Senior Manager, Capital Sales Enablement

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We are searching for the best talent for a Senior Manager, Capital Sales Enablement to be based in Santa Clara, CA, with consideration for Cincinnati, OH. This role will require onsite presence 3 days per week with remote flexibility 2 days per week.

Purpose:

The Senior Manager, Capital Sales Enablement is responsible for owning the executional enablement of executive-level selling and capital decision-making for OTTAVA in the United States. This role translates executive-level strategy, Challenger insights, and economic value narratives into field-ready tools, selling motions, and readiness programs that help Capital Sales teams win complex hospital investment decisions.

This leader supports sellers who engage surgeons and hospital executive leadership (C-suite, finance, operations, and other capital decision stakeholders) on platform adoption and investment decisions. The role equips Capital Sales teams to move beyond product comparison and establish a compelling case for change.

Operating under the direction of the Senior Director, Sales Enablement, this role focuses on execution, adoption, and field effectiveness within the capital sales motion. The role ensures that strategy is translated into consistent, high-quality performance in the field and that sellers are prepared to challenge assumptions, teach customers something new, and guide enterprise buying groups through complex capital decisions.

You will be responsible for:

Executive Selling & Challenger-Based Capital Strategy

• Translate recurring capital sales challenges into scalable, insight-led executive narratives that teach hospital leaders something new about robotic surgery investment.

• Enable Capital Sales to lead CEO, CFO, and executive stakeholder conversations that reframe the customer’s current assumptions about robotic platform strategy, fleet planning, and long-term program growth.

• Build prescriptive frameworks that help sellers create productive decision tension by clarifying the cost and risk of inaction—not simply the benefits of change.

• Standardize high-quality executive engagement across markets, accounts, and rep experience levels while preserving the flexibility required for account-specific decision dynamics.

Capital Value & Deal Enablement (ROI/VAC)

• Own the execution, governance, and effective application of ROI and VAC value narratives in live capital deals, ensuring value tools are used to shape customer thinking rather than simply satisfy internal process requirements.

• Equip Capital Sales teams to demonstrate to economic stakeholders the limitations, opportunity costs, and constraints of the status quo.

• Drive consistent, high-quality use of value frameworks across active opportunities, ensuring value is taught, defended, and pressure-tested in executive conversations.

• Partner with HEMA, Finance, Capital Sales, and US Marketing to ensure economic narratives are robust, credible, and adaptable to the buying criteria, financial pressures, and strategic priorities of each institution.

Commercial Execution & Enterprise Selling Discipline

• Operationalize stage-based capital selling motions that guide opportunities from early exploration through VAC review, executive alignment, decision, and close.

• Ensure field readiness for high-impact inflection points, including executive meetings, financial reviews, VAC discussions, and internal hospital alignment conversations.

• Establish clear standards for when, how, and why tools, narratives, and value frameworks are applied throughout the capital sales cycle.

• Reinforce disciplined execution so Capital Sales teams consistently connect clinical ambition, operational readiness, and economic consequence in enterprise buying conversations.

Commercial Enablement & Sales Empowerment

• Partner closely with Capital Sales leadership to identify friction points, recurring objections, and gaps in executive selling effectiveness.

• Develop insight-led tools and prescriptive decision-support resources that enable Sales to guide complex, multi-stakeholder buying processes.

• Equip sellers to move from describing OTTAVA’s capabilities to teaching customers why a multi-platform robotics strategy may be necessary for future clinical, operational, and economic performance.

• Support preparation for high-stakes customer engagements, competitive situations, conferences, and executive forums where capital decision narratives must be clear, credible, and differentiated.

Field Insight & Continuous Improvement

• Build tight feedback loops with Capital Sales to understand win/loss dynamics, executive reactions, customer objections, and barriers to capital purchase decisions.

• Translate field learning into continuous refinement of Challenger insights, ROI/VAC narratives, executive messaging, and stage-based selling motions.

• Ensure enablement evolves based on real market signals and deal experience, not static assumptions.

• Partner with the Senior Director, Sales Enablement to reinforce the broader enablement engine across insights, value, and systems.

Cross-Functional Leadership

• Collaborate across HEMA, Finance, US Marketing, Medical Affairs, Regulatory, and Capital Sales to ensure value creation, evidence, claims, and field execution remain aligned.

• Serve as a key voice representing capital sales realities in commercial planning, tool development, and go-to-market refinement.

• Balance enterprise strategic direction with the practical realities of field execution and customer decision-making.

• Influence without authority across a matrixed organization while maintaining speed, clarity, and commercial focus.

Qualifications/Requirements:

A bachelor’s degree is required for this role.

• An MBA or advanced degree is strongly preferred, providing a strong foundation in economic thinking, structured problem-solving, and executive-level communication.

• A minimum of 7+ years of progressive commercial experience in MedTech or healthcare is required, ideally across sales, sales enablement, marketing, strategy, or roles supporting complex capital products.

• Deep understanding of hospital capital purchasing dynamics, including VAC processes, budgeting cycles, financial evaluation, and multi-stakeholder decision making.

• Proven ability to translate commercial strategy into field-ready tools, selling motions, and execution frameworks.

• Strong executive presence with the ability to support and shape high-stakes customer conversations.

• Demonstrated ability to influence cross-functional stakeholders without direct authority, including Sales, Finance, HEMA, Marketing, Medical Affairs, and Regulatory.

• Strong analytical and communication skills with the ability to synthesize market, customer, and deal-level insights into clear commercial action.

• Experience in surgical robotics or complex capital medical device environments preferred.

• Experience supporting enterprise-level capital sales cycles or hospital system decision making preferred.

• Familiarity with Challenger or insight-based selling methodologies and their application in commercial tools and messaging preferred.

• Experience driving adoption, tool utilization, or execution consistency across distributed field teams preferred.

• This position may require up to 40–50% domestic travel.

Additional Information

Surgical robotics capital adoption requires alignment across clinical, operational, and financial stakeholders—creating complex enterprise decisions that extend well beyond product evaluation. This role ensures the Capital Sales organization is equipped to navigate that complexity and lead insight-driven conversations that reframe how customers evaluate robotic investment.

By helping the field challenge the status quo and articulate the economic consequences of inaction, this role enables Capital Sales to demonstrate that the pain of maintaining current approaches outweighs the pain of change, positioning OTTAVA as a necessary addition to a hospital’s robotic strategy and a credible choice in large capital decisions with customers.

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

Johnson & Johnson is committed to providing an interview process that is inclusive of applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please email the Employee Health Support Center (ra-employeehealthsup@its.jnj.com) or contact AskGS to be directed to your accommodation resource.

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