Director of Sales Enablement

Herndon, VA, US

Job purpose

 

The sales enablement team provides sales leaders and reps with the learning materials, content, and resources to drive growth and success. Partnering with the sales team and leading the enablement team, the Director of Sales Enablement will develop and execute impactful, data-driven solutions for transforming the sales process. Success is measured by the overall business impact of these solutions and cross-functional collaboration. This role will report to the Vice President of Sales or Vice President of Sales Operations and Enablement and will be responsible for managing three direct reports as Sales Enablement Managers.

 

Duties and responsibilities

 

  • Leads the creation and deployment of appropriate training, content/sales messaging, processes, practices, forms, and tools to support the sales team
  • Supports product launches by preparing and enabling the sales force to understand and sell our solutions
  • Responsible for aspects of foundational and continuous learning programs for sales, including but not limited to training content creation, scheduling and coordination, creation and deployment or delivery of on-demand courseware, and instructor-led sales training
  • Responsible for tracking and analysis of courseware and sales enablement content usage
  • Supports the buying and selling processes at all stages, from lead generation through win/loss
  • Supports frontline sales managers and sales leadership team in executing effective management disciplines and establishing a sales coaching program
  • Manages various sales enablement projects and coordinates sales enablement activities
  • Determine and communicate sales enablement priorities, KPI’s, and strategy with stakeholders
  • Serve as a liaison between sales, marketing, and human resource teams
  • Use performance data to identify knowledge or skill gaps across the sales team
  • Maintain sales enablement eLearning platform and technology to ensure it is easily accessible and providing the capabilities sellers need

 

Qualifications

 

  • Bachelor’s degree or higher required. Minor or advanced degree in business preferred
  • 10+ years’ experience in a high-performance sales organization in sales, enablement, or learning and development
  • A strong understanding of the sales environment, including sales content, tools and training
  • 3-5 years of direct experience in Sales Enablement and B2B solutions
  • Experience with content management and learning management systems
  • Extensive knowledge of modern sales methodologies, sales process, and buyer’s journey alignment
  • Strong strategic, conceptual, analytical thinking, decision-making, and negotiating skills
  • Superior organizational, conflict resolution, time management, and negotiation skills
  • Strong written and verbal communication competency
  • Proficient with Personal Computer Microsoft applications (Word, Excel, Outlook, and PowerPoint)
  • Remote work considered, travel will be a part of the role

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Beacon's competitive advantage is our people and our value proposition is the differentiator. 

-— Christopher Harrison
Executive Vice President and Chief Human Resources Officer 


Nearest Major Market: Washington DC