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 prospect 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.

📌 VP- Training & Sales Enablement (Sales Training) (Pune)
🏢 MarketsandMarkets
📍 Pune