Edmentum

VP Revenue Enablement

Sales Enablement Collective

The Sales Enablement Collective was founded in December 2019 with a mission of uniting revenue leaders, all striving towards one shared goal: consistent and predictable revenue growth. And it did just that. We’ve built a community rapidly being recognized globally as the central hub for all things sales enablement.

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The sales enablement collective has built a community rapidly being recognized globally as the central hub of all things sales enablement.  

Founded in December 2019, SEC had a mission of uniting revenue leaders, all striving towards one share goal: consistent and relevant growth.  And did just that!

Through events, reports, podcasts, blogs, templates, workshops and the amazing community they serve, SEC has become a one-stop-shop for sales enablement professionals looking to elevate themselves and the function.

SEC Member - Founding

Matillion

Create and lead overall global enablement efforts by evolving and executing the strategy for onboarding, ever-boarding, and education of the global field Workforce. 
	Grow and evolve the enablement team to better align the team around strategy, priorities, technology, and success metrics.  Scaled to a team of 4 to optimize resources and design programs that deliver the right message at the right time to meet revenue and growth targets.  Provide coaching and development to ensure enablement best practices are being utilized.  Established Enablement Council to provide ongoing feedback, communication, and insight to align programs that achieve business results.  
	Developed field new hire program combining virtual and instructor led sessions.  Launched a new LMS to bring over 100 sellers through the program with an 85% certification rate upon completion.  Established bi-weekly enablement sessions, averaging an 80% participation rate of sellers, to improve sales-readiness activities.  Built successful enablement programs to launch a new product, new pricing, new messaging, and new personas, in cross-collaboration with Product Marketing.  
	Established governance criteria for new product launches and playbooks, now utilized by enablement, product marketing, and partner organizations. Identified gaps in content and training needs; got buy-in and approval for a new LMS (Workday) and Sales Enablement platform (Highspot), to maximize results.  Created governance framework for content, created smart pages for easy access to relevant information, and developed simple training for ease of use.  Over 2000 views with internal viewing time averaging 4.2 hours. Established key trackers and usage metrics for Gong and Outreach to assess performance and provide ongoing feedback.

Global Sales Enablement Leader

Monster

Created a global enablement team to drive programs aligned to enable the business strategy. Co-led creation of global Women at Monster Employee Resource Group. Established charter, and calendar of events, facilitated sessions, and organized external speaker series.
	Developed and facilitated a Field Certification program for sales reps and managers to better position and sell 4 Monster solutions.  100% participation leading to a 10% growth of new solution opportunities. 
o	Identified enablement requirements aligned with business objectives through needs and gap analyses in collaboration with business stakeholders and senior leadership. 
o	Revamped sales new hire program aligned to sales enablement best practices.
	Established new processes and programs for product launches, created a global new hire program; launched and facilitated MEDDIC globally; launched and outlined the process for HighSpot and Sales Loft.

VP, Global Sales Enablement

Responsible for leading a high-performing Sales Enablement team in the creation, development, delivery and evolution of enablement tools and programs that enhance the frontline execution of sales processes. Provide leadership, direction and execution of the strategic vision of the sales process and delivery of productivity improvements to the frontline sales and service teams.
 
Responsible for aligning sales strategy and execution to accelerate Monsters sales transformation and growth. Lead and manage the establishment, execution, and on-going development of a Global Training and Sales Force Effectiveness function with clearly defined objectives, strategies, tactics, and action plans

Sr. Director Sales Enablement

Dell EMC

Responsible for driving and deploying strategic training and enablement activities to global field sales personnel allowing them to better leverage key capabilities across the end to end sales process. Lead global team of program managers who design, deploy and deliver field training to enhance performance and productivity across the forecast and ordering process.

Director, Business Operations, Field Enablement

Responsible for the overall success of the training roll-out for one of EMC's largest global ERP system implementation impacting 35,000 users including sales, presales and partners. Lead a team of onshore and offshore consultants and internal resources in the effort to build and deploy the training curriculum including: defining the training strategy, developing the training delivery strategy, and providing leadership for the conception, design, development, deployment and maintenance of training solutions and material.

Director, WW Training Lead, Propel R3

Untilize a variety of techniques and methodologies to develop and manage over 140 field personnel to drive and increase productivity to support field sales organization.  Services include, but are not limited to, order processing, reporting and logistics activities on behalf of field sales and corporate personnel.  Design and drive process improvement programs to simplify and streamline tasks.  Create KPIs, SLAs and ROI measurements to track success.  Create role based training and talent management program, skills development roadmaps and ensure worldwide consistency in approach. Develop and direct new hire program, including onboarding and training success plans.

Director, Business Services Operations

Develop and execute Communication and Training Strategy for the 1100 members of World Wide Business Operations. Create WW role based training programs, new hire program and skills development roadmaps.  Develop, implement and maintain an accreditation training program and a global operations portal.  Develop metrics to assess training program completion and areas for improvement.  Create and maintain centralized training and documentation Intranet portal ensured training and communication consistency thereby increasing staff efficiency and productivity.

Sr. Mgr. GTM Strategic Operations

Requested by the SVP of Global Sales Operations to lead two cross-functional, worldwide initiatives to increase efficiencies and reduce costs in Field Operations support training.  

Assessed administrative operations staff roles and responsibilities.  Standardized job titles and descriptions for 1,300 worldwide staff to build a scalable, global organizational staffing model.  

Performed a gap / root cause analysis, assessed existing processes and tools and identified organizational change requirements.  Reported key findings to managerial stakeholder teams integrating best practices interview data with EMC systems data.  

Developed and implemented an accreditation training program and a global operations portal.  Developed metrics to assess training program completion and areas for improvement. The centralized training and documentation Intranet portal ensured training and communication consistency thereby increasing staff efficiency and productivity.

Led the development of training and communication plans for the enterprise, global sales program on behalf of 6,000 managers and employees.  Made presentations to sales staff concerning new applications and sales systems productivity tools.  Serves as a field advocate for all process and system-related initiatives.  


Directed a new hire training program for 350 sales staff that included face-to-face, videoconference and Web-based methods.  Created a computer-based training (CBT) program to teach new hires how to:  generate quotes, use revenue recognition guidelines, employ forecasting processes and methods.  The program increased productivity 25% among the new hires trained.  

With two direct reports, manages a group of 10 worldwide employees.  Responsible for:  recruiting, hiring and retaining staff; coaching and development; performance appraisals.

Senior Manager, Global Business Process & Systems

With a team of 12 direct reports, led, managed and developed over 215 field sales coordinator staff within the Americas to ensure high quality support for the field sales organization.  Working with sales management, quickly identified sales staff development needs and designed an effective sales support organization.

Designed and implemented corporate training programs, policies and procedures for field sales coordinator staff.  Managed all training programs.  Reduced training costs by 20% using innovative Web-based training, CBT, centralized E-room document management and internal blogs and forums.  
 
Developed competency models for department employees.  Created a skills assessment methodology and mapped skills to particular positions.  

Conducted benchmarking and produced new job descriptions and salary mappings that better matched industry standards for field sales coordinator staff.  This led to a 15% decrease in attrition and a 10% increase in outside department promotions.

Created a behavioral interviewing and skills testing process for new hires.  Provided coaching to managers to facilitate success using the new hiring method which generated very positive feedback from management.  New hire attrition was reduced 25%. 

Developed 30-60-90 day training plans for all new hires.  Increased productivity of new hires 30% in order processing and reporting.

Manager, Field Sales Support and Training

Brown, Rudnick

For a 400-person law firm with seven worldwide locations, managed the development and implementation of the firm’s training initiatives for new IT, HR and administrative hires and existing associates, paralegals and administrative staff.

Designed and implemented the New Associate Training program to ensure timely integration of new associates into the firm.  Conducted team building and time management seminars.

Mgr. Training and Development

Wright Line

Designed, facilitated and managed technical training and support for all sales required applications on behalf of over 350 worldwide users.
Helped launch Lotus Notes to 350 field sales personnel.  Implemented the lead management process, identified the training vendor who created the user manuals and led training classes.  Created user satisfaction surveys to track feedback.  
Facilitated the new hire sales classes which covered both technical and soft skills.  Designed, developed and maintained all training documentation.  

Managed six administrative field sales staff.  Staff members were responsible for:  running the help desk operations, answering technical questions, creating and scheduling the sales classes.

Global Sales Force Automation & Training Mgr.

With over 20 years of experience in global operations, training, and strategic enablement, I am a dynamic and accomplished leader who drives sales excellence and organizational growth. I hold a Master's degree in Training and Development from Lesley University, a Bachelor's degree in Marketing from the University of Massachusetts, and certifications in MEDDIC and Six Sigma Green Belt.

I create and lead the overall global enablement strategy for onboarding, ever-boarding, and education of the global field workforce. I grow and evolve the enablement team, align the team around strategy, priorities, technology, and success metrics, and provide coaching and development to ensure enablement best practices. I also develop innovative training initiatives, foster cross-functional collaboration, and empower individuals and teams to achieve their full potential. My passion for enabling sales readiness, promoting diversity, and delivering significant business results has consistently contributed to relevant business growth.

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