Sales Enablement Director

Job Summary

The Director of Sales Enablement reports into the Global Sales Effectiveness organization and plays a crucial role in improving sales capabilities and productivity.  The Sales Enablement Director will work closely with various global teams to develop scalable processes and best practices to enable and upskill the sales team. They will furnish sellers with the necessary knowledge, skills, tools, and resources to effectively sell ISG Solutions. The role requires a high degree of cross-functional collaboration to ensure that the sales team is equipped with the knowledge and resources needed to effectively sell the company's products and services.

Key Tasks & Responsibilities (Essential Functions)

The key responsibilities of the Director of Sales Enablement include:

• Design and implement effective onboarding and ongoing learning experience from new hire induction through to continued development of tenured reps
• Develop and execute sales training programs. Collaborate with sales leadership and global learning to create learning paths that reinforce essential sales competencies, drive performance, and support strategic sales initiatives
• Collaborate with the marketing and product teams to align messaging and materials including creating and curating sales content such as playbooks, battle cards and product collateral
• Facilitate development of market understanding (including competitive positioning, buyer profiles and personas) and align messaging strategy and content
• Lead cross-functional teams to align sales training efforts and establish a unified enablement calendar
• Establish a user-friendly knowledge management system to equip sellers with the necessary tools and resources for sales success
• Clearly communicate the enablement strategy and key performance indicators to all relevant parties
• Use performance data to identify knowledge or skill gaps across the sales team
• Collect feedback systematically to refine and evolve the sales enablement strategy

Preferred Skills and Experience

• Bachelor’s Degree or Equivalent
• 12+ years of experience in a high-performance sales organization in sales, enablement, or learning and development
• Experience working in the BMS industry and selling through the channel
• Deep understanding of B2B sales process and functions
• A strong understanding of the sales environment, including sales content, tools and training
• Experience in designing, developing and implementing companywide sales/revenue enablement programs aimed at enhancing the capabilities of sellers and other revenue roles
• Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication
• Ability to establish and prioritize KPIs that can help determine the impact and sales enablement efforts
• Effective time management skills, with the ability to prioritize and manage multiple projects, while ensuring that deadlines are met, and resources are allocated efficiently
• Ability to build relationships with functions outside of sales, including HR, L&D, corporate communications, product marketing, product management, customer success, and IT

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