Marc Allenbach

Enigma
DISC Type : Dci

Sales Enablement Business Partner (EBP) EMEA at Salesforce

Zurich, Zurich, Switzerland

Overview

Marc is a global sales enablement leader with extensive experience at Salesforce and ADP, specializing in transforming new sellers into top performers across EMEA, APAC, and LATAM. He is a three-time Presidents Club winner and recently completed his Executive MBA at SBS Swiss Business School. People who have worked with him describe him as strategic and empathetic.

His EMBA thesis focuses on the statistical link between the quality of sales onboarding design and the time-to-productivity for new hires in B2B SaaS.

Personality Overview

Challenger

Hard To Convince

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Sales Onboarding
Believes the biggest lever in revenue growth is how fast new sellers get their first win. It is the primary topic of his EMBA thesis and professional focus.
Global Enablement
Has significant experience building and scaling sales learning programs from the ground up across diverse international markets, including EMEA, APAC, and LATAM.
Seller Productivity
Focuses on measurable outcomes and strategies that shorten ramp time and directly impact quota attainment for B2B SaaS sales teams.

Media Appearances

Marc has no verified media appearances

Work History

10-2022
Sales Enablement Business Partner (EBP) EMEA at Salesforce
2019 - 1-2023
Part time Lecturer for Pricing & Sales (CAS studies) at ZHAW Zurich University of Applied Sciences
7-2016 - 8-2021
Director Global Sales Learning/Enablement & Development at ADP
2-2013 - 6-2016
Sales Learning Coach/Consultant for APAC/EMEA/LATAM at ADP
7-2010 - 1-2013
Manager Sales & Sales Operations Switzerland at ADP

Education

8-2024 - 10-2026
Executive MBA from SBS Swiss Business School
2007 - 2010
eidg. dipl. Führungsfachmann (federal diploma) from NBW Betriebswirtschaftliche Weiterbildung

More Information

Social Presence :

Prographics :

Exp : 27 Location : Zurich, Zurich, Switzerland Job Level : N/A Designation : Sales Enablement Business Partner (EBP) EMEA at Salesforce
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Insights For Selling To Marc

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marc is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Marc

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Marc move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Marc take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Marc

Personality Compatibility


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