalities.
• Enhance Sales Processes and Tools: Identify opportunities to optimize lead generation, pipeline management, and deal analytics for all sales teams (national, local, automated).
• Create an End-User Support Plan: Develop support strategies for issue resolution, system enhancements, and unified workflows within the CRM toolkit.
• Collaborate with Technology Teams: Align with the Technology team on roadmap and use cases across sales and solutions.
• Utilize Analytics for Business Insights: Build dashboards and reporting tools to help effectively manage and gain insights into business performance.
• Establish Regular Team Engagements: Schedule regular meetings with specific teams (e.g., Agency, Category) to understand needs, create custom reporting, and share insights.
• Address Training Needs: Identify training requirements, develop materials, and deliver training in collaboration with the Learning & Development team.
• Align CRM with Business Priorities: Work closely with partners across Disney Advertising Sales to ensure CRM strategies support key initiatives.
• Explore AI Capabilities:  Stay curious about AI's potential to improve efficiency and drive innovations within the organization.

The individual reports to the Director,  Sales Enablement, CRM & Addressable

Responsibilities and Duties of the Role:

• Direct the prioritization, scope of work, objectives, & quality of deliverables partnering with Technology organization
• Be a Salesforce advocate and lead projects to drive adoption and revenue insights in collaboration with executive leadership,
• Lead change management efforts including training, Communications
• Acquire, coach, train and develop talent

Required Education, Experience/Skills/Training:

• 8+ years of experience in Advertising Operations and/or Sales Enablement
• 4+ years of Salesforce / CRM Experience impacting business needs, tech prioritization, Change Management, Process and Training
• Proven track record of owning and executing deliverables that impact multiple parts of the business such as Revenue Operations, Sales, Ad Sales Finance, Planning
• Prior experience managing Salesforce for a media organization
• Strong experience in partnering with vendors, consultants and influencing teams to gain support for your programs
• Fluent or very familiar with all aspects of Addressable media within the advertising business
• Highly skilled at relationship building at multilevel levels of leadership, across a wide span of functions
• Strong interpersonal, communication and presentation skills – written, visual, and verbal presentations that resonate with a variety of audiences across the business and seniority
• Knowledge Advertising platforms, CRM tools, & 3rd party measurement tools
• A passion for the media business and understanding of Disney's position in the marketplace

Preferred:

• BA or BS with a Business / Technology focus quantitative field (Business, Math/Statistics, Economics, CS, Engineering, or similar) is desired
• 4+ years of people management experience, ideally within a media organization

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