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Work Background
OktaPartner Sales & Marketing Enablement Lead
Feb. 2022 - Feb. 2024New York, New York, United States• Responsible for building program and enabling 3 audiences
o Internal Okta Account Managers to ensure they understand how to and why they should want to work with Partners
o Alliance Managers for onboarding and ever boarding
o Partner Sales/Marketing audiences
• Perform needs analysis to understand what gaps exist that require enablement
o Determine needs, the best method of enablement, and work with the appropriate organization to create and rollout and manage the program/enablement
o Will be adding measurement by receiving upcoming data from Sales Operations and Partner Programs
• Created and run partner facing enablement programs for sales and pre-sales audiences
o New Product Introductions
o Processes for Partner and internal sales to work together
o Focus on how to work with Partners and internal Partner organizations.
o Collaborate with Partner Programs, Product Marketing, Technical Enablement, Sales Enablement, and all Partner Organizations
• Redesigned and manage a Partner Portal that acts as a single point to find content on working with partners and with internal partner organizations
• Partner with Alliance Managers to provide and manage enablement with important partners, i.e. AWS, Google, etc…
• Design and create Enablement courses for both Partners and Internal organizations on numerous subjects
o Partnerships
o Accreditation for Partner Sales People
o New products
o New processes or processes that are not being handled properly
• Help run the annual Sales Kick Off o Being the Alliance Manager representative in planning
o Sales Coaching
• Provide any Partner Enablement assistance that is needed
TeradataSales Enablement Manager
Jun. 2021 - Jan. 2022New York, United States• Worked with Customer Success to understand their processes, rebuild/improve some of their processes, and advise on enablement
o Building a playbook that will be a “how to” guide to doing the job of a Customer Success Manager
• Worked on a redesign of the onboarding program from scratch for all sales team roles (sales, pre-sales, customer success, consulting)
o Partnered with marketing, sales, pre-sales, customer success, consulting, product, sales operations, and all roles that touch sales teams to understand needs and create onboarding program that fills the needs/gaps. o Program managed a very short time frame for building/delivering the onboarding program
o Performed instructional design as well as course creation for the program • Built enablement for a new BI Dashboard for sales leaders to understand/analyze their teams’ funnel
o Job Aids
o Video walk through
• Coach team members that were not previously sales-focused on how to write, develop, and talk to sales roles
RMSSales Enablement Manager
May. 2020 - Jun. 2021Hoboken, New Jersey, United States• Responsible for all enablement and effectiveness for all sales roles, as well as Customer Success, Pre-Sales, and other customer facing roles. • Partnered with Customer Success to create CS Portal, providing a single source of truth for this role. • Worked on/built Playbook for Sales roles and Customer Success
• Built onboarding program where none previously existed, from needs analysis through implementation with the goal of faster ramp of new salespeople. o Anecdotal feedback from sales, sales leadership, marketing and other teams is extremely positive
• Partner with Product Management, Product Marketing and Sales to create, manage, and implement ongoing enablement for product, tools, processes and skills
• Built, implemented and management of Sales Content Portal to ensure sales spend less time looking for information and more time selling
• Building competitive analysis program in conjunction with Product Marketing
• Created sales focused templates for product and marketing teams to ensure the content they create is valuable for sales
o This has made content/resource creation much easier and faster for Product Management and Product Marketing, and the output is much higher value to sales
• Working with different product and marketing teams to create training modules (e-learning, virtual, documentation, etc..)
• Team member in new product introduction program, to determine if the product has the right customer focus, if sales can be properly enabled, and can be sold without “snags”
• Partnered with Legal and Enterprise Applications team to roll out a new Contract Lifecycle Management tool
• Process/best practices creation for numerous functions where none previously existed
o Templates
o Onboarding
o Playbooks
o Tool training
o Much more…
• Pioneered a Monthly Go To Market call with Product and Product Marketing to ensure sales has the latest information on our products and services
8x8Sr. Sales Enablement Manager
Jun. 2016 - Jan. 2020San Jose/New York• Helped to change the company-wide opinion of the sales training organization from one that was difficult to do business with and not effective, to a real business partner. • Part of a small but successful team responsible for all sales training, Sales Engineering training, coaching, Partner Sales and SE training, certifications, onboarding, product rollouts, sales skills, sales tools, and methodology training
• Keep up with trends in sales enablement to ensure we are being as effective as possible.
• Specialize in sales methodology introduction and training, presentation training, objection handling, effective questioning, customer research, as well as how to sell product.
• Partner with field sales and sales management on needs analysis, and development/implementation programs based on those needs
• Work very closely with Product Marketing to represent sales needs and ensure their content is sales focused • Revamped onboarding – moved from pieces of individual training modules to customer-based training in which they must apply knowledge by discovery and presentation.
• Brought in a Sales Enablement platform which has allowed us to improve time to quota. Created the internal interest where none previously existed by convincing senior staff of the value. Interviewed and negotiated with numerous vendors to find the right partner. • Collaborate with many different functions, including Product (engineering), Product Marketing, Sales Engineering, Human Resources, Sales Operations, Technical Training, Deployment, Legal, etc…. to make sure that sales knows how to do everything they are responsible for (not just talking to customers)
NetAppSales Education
Apr. 2007 - Apr. 2016• Redesigned sales onboarding curriculum to drastically reduce time to quota. This curriculum includes social media collaboration, state of the art web based courses, virtual classroom courses and a live application and practice course as well as follow up coaching.
• Work with stakeholders to develop highly innovative training solutions that align with corporate initiatives. • Manage sales training programs from needs analysis through development and including implementation and analysis
• According to needs of the business, perform all roles in the sales training team (manage programs, manage projects, instructional design, facilitation, training, implementation and application of knowledge) with recognized high quality outcomes.
• Web-based, Virtual classroom and live classroom training expert from both a development as well as a training perspective
• Cultivate, hire, and manage relationships with third party vendors to assist with the development and delivery of high quality training • Introduced and acted as company subject matter expert on virtual classroom training. Developed and facilitated the company’s first live virtual classroom training with excellent reviews
• Mentor and train Instructional Designers on the development of sales focused courses
• Facilitate new hire sales training and provide selling and presentation coaching always with excellent scores and feedback
CenturyLinkSales Trainer
Jan. 2004 - Dec. 2007Corporate Sales Trainer
• Rolled out and facilitated Miller-Heiman sales methodology training to the business services field sales force, including sales management. • Taught and developed sales and product courses for Sales new hire training Coached new and tenured sales reps on their ability to sell specific solutions Sales Integration Manager
• Worked with sales leadership to develop overall sales branch effectiveness. This entails training of selling skills, process/systems, and product and field coaching
• Co-managed the complete overhaul of corporate field training from planning and needs analysis to development and roll out of program
telesolutions consultingtrainer
Jan. 2004 - Dec. 2004
NorvergenceSales Training Manager
Jan. 2003 - Dec. 2004
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