Sales Enablement Specialist

*Role mission
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Build and operate the sales-enablement system that converts Allston Yale’s expertise into repeatable revenue. The coordinator will initially document and productize the firm’s offers, then evolve into the day-to-day operating partner for founder-led sales, account-based marketing, proposals, meeting preparation, pricing analysis, and pipeline management.

Primary responsibilities

1. Sales documentation and offer productization • Interview the CEO, consultants, clients, and partner resources to capture Allston Yale’s sales knowledge, delivery methodology, positioning, differentiators, and lessons learned. • Develop and maintain productized offer kits for the Data and AI Readiness Assessment, Fabric Foundation, business-domain accelerators, Managed Analytics Platform, AI Activation Sprint, and future offerings. • Create reusable documents including offer briefs, discovery guides, qualification criteria, sample scopes, deliverable descriptions, assumptions, exclusions, timelines, roles, FAQs, pricing frameworks, case studies, and expansion paths. • Build and maintain the Allston Yale Analytics and AI Readiness Model as a consistent framework across sales, marketing, assessments, proposals, and client roadmaps. • Maintain version control, document ownership, review dates, approval status, and an organized searchable content library.
2. CEO meeting preparation and sales support • Prepare concise pre-meeting briefs for prospect, client, and partner meetings, including company overview, revenue range, industry, technology environment, leadership changes, current initiatives, likely pain points, relationship history, stakeholder map, and recommended meeting objectives. • Develop tailored discovery questions, hypotheses, use-case ideas, proof points, pricing considerations, and relevant Allston Yale assets for each meeting. • Attend selected meetings, capture decisions and commitments, document objections and buying signals, and convert notes into CRM updates and action plans. • Prepare post-meeting summaries, internal debriefs, client follow-ups, mutual action plans, and next-step materials. • Maintain a preparation checklist so the CEO’s time is focused on executive relationships, insight, solution framing, and closing rather than administrative assembly.
3. Proposal, presentation, and commercial support • Assemble and customize proposals, statements of work, executive presentations, capability decks, assessment readouts, and partner materials using approved language and templates. • Coordinate inputs from the CEO, consultants, and outsourced solution-architecture resources; track open decisions, assumptions, technical dependencies, and deadlines. • Support pricing strategy by gathering historical project data, estimating effort scenarios, comparing delivery models, calculating target margin, documenting risks, and preparing pricing options for CEO approval. • Maintain a pricing and estimation library with role rates, standard work packages, effort assumptions, margin thresholds, partner costs, discount rules, and change-order triggers. • Improve proposal turnaround time and consistency while ensuring no proposal is released without technical, commercial, and executive approval.
4. Account-based marketing and target-account operations • Help define and continually refine the ideal-client profile, priority verticals, named-account list, buyer personas, trigger events, and disqualification criteria. • Research priority accounts and stakeholders, maintain account dossiers, map relationships, identify relevant business and technology triggers, and recommend personalized outreach themes. • Coordinate account-specific campaigns across email, LinkedIn, website content, webinars, partner outreach, case studies, and executive thought leadership. • Track engagement and progress for each priority account, including stakeholder coverage, content consumed, meetings, partner connections, objections, next actions, and movement toward qualified pipeline. • Coordinate with the existing fractional website resource to publish landing pages, guides, case studies, offer pages, and conversion assets.
5. Content and buyer education operations • Turn subject-matter interviews into executive guides, website articles, self-assessments, checklists, sales follow-ups, case studies, webinars, and short-form content. • Manage an editorial calendar focused on analytics readiness, AI readiness, Microsoft Fabric, Microsoft Foundry, Power BI, governance, data quality, operating models, and measurable business outcomes. • Ensure content is accurate, useful, aligned with Allston Yale’s brand voice, and reviewed by the appropriate technical owner before publication. • Repurpose each major topic into multiple buyer-facing formats so the company compounds its intellectual property rather than producing disconnected one-off content. • Monitor content engagement from target accounts and report which themes contribute to conversations, assessments, and opportunities.
6. CRM, pipeline, and revenue operations • Own day-to-day CRM hygiene, including account records, contacts, opportunity stages, source attribution, next steps, meeting notes, expected value, close dates, and reasons for loss or delay. • Prepare the weekly pipeline scorecard and facilitate disciplined review of qualified opportunities, stage aging, next-step compliance, account activity, proposals, and forecast risks. • Document and maintain sales stages, exit criteria, handoffs, approval workflows, and operating procedures. • Track pipeline creation and conversion by account segment, buyer role, industry, trigger event, offer, lead source, and partner source. • Maintain a closed-loop system connecting marketing activity, account engagement, sales conversations, proposals, wins, losses, and client expansion.
7. Partner and solution-architecture coordination • Coordinate opportunity support with Allston Yale’s experienced external data-analytics sales and solution-architecture partner team. • Prepare complete opportunity packets before solutioning sessions, including discovery notes, current-state environment, business outcomes, constraints, stakeholder needs, timeline, and commercial assumptions. • Capture the partner team’s estimating, architecture, and pricing methods as reusable Allston Yale intellectual property where contractually permitted. • Track partner costs, margin impact, responsibilities, risks, and client commitments for opportunities using outsourced solution architecture or delivery support. • Help establish the documentation and performance data required to later transition solution architecture into an internal or dedicated fractional role.

For interested applicants, please email [email protected]