Director of Sales Enablement
Trox
Markham, Ontario, CA
5d ago

About TROX: 

For more than 70 years, we have partnered with Educators and IT Leaders to give them access to an unmatched selection of proven EdTech products and services for the classroom and campus, that enhance the learning experience. As a result, we have helped tens of millions of students in hundreds of thousands of K-12 classrooms and many higher education institutions throughout the US & Canada.

Summary

The Director of Sales Enablement works cross functionally with Product, Sales, and Marketing to ensure clear messaging, provide focus and support to the Trox + Tierney sales team to increase overall sales and share of wallet.  The leader of Sales Enablement, together with the heads of inside and field sales will work to create a progressive sales and customer facing strategy, define and shape a winning sales culture, and align the sales enablement strategy accordingly. The leader will initiate, develop and manage strong partnerships with key stakeholders at all levels of the organization to ensure alignment and success. 

Overview of Responsibilities

Strategy

  • Develop and manage a 12-month Enablement Strategy and Roadmap
  • Conduct an analysis of current sales productivity to determine
  • Employ a systematic qualitative and quantitative analyses to determine and prioritize enablement needs, define the quantifiable relationship between training and desired outcomes, measure program effectiveness
  • Determine baseline skillset of the sales team across all departments by conducting an analysis of current skills, processes and knowledge base.  Partner with sales leadership team to identify strengths, understand the gaps and how to fulfill the areas for development
  • Create/develop selling best practices by conducting effective discovery meetings; gain thorough understanding of buyer personas

Training

  • Onboard and train new sales team members across all locations with 30-60-90 day plans for support
  • Create a strategy for Product training within the organization to create consistency and ensure product training is paired with Troxell + Tierney sales objectives
  • Partner with Product Specialists, Category Managers, and vendors to collaborate and support training objectives
  • Develop a standard for vendor training programs and vendor communication that applies to training. This includes packaging information in a consistent way that is easier for sales team to consume and utilize and includes industry/category trends, pricing and gross margin considerations, positioning and competitive comparisons
  • Partner with Training and Development team to continuously improve the sales training program by identifying and addressing ongoing learning opportunities via data-driven feedback gathered from sales team

Support

  • Conduct analysis and create reporting utilizing the CRM system on all partner management teams
  • Own and update the internal company knowledge base, evaluate the benefits of developing an internal help center
  • Deliver product-oriented collateral as new products are developed and evolve keep the homeroom up to date and effective for AE use
  • Manage the Deal Optimization Process, ensure all parties are involved and working collaboratively to increase margin, vendor partnership, and marketing response to each large opportunity

Incentives and Morale

  • Measure and report on effectiveness of various sales incentive programs
  • Promote a positive culture of continuous improvement and recognition

Qualifications:

  • Minimum of five years of experience in a Sales Enablement leadership role
  • Track record of delivering qualifiable impact on company revenue
  • Experience deploying enablement activities large-scale for sales process and tools
  • Hands on B2B sales experience or sales management experience
  • Previous experience training and onboarding sales professionals
  • Amazing communications skills along with strong presentation skills
  • Ability to forge strong relationships and motivate teams and individuals
  • Extensive experience in customer relationship development and management
  • Creative and analytical skills with strong problem-solving skills
  • Ed Tech industry experience is s a plus
  • NetSuite experience a plus

If you think you can be a significant contributor to our organization please submit your resume for immediate consideration.  Trox offers a generous PTO plan including two weeks of vacation time, one week of personal time and one week of sick time plus nine vacation days.  We offer medical, dental and vision insurance plus paid life and LTD insurance; 401k.  

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