EXL—Senior Manager - Knowledge Management

Job description

Description: Short Description for Internal Candidates Executive Summary EXL is an AI-first growth company. Our sellers take complex data, analytics, AI, and digital operations solutions to the world's leading insurers, healthcare organizations, banks, and enterprises — and how fast and how well they sell is a direct lever on EXL's growth. This role exists to move that lever. As Manager, Sales Enablement in EXL's Growth Office, you will own the programs that make every seller more productive: faster onboarding, sharper capability, better tools, smarter AI adoption, and intelligence-backed pursuits. This is not a training-coordination role. It is a revenue-enablement role — measured in ramp time, pipeline influence, win rates, and seller productivity — sitting at the intersection of Sales, Marketing, Market Intelligence, and EXL's AI transformation agenda. Requirements: 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 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.