Sr. Director, Sales Enablement

As the Sales Enablement Leader at Nextiva, you will play a crucial role in driving the success of our sales team and partners by designing, implementing, and managing comprehensive sales training and partner enablement programs. This position requires a dynamic leader with a proven track record in creating and executing strategies that enhance the effectiveness of sales teams and channel partners in a software sales environment.

Key Responsibilities

1. Develop Sales Training Programs

• Create and deliver innovative and effective sales training programs covering product knowledge, sales methodologies, objection handling, and other relevant topics.
• Help the sales team build strong capabilities in selling to mid-market and enterprise accounts using relationship-based sales techniques.
• Collaborate with product managers, subject matter experts, and sales leaders to ensure training content is up-to-date and aligned with the latest product features and market trends.

2. Design Partner Enablement Initiatives

• Develop and implement partner enablement programs to empower channel partners with the knowledge and tools needed to effectively sell and support our software products.
• Collaborate closely with the channel sales team to understand partner needs and tailor enablement programs accordingly.

3. Sales Onboarding

• Design and manage a comprehensive onboarding program for new sales hires, ensuring smooth and efficient integration into the sales team.
• Implement continuous learning initiatives to keep the sales team updated on industry trends, the competitive landscape, and new product releases.
• Establish and manage a structured certification process to validate sales and partner readiness.

4. Coaching and Development

• Partner with sales managers to develop and implement coaching frameworks that drive skill development in real-time selling scenarios.
• Provide resources and guidance for managers to deliver ongoing coaching on discovery, deal qualification, and pipeline management.

5. Sales Process and Methodology Standardization

• Define, implement, and refine sales methodologies, ensuring alignment with sales stages and the customer buying journey.
• Partner with sales leadership to create a consistent, repeatable sales process that drives success across all segments and regions.

6. Content Management and Creation

• Build and maintain a centralized repository of sales enablement resources, ensuring content is current, accessible, and aligned with seller and partner needs.
• Develop scalable, reusable content assets tailored to different sales personas, segments, and stages of the sales cycle.

7. Sales Playbooks

• Develop and maintain sales playbooks that provide actionable strategies, messaging, and resources to drive successful customer engagements.
• Regularly update playbooks to reflect changes in market conditions, the competitive landscape, and product offerings.

8. Performance Measurement

• Establish key performance indicators (KPIs) to measure the effectiveness of sales enablement programs.
• Analyze data and feedback to continuously refine and improve training initiatives.

9. Cross-Functional Collaboration

• Work closely with L&D, marketing, product management, product marketing, and other cross-functional teams to ensure alignment between sales enablement initiatives and overall company objectives.
• Collaborate with sales leadership to understand specific needs and challenges, adapting programs accordingly.

10. Technology Adoption

• Leverage technology and internal learning management systems to deliver and track training content.
• Stay informed about emerging technologies in sales enablement and implement tools that enhance the learning experience.

11. Change Management

• Lead change management efforts to ensure the smooth adoption of new tools, processes, and sales strategies.
• Develop communication plans and training programs to minimize disruption and maximize the impact of changes.

Qualifications

• Bachelors degree in Business, Marketing, or a related field; an advanced degree is a plus.
• Proven experience in sales enablement, training, or a related role within the software industry, with the ability to ramp up quickly on key business processes.
• Strong understanding of sales processes and methodologies, with the ability to translate business and sales needs into compelling and engaging curriculum content.
• Excellent communication and interpersonal skills with a high degree of intellectual curiosity to build and improve sales programs.
• Demonstrated ability to collaborate with cross-functional teams.
• Familiarity with learning management systems and sales enablement tools.
• Results-driven mindset with a focus on continuous improvement.

Nextiva Core Competencies / DNA:

• Drives Results:  The successful candidate will be action oriented, with a passion for solving problems. They will bring clarity and simplicity to ambiguous situations. This individual will challenge the status quo; asking what we can do differently and finding ways to create and build more success. They are a change agent, prepared to lead and drive changes as we transform. 
• Critical Thinker:  The successful candidate is fact based and data driven, able to understand and articulate the “why,” identifying key drivers and learning from the past. They are forward-thinking, anticipating problems before they arise. They’ll recommend and action well thought out solutions, understanding the risks and dependencies. 
• Right Attitude:  The successful candidate will be team-oriented, collaborative and competitive with a winning mindset; they’re resilient and able to easily bounce back from setbacks. They will be able to zoom in / out, willing to be hands-on to help solve important problems while being a motivating figure for the team along the way. They will embrace a culture of service and learning with a focus on caring, supporting and respecting our customers and team members.

Total Rewards 

Our Total Rewards offerings are designed to allow Nexties to take care of themselves and their families so they can be their best, in and out of the office. 

Our compensation packages are tailored to each role and candidates qualifications. We consider a wide range of factors, including skills, experience, training, and certifications, when determining compensation. We aim to offer competitive salaries or wages that reflect the value you bring to our team. Depending on the position, compensation may include base salary and/or hourly wages, incentives, or bonuses. 

The expected hiring range is $155,000 - $241,110. A different level in the job hierarchy may apply to a specific candidate, resulting in a different hiring range.

• Health 🍏 - Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage 
• Insurance 💼 - Life, disability, and supplemental indemnity plans 
• Work-Life Balance ⚖️ - Flexible Time Off (FTO) for salaried employees, PTO for hourly employees, Paid Sick Time (PST), paid parental bonding leave, and paid holidays 
• Financial Security 💰 -  401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA 
• Wellness 🤸‍ - Employee Assistance Program and comprehensive wellness initiatives 
• Growth 🌱 - Access to ongoing learning and development opportunities and career advancement 

At Nextiva, were committed to supporting our employees health, well-being, and professional growth. Join us and build a rewarding career! 

Established in 2008 and headquartered in Scottsdale, Arizona, Nextiva secured $200M from Goldman Sachs in late 2021, valuing the company at $2.7B.To check out what’s going on at Nextiva, check us out on Instagram, Instagram (MX), YouTube, LinkedIn, and the Nextiva blog. 

Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS. 

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