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Natalie, Sales Enablement Specialist at Viant Technology: Advize Career Interview
This interview unveils a fascinating career path in Sales Enablement, emphasizing adaptability and continuous learning over rigid planning.
The professional's journey highlights the power of "stacking skills" across seemingly disparate fields to land in a role focused on removing friction for sales teams through strategy, training, and the provision of optimal tools.
The career involves a dynamic mix of strategic analysis and hands-on execution, demanding strong communication, relationship building, and the ability to distill complex information into actionable insights.
What's particularly appealing is that the professional finds the work personally rewarding, seeing tangible results as they empower others to reach their full potential, all while constantly learning and growing.
The key to thriving seems to be adaptability, collaboration, and a knack for proactive problem-solving, making it an ideal field for individuals who enjoy helping people succeed.
A significant takeaway is that the specific path to Sales Enablement is often unexpected, welcoming individuals from diverse backgrounds who possess a talent for communication, strategy, and improving team effectiveness.
The professional also shares a unique perspective on navigating the business world as a woman, viewing being underestimated as a strategic advantage.
This interview paints a picture of a dynamic, people-centric field where curiosity, critical thinking, and strong interpersonal skills are highly valued, promising a career path rich in learning and impact.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Natalie Paterson
Sales Enablement Specialist
Viant Technology
Chapman University
Chapman University | M.S. Food Science
Chemistry
Technology
Sales and Client Management
Scholarship Recipient, Transfer Student
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Career Path Of A Sales Enablement Specialist At Viant Technology
Natalie's career path embodies the idea that life is "one grand old experiment," pivoting from biochemistry and food science to a wellness tech startup, and now, Sales Enablement for a digital advertising company, demonstrating the power of "stacking skills" and pursuing curiosities rather than adhering to a rigid plan. The biggest takeaway is "you do not need to know exactly where you are going" as every experience offers valuable learning that refines direction.
Main Responsibilities Of A Sales Enablement Specialist At Viant Technology
As a Sales Enablement Specialist at Viant Technology, Natalie's primary responsibilities center around "remov[ing] the friction so that sales teams can sell better," essentially acting as the support staff to the sales reps who are the "players on the field," and this encompasses game plan strategy, training and skill development, as well as the tools and data necessary for success, ensuring the sales team has "the best tech" to manage clients and source new business.
A Day In The Life Of A Sales Enablement Specialist At Viant Technology
A Sales Enablement Specialist's day is split between strategy and execution, with no two days ever being the same: some days are strategy-heavy, involving "analyzing what is working, what is not working, and where can we improve" across the company or within specific teams, while other days are focused on execution, such as "running training sessions and refining sales materials". At its core, sales enablement is a "people job" that requires continuous interaction with sales representatives to understand their needs and ensure they have the resources they need to succeed in a dynamic environment.
Most Important Skills for a Sales Enablement Specialist at Viant Technology
Natalie, a Sales Enablement Specialist at Viant Technology, emphasizes that influencing behavior change requires three key skills: strategic thinking, communication, and relationship building; specifically, the ability to "synthesize and distill things down in bite-size, actionable bits" for sales reps, coupled with building trust through personal relationships, ensures information is well-received and impactful.
Favorite Parts of Being a Sales Enablement Specialist at Viant Technology
Natalie enjoys sales enablement because the role isn't limiting and can be applied across many industries, allowing for flexibility and the freedom to follow curiosities, rather than being siloed into one expertise. The most rewarding aspect is learning skills applicable to both the professional and personal worlds, as it's "getting paid to learn things that I would want to learn anyway," which makes sales enablement "a blend of psychology and communication and strategy."
Biggest Challenges Faced by a Sales Enablement Specialist at Viant Technology
Natalie, a Sales Enablement Specialist at Viant Technology, finds that the biggest challenge in their role is influencing behavior change across a dynamic sales team comprised of both seasoned veterans and new hires, requiring a tailored approach to communication and resources, because "you either have the veteran and sometimes that saying is you can't teach an old dog new tricks, um, and then on the other hand, you have newbies who they don't know what they don't know". In order to address this challenge, it is important to focus on curating the resources for different audiences, while also understanding how to balance short and long-term priorities, by taking a more bird's eye view perspective.
Favorite Parts of Working in the Technology Industry as a Sales Enablement Specialist
As a Sales Enablement Specialist at Viant Technology, Natalie enjoys helping people become their "absolute best" by developing both career and soft skills that translate to improvements in their personal lives and simplifying complex processes into clear, actionable systems. Natalie appreciates the real-time impact of the work they do, which allows them to see the results and quickly adjust content and skills to ensure they are delivering value.
What Type Of Person Thrives In The Ad Tech Industry, According To A Sales Enablement Specialist At Viant Technology
According to Natalie, Sales Enablement Specialists who thrive are "adaptable" individuals who enjoy collaboration, relationship building, and broad problem-solving, anticipating roadblocks and designing solutions rather than just executing tasks; ultimately, success is found by someone who can build trust and influence to help the company adapt and adopt new ideas.
What a Sales Enablement Specialist at Viant Technology wishes they had known before entering the Technology industry
Natalie wishes someone had told them that Sales Enablement roles, like many modern careers, are often discovered unexpectedly, as they quipped, "seals what?". Embracing adaptability and "stacking skills" are more valuable than rigid planning, as the ideal job may not even exist yet, and "following your curiosity will take you further than trying to plan ahead".
Entry-Level Positions For Aspiring Sales Enablement Specialists
Natalie, a Sales Enablement Specialist at Viant Technology, suggests that there isn't a single entry point into sales enablement due to the relative youth of the field, noting that those who "enjoy solving problems, communicating ideas, and making teams and people more effective" can transition from diverse backgrounds like sales, operations and strategy, marketing, or even education-focused roles. This allows individuals to leverage "their expertise and their stories" to contribute to the department's success.
Top Career Lesson From a Sales Enablement Specialist at Viant Technology
The most significant lesson Natalie learned is that "your path will unfold through action, not over planning," which is a direct contradiction to a previous belief that success requires a perfectly mapped-out plan in advance. Instead, clarity comes from actively "testing different roles" and adjusting along the way, viewing a career as an ongoing experiment.
College Experiences That Helped a Sales Enablement Specialist at Viant Technology Succeed
Natalie believes that "constantly sharpening [the] ability to critically think and communicate [her] ideas" during college set the foundation for success as a Sales Enablement Specialist, and that the work and internship experiences gained allowed for a faster transition to the real world. She also emphasizes the importance of developing relationships with peers, professors, and mentors, as "those relationships have got [her] much further than any grade [she] got on a test."
How Identity Has Influenced a Sales Enablement Specialist at Viant Technology's Career
As a woman in business, Natalie views being underestimated as a "superpower," explaining that it allows one to "mold the story and mold the narrative" to their advantage and capture attention with an element of surprise, which then leads to greater influence. Natalie notes that female sales representatives at Viant Technology are often top performers because they influence with "flow and grace" rather than forcefulness.
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