ANCA Van Der Linden

• Design, develop and deliver engaging and effective training and coaching solutions, such as workshops, online modules, playbooks, job aides, for both managers and individual contributors. Examples of my work at Coursera include: creating AE, AM and CSM Playbooks; developing a Post-Sale Partnership training for teams across verticals and roles, including the creation of slide decks with SMEs, follow-up materials (manager coaching guides and job aids for field reps) and a HIghspot page to host the library of resources for the post-sale teams.
• Deliver experiences across online, in-person and hybrid formats, adapting methods and techniques to create a compelling user experience. Examples include: creating an intensive onboarding Boot Camp in a blended format (to include online and in-person sessions) and reduced ramp-up time by 30%. Onboarded reps from across verticals and roles across Singapore, India, UAE, Saudi Arabia, U.K., France, U.S., Mexico.
• Increased sales productivity by creating and implementing effective sales enablement strategies in collaboration with Marketing (BDR teams) and Revenue Operations. For example, I led a Q2 Pipeline Clean-Up campaign that included a comprehensive Communication Plan for managers and reps, incorporating elements of change management.
• Collaborated cross-functionally, helping develop reps' knowledge and skill to more effectively engage prospects, and win in competitive markets. For example, I collaborated with Product Marketing for a certification program in the new messaging in Coursera for Business.
• Evaluated sales processes and identified areas of improvement, leading to streamlined workflows and increased efficiency. For example, I have recently identified a gap in our Sales process and am currently developing a set of sales plays to equip reps with the ability to expand accounts. The plays include a detailed Discovery framework and the ability to build value for the customer.
• Co-organized the Sales Kick-Off for 350+ participants from across EMEA, APAC, NAMER.

Leading a Sales Enablement team in EMEA, LatAm and North America to design, create and facilitate onboarding for new hires and ongoing training for existing Reps to drive revenue and achieve results

• Developed a 4-week role-focused Onboarding Boot Camp, and an 8-week Learning Reinforcement Program for new hires resulting in significantly decreased time to first CW
• Established a solid ongoing learning program for existing Reps focused on behaviors that drive business results
• Collaborated with senior leadership to develop and execute a Sales Director Boot Camp for our ~ 30 Sales Directors across EMEA, LatAm and North America
• Developed and implemented Enablement Plans for the company's tech stack (Salesloft, LinkedIn Sales Navigator and Gong), incorporating these tools in the company's strategic initiatives
• Coached, led and mentored the Enablement team members in the U.K., Mexico and the U.S. Transformed the team's training delivery model from "live" only, to blended learning, incorporating eLearning.
• Worked with Sovos' newest M&As in Turkey, Chile and the U.S., providing week-long mini-Boot Camps to bring the newly acquired companies to the Sovos Sales standard
• Designed and executed the Sales Kick-Off taking place in 5 separate locations around the world; for the U.S. location, coordinated all logistics, marketing materials, and training.
• As the company's point-person for the Employee Engagement Survey in Sales, developed engagement initiatives for the next fiscal year

Led company-wide performance management and career pathing; trained and coached managers; facilitated talent management programs for individual contributors

• Led the organizational performance management reimagined project, working actively to improve goal setting, ongoing feedback and coaching conversations, career development and annual performance review
• Taught the Crucial Conversations course to managers, and coached them to apply the model to performance conversations
• Debriefed EQ-i Leadership assessments with new managers
• Created, designed and facilitated performance management quarterly training for the New Manager and New Director Onboarding Experience programs
• Oversaw the delivery of Career Conversations programs for individual contributors and managers

Facilitated exceptional onboarding experiences for new hire monthly cohorts; and, coached and trained existing Sales Reps in product certification and sales skills

• Implemented new hire onboarding both virtually and in-person
• Facilitated training in supply chain basics, sales skills and product skills
• Coached new hires to certify in company products
• Implemented Negotiations training with existing Reps
• Led sales call role play and coaching
• Assessed training program effectiveness on a regular basis and improved upon deficient areas
• Helped organize and deliver the annual Sales Kick Off
• Stayed current on Sales Enablement Best Practices

Created content and facilitated mindfulness-based emotional intelligence skills training for professionals in IT, finance, insurance, education and healthcare. Co-led the Search Inside Yourself leadership program at Mayo Clinic Health System and also, with business leaders from JPMorgan Chace, AT&T, Northern Trust Corporation, Discover Financial Services, Capgemini, Cognizant Technology Solutions and InnerWorkings.

• Facilitated employee skills training as well as team coaching and development through presentations, workshops and customized programs
• Determined training needs through employee surveys, interviews, focus groups, electronic assessments and consultations with managers
• Developed curriculum, designed learning experience and facilitated training
• Instructed participants through lectures, videos, case studies, research data interpretation, role playing, simulations, team exercises and group discussions
• Conducted training evaluations, created training effectiveness reports and led debriefing sessions
• Kept abreast of market trends in employee development through on-going participation in professional development opportunities

Managed all Sales activities for the organization

• Led 3 teams with 9 direct reports; on-boarded and mentored new team members as well as partners abroad
• Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity
• Trained team members in successful strategies to meet sales targets, exceeding both Plan and Commit
• Updated existing sales training manual and created new sales learning materials
• Led on-line training events for customers, supporting their needs
• Delivered presentations and facilitated workshops at regional and national conferences, promoting organizational products
• Oversaw curriculum writing for the annual Global Leader Training event for 250+ participants

Sold programs abroad to French-, German-, Mandarin- and Spanish-language teachers and their students

• Increased sales by 15-25% year-over-year by educating qualified leads in ways to maximize new business
• Significantly improved customer retention as well as cross-selling and up-selling by delivering outstanding product demo and training
• Conducted product information sessions at national conferences
• Organized open house activities, cultural training events and information sessions for prospects
• Collaborated with subject matter experts to prepare product specific informational materials (Program Pages, Guides, brochures, outgoing email communications etc.); regularly updated materials, as needed

Sold short-term travel abroad programs to French teachers and their students

• Managed entire business process for accounts in French-speaking territories, from contract negotiation to program delivery and evaluation
• Advised partners abroad and domestic placement agents on all aspects of program
• Oversaw partner network in assigned territories
• Mediated intercultural issues among clients and international partners
• Designed and delivered training for the French-speaking group leaders at the annual Global Leader Training event