Director, Revenue Enablement

No Agency Submissions Accepted.

About the Team: 

The Revenue Enablement team at Illumio focuses on driving growth of our business by developing and executing effective strategies to enable the Field and Partner Sales teams to meet and exceed revenue targets. We do this by determining the best ways to design and deliver training, coaching programs, and enablement tools & resources to ensure a high-performing team that is fully equipped to engage with customers and prospects.

In this role, you will be responsible for leading the global revenue enablement function and partnering with the Field and Partner Sales teams to create and execute persuasive content, trainings, and certifications that help support driving opportunities through the sales cycle process. You will work with the product marketing, demand generation, business development, and sales operations teams to develop new sales packages and programs and continually monitor the sales process to identify content and training needs – turning insights into enablement initiatives that deliver measurable outcomes for the business. You should be willing to roll up your sleeves, dig in, learn, problem solve, be creative and do what it takes to win the market. 

What You Will Accomplish:

• Define and execute on a comprehensive enablement roadmap that aligns to the needs of Illumio’s sellers and the company growth strategy

• Manage and optimize a centralized CMS/LMS platform for resources, training, and certifications

• Communicate value propositions to sales teams and develop sales materials and tools that support the selling process

• Develop a deep understanding of the priorities, critical issues, skills gaps, opportunities, and objectives for success of the Field Sales and Channel teams

• Build our enablement operating system that outlines and predicts the various business initiatives being executed each quarter to inform and align the Field and Partner Sales teams

• Consult with Sales leadership to understand their team’s unique Enablement requirements, how to fulfill them, and cultivate a deep culture of learning

• Provide insights and feedback to cross-functional teams on what is and is not working in the field and deliver strategic recommendations on optimizing performance

• Define and report on sales productivity success metrics and keep cross-functional teams informed on Enablement success and opportunities

• Accomplish the above by having a constant communication flow with internal groups, including Sales, Marketing, Sales Operations, and more

• Manage, coach, and develop a team of enablement professionals, providing guidance, support, and professional development opportunities

What You Will Bring: 

• 10+ years of experience in sales enablement, designing and delivering training and/or enablement projects for high functioning Field Sales teams

• Proven success in roles requiring extensive interaction with sales and working cross-functionally in a fast-paced, highly dynamic environment

• Experience developing messaging, positioning, and delivering sales/partner enablement activities. For security products is a plus.

• Strong organizational, prioritization, project management and time management ability with a deadline focus

• Emotional intelligence to navigate ambiguity, take initiative and work collaboratively to deliver insights, provide solutions to challenges and recommendations based on analysis

• Excellent written and verbal communication skills

• Pro-active and driven to solve problems and find innovative solutions

• A profound sense of ownership and accountability is required

• Strong acumen about new technologies and commercial acumen in the software industry

• Strong business acumen and the ability to forge and maintain relationships.

• Exceptional communication skills including the ability to influence, guide, and work with senior executives to achieve joint objectives

• Experience of working in collaboration with a diverse range of business functions and customers to drive change and achieve delivery

• Demonstrated problem solving ability and attention to detail to deliver high quality output

About Illumio: 

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions