Senior Manager - Knowledge Management

Job description

Job Description: Ideal Candidate Profile • 8+ years of total experience with 4+ years in sales enablement, revenue enablement, sales excellence, or sales effectiveness roles • B2B services background — IT services, consulting, technology services, BPM/BPS, or SaaS — supporting complex, long-cycle enterprise sales • Experience enabling enterprise sellers and account teams selling to Fortune 500 clients • Proven design and delivery of sales onboarding and learning programs at scale • Understanding of Data, Analytics, and AI services — enough to make enablement content credible with sellers and clients • Comfortable operating in a matrixed, global, fast-moving growth organization Responsibilities: Key Responsibilities • Seller Onboarding & Ramp: Design and run the global new-seller onboarding and 30/60/90-day ramp program; own time-to-first-deal and time-to-productivity outcomes. • Capability Development: Build role-based learning paths for hunters, farmers, and solution sellers across EXL's Data & AI, Digital Operations, and industry offerings; deliver continuous certification and work closing with Capability Development team. • Training Governance: Own the enablement calendar, curriculum architecture, LMS governance, completion tracking, and quality standards across geographies. • Sales Playbooks: Develop and maintain offering-level and industry-level playbooks — qualification frameworks, discovery guides, objection handling, and competitive positioning. • Sales Process Optimization: Partner with Sales Operations to streamline stages, exit criteria, and deal hygiene; embed enablement into the CRM workflow rather than around it. • AI & GenAI Seller Enablement: Drive adoption of AI copilots and GenAI tools across the sales lifecycle — prospecting, research, proposal drafting, meeting preparation — including prompt libraries, use-case playbooks, and adoption analytics. • Competitive & Market Intelligence Enablement: Convert market intelligence and competitor research into seller-ready assets: battle cards, win/loss insights, and pursuit briefings, in partnership with the Market Intelligence team. • Analyst Research Utilization: Operationalize Gartner, Forrester, Everest, HFS, and ISG research into positioning assets and deal-support material sellers use. • Account Planning Enablement: Equip account teams with templates, intelligence inputs, and facilitation support for strategic account planning cycles. • Opportunity Pursuit Support: Support priority pursuits with tailored research, client and stakeholder briefings, competitive context, and message testing. • Messaging & Value Proposition: Translate EXL's offerings into crisp, client-outcome-led value propositions and talk tracks, aligned with Marketing. • Sales Tools Adoption: Drive adoption and governance of the enablement stack (CRM, content management, conversation intelligence, learning platforms); own usage and hygiene metrics. • Stakeholder Management: Work daily with IMU and SGU leaders, Marketing, Growth Office leadership, and Solution teams to align enablement with pipeline priorities. • Executive Communication: Produce leadership-ready reporting on enablement impact — adoption, productivity, pipeline influence — with clear narratives, not just dashboards. • Engagement Programs: Design sales kickoffs, deal clinics, win celebrations, learning weeks, and enablement communications that keep the field engaged. Qualifications: Preferred Qualifications • MBA or equivalent post-graduate degree • Enablement certifications • Experience with enablement platforms (Highspot, Seismic, Showpad), conversation intelligence (Gong, Chorus), and LMS platforms • Exposure to GenAI tools for sales (Microsoft Copilot, Salesforce Einstein/Agentforce, ChatGPT/Claude enterprise deployments) • Prior experience in a Growth Office, Sales Excellence CoE, or revenue operations function