Sales Enablement Director

Position Summary:

Working under supervision of the Vice President Business Development, referring only exceptional problems and issues for management review or approval, the Enterprise Sales Enablement Director works in conjunction with the Regional VPs and Sales Directors to prepare new Enterprise Account Executives (EAEs) for success and provide consistent coaching/mentoring around sales tools, resources, account and opportunity strategies and best practice selling approaches; works with the Vice President of Business Development and cross-functionally with internal teams (operations, IT, sales, marketing) to develop and execute an effective New Hire Training program including, content, materials and supplemental training tracks and works with the Vice President of Business Development to establish training cohesity and a certification system of excellence for the enterprise selling organization. The primary position focus is to develop consistent sales performance in new and underperforming hires and provide access to ongoing training, tools, resources that will enable the EAE field teams to be successful in their positions.

Primary Job Duties

• Prepares and develops EAEs for success in all aspects of their jobs utilizing a combination of leadership, coaching/mentoring and inspection skills based on established metrics to guide EAE’s successful development.
• Observes EAEs performance through WebEx/Microsoft Teams conference call monitoring and direct observation.
• Identifies coaching opportunities and development needs for assigned EAEs, new hires and underperforming reps
• Helps EAEs to improve performance through one-on-one proactive coaching sessions, training, and responsive coaching.
• Works with Regional Sales Directors to create quarterly and monthly strategies for producing business results for the EAEs that are assigned to them through forecasting and business analysis.
• Prepares reports for 6 month business reviews, analyzes and interprets reports.
• Meets with every rookie EAE on the Coach’s sales team individually to identify goals and create action plans for attaining those goals.
• Inspects progress toward action plans throughout month in conjunction with the Regional Sales Director.
• Participates in self-development learning opportunities as well as strategic planning meetings with Sales Directors in reference to the EAEs.
• Attends Sales meetings and trainings (sales/partner/technology/systems, etc.).
• Develops special projects as dictated by Vice President of Business Development
• Trials new programs or techniques to expedite the on-boarding process
• New Hire Materials
• Supplemental Training
• Foundational training programs
• Internal certification programs
• Coordinates with other departments to develop programs to facilitate EAE growth and development up through 6 months in tenure.
• Performs all other duties or special projects as assigned.

Required competencies:

• Basic to Intermediate Microsoft Office skills with ability to create and deliver presentations.
• Comfortable in a dual monitor environment
• Proven coaching/mentoring skills with the ability to provide constructive feedback to drive AM growth.
• Robust facilitation and classroom platform skills with ability to positively affect and train sales professionals at different levels.
• Collaboration skills with ability to identify potential employee issues with knowledge of who to approach in order to resolve said issues.
• Team player with ability to portray a positive, problem-solving attitude while coaching/mentoring AMs.
• Good multitasking skills with ability to manage priorities.
• Strong critical thinking skills with ability to make strategic decisions regarding AM development.
• Intermediate verbal and written communication skills with ability to communicate with different personalities and individuals with different backgrounds.
• Detail oriented with ability to detect trends, errors, and identify areas to review for better efficiency.