Director Enablement, Americas Field Sales

The Basics:

We are looking for a dynamic and results-driven Director Enablement, Americas Field Sales to join our team to play an instrumental role in driving the success of our enterprise and strategic sales efforts at Tanium. The ideal candidate will possess a deep understanding of the complexities of advanced B2B sales, have personally managed sales teams, and understand sales processes and methodologies. This role requires a proactive, consultative approach and the ability to develop and implement effective training and coaching programs based upon their findings.   

As the field enablement expert, your main stakeholders are the Senior Vice President of Americas and their organization: AVPs, RVPs and the sales executives. As the Director of Americas Field Sales Enablement, you will be the key architect in enabling the field growth strategy for Tanium’s largest region. The overall scope of this role is to drive the adoption of global enablement programs throughout the Americas as well as design and drive enablement activities specific to the Americas and its stakeholders.   

In this role, you will accelerate the productivity of sales executives coming out of new hire training and transitioning to the field. You will also support the current sales and leadership teams to meet and exceed attainment numbers by elevating the development of their skills, tools, and processes. Your focus will be on growth within existing accounts and new opportunities for Tanium by using multiple touch points including dynamic facilitation, coordination of many cross functional teams, integrating vendor programs, and developing and executing a Strategic Learning Plan (SLP) for the Americas. This role is fully supported by a dynamic, collaborative global sales enablement team and industry leading sales enablement programs.

This is a full-time role with a flexible hybrid work environment. The ideal candidate will be close to one of our current or planned US offices although exceptions may be made for exceptional candidates. This position will report directly to the Head of Global Sales Enablement

What you’ll do:

Fully partner with your Field Leaders and Sellers to develop and deliver programs related to: 

• Preforming a region-wide Field Enablement Needs Analysis, then development of a corresponding Strategic Learning Plan (SLP) for the Americas for Senior Leaders: 1-SVP and 3-AVPs    
• Drive adoption global sales enablement programs within the Americas including personally coaching and reinforcing these programs with individual contributors and sales leaders.  
• Where needed plan, design, work with other enablement team members and/or drive yourself region-specific enablement required by your sales leaders.   
• Help launch and train on new products and product updates 
• Leverage your strong understanding of enterprise sales and management experience to enhance effectiveness of sales processes  
• Role-related skill development delivered via all methods:  instructor led sessions, virtual instructor led, web-based training (WBT), and meeting facilitation (often including programming)  
• Reinforce MEDDPICC –discovery methodology and the adoption of value-based selling  
• Stay up to date with industry trends and best practices to continually evolve the sales training curriculum and tools  
• Define, track, and analyze key performance metrices related to sales enablement initiatives and use data driven insights to refine and optimize programs  
• Facilitate presentations and workshops across multiple sales practices (MEDDPIC, Account Planning, Forecasting, QBRs, leadership and Sales Coaching, Process Improvement, etc.) as needed.  
• Serve as a trusted advisor and liaison, representing the needs of regional field sellers and leaders

Cross functional Expertise: 

• Partner with AMER regional Sales Leadership to synchronize objectives by quarter  
• Working directly with Partner Enablement teams to maximize selling opportunities  
• Ensure enablement efforts are aligned and integrated across the entire sales force and buying cycle, from lead generation to closed business  
• Establish strategies, processes, and cadence for cross-communication between Field Sales and Sales leadership 

We’re looking for someone with:

Education 

• First-level university degree, advanced university degree preferred, or equivalent experience 

Experience 

• Experience in complex sales cycles.  8+ years of Technology Field Sales at the Enterprise and/or Strategic levels   
• Sales Management Experience necessary, 5+ years  
• Ability to create and facilitate presentations and workshops across multiple sales practices    
• Sales Coaching and mentorship exper