Director- Sales Enablement

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The Sales Enablement Manager is responsible for designing, implementing, and scaling sales enablement programs that improve sales effectiveness, productivity, and revenue performance. A core focus of this role is the successful implementation, adoption, and reinforcement of the Miller Heiman Strategic Selling methodology and related frameworks such as Conceptual Selling and Large Account Management Process across the sales organization. This role partners closely with Sales Leadership, Marketing, Product, and Revenue Operations to ensure the sales team is equipped with the right methodologies, tools, training, and insights to win complex deals and build long-term customer relationships. This role acts as a strategic partner to Sales to ensure sellers have everything they need to succeed throughout the customer lifecycle.

2. Key Responsibilities:

Sales Methodology Implementation

· Lead the organization-wide rollout and adoption of the Miller Heiman Strategic Selling framework.

· Embed methodology concepts such as Blue Sheet deal strategy, stakeholder mapping, and buying influence analysis into the sales process.

· Customize Miller Heiman frameworks to align with the company’s go-to-market strategy, sales stages, and CRM workflows.

· Partner with sales leadership to reinforce disciplined opportunity management using the methodology.

Sales Training & Capability Development

· Design and deliver sales training programs based on Miller Heiman methodologies including:

o Strategic Selling

o Conceptual Selling

o Large Account Management Process (LAMP)

· Conduct onboarding programs for new sales hires.

· Facilitate workshops focused on complex deal management, stakeholder alignment, and consultative selling.

· Provide coaching resources for frontline sales managers to reinforce methodology adoption.

· Partner with Marketing and Product to execute and measure go-to-market initiatives across the organization

Sales Process & Tools Integration

· Integrate Miller Heiman concepts into CRM tools (e.g., Salesforce) to ensure structured deal planning.

· Implement templates such as Gold/Blue/Green Sheets, Account Strategy Maps, and Opportunity Qualification tools.

· Work with Revenue Operations to ensure data and analytics support the methodology and reflect adoption and transformation success

Sales Content & Playbooks

· Develop sales playbooks aligned with Miller Heiman methodologies in partnership with Marketing and Product

· Create content that supports each stage of the sales cycle, including:

o Opportunity qualification

o Stakeholder engagement

o Value-based selling

o Competitive positioning

· Partner with Marketing to ensure consistent messaging across the sales journey.

Performance Analytics & Continuous Improvement

· Track adoption and effectiveness of Miller Heiman frameworks through sales metrics.

· Analyze pipeline health, deal progression, and win/loss data to identify enablement opportunities.

· Use insights to continuously refine enablement programs and training.

3. Key Performance Indicators (KPIs):

· Adoption rate of Miller Heiman tools and frameworks

· Improvement in pipeline quality and opportunity conversion rates.

· Increase in average deal size and win rates for strategic opportunities.

· Sales ramp time for new hires.

· Seller productivity, quota attainment, and overall sales force improvement

4. Skill & Competency Profile (Can make additions at time of hiring):

· Technical Skills:

SKILL Level

MS Office Apps

CRM - Salesforce

SCM Proficiency

Supplier Resources

Time Management

Organisation skills

Customer Service/Satisfaction

Planning & Scheduling

Process Optimization

Presentation Skills

Strategic Thinking

Financial Acumen

· Functional competencies:

Product & Platform Knowledge

Sales methodologies

Stakeholder management & engagement

Proposal & Pitch Engineering

Business Acumen and Sales knowledge

Acumen in designing learning programs

Industry Expertise

· Leadership/Behavioral competencies: External Focus, Ownership, Communication skills, Problem Solving, Proactiveness, Collaboration, Expertise, Quality of work and Training and Development

6. Qualifications & Experience:

· Degree: Graduate / Professional Degree in Engineering, Business Management, Marketing; MBA or equivalent degree preferred.

· Years of experience: 12 + years

· Relevant experience: 10 years

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