Overview

All Covered, a Konica Minolta company, has an exciting opportunity available for a Director of Revenue Enablement!

The Director of Revenue Enablement, North America at All Covered will report directly to the VP of Sales. This pivotal role is designed to strategically equip our Go-to-Market teams with the advanced training, cutting-edge tools, and comprehensive support necessary to consistently and predictively hit and exceed revenue targets. As a key executive leader, you will collaborate closely with Portfolio Management & Marketing, Sales, and Customer Success to significantly enhance the effectiveness and efficiency of All Covered's go-to-market strategy.

Responsibilities

• Strategic Leadership: Spearhead the build out, adoption, and continuous evolution of All Covered's Revenue Enablement Department, ensuring alignment with corporate objectives and market demands. This also includes managing direct reports responsible for monitoring, planning and implementation of projects related to sales enablement including content creation and onboarding coordination of IT Services Consultants.
• Executive Training Development: Architect and oversee comprehensive onboarding and ongoing education programs designed to significantly shorten onboarding ramp time, enhance sales fluency, and ensure our sales executives are exceptionally well-versed in our security-first managed service offerings. Focus on equipping reps with the skills and knowledge to improve sales productivity, increase deal sizes, and accelerate pipeline velocity.
• Team Management: Direct reports responsible for monitoring, planning and implementation of projects related to sales enablement including content creation and onboarding coordination.
• Cross-Functional Collaboration: Partner with sales, portfolio, and marketing teams to develop high-impact content related to product knowledge, market trends, and advanced sales methodologies.
• Content Management: Design, curate, and maintain a high volume of dynamic sales content and courses within the sales enablement platform. This includes developing and updating battle cards, differentiation pillars, sales playbooks, and other critical sales materials. Ensure all content is relevant, engaging, and aligned with the latest market trends and product updates. The role requires managing a robust content library that supports the sales team in effectively communicating value propositions, overcoming objections, and closing deals.
• Performance Optimization: Collaborate with sales leadership to devise and implement enablement strategies that drive measurable improvements in each and every individual reps sales performance, including step increases in sales productivity, pipeline acceleration, deal size, and higher SQL conversion rates.
• Data-Driven Insights: Monitor and analyze sales enablement metrics to provide actionable insights to sales managers on performance, onboarding efficiency, program effectiveness, and growth opportunities.
• Project Management: Lead multiple high-priority projects simultaneously, ensuring timely and successful delivery.
• Advanced Facilitation: Conduct training sessions in partnership with subject matter experts, portfolio management, and sales/services leaders.
• Skill Adoption: Drive the adoption of high-impact sales skills, such as advanced negotiation techniques, effective objection handling, value-based selling, and consultative sales approaches. Implement strategic coaching sessions, continuous follow-up communications, and rigorous measurement to ensure these skills are fully integrated and utilized by the sales team, leading to improved sales performance and higher conversion rates.
• Field Analysis: Conduct comprehensive field listening exercises and analyses using call recordings, interviews, surveys, and focus groups.
• Stakeholder Engagement: Collaborate with company-wide subject matter experts and stakeholders to ensure alignment and effectiveness of sales enablement initiatives by developing detailed reports and dashboards, presenting findings during QBRs, establishing feedback loops, leading workshops, and conducting impact analysis to demonstrate ROI and business outcomes.

• Bachelor's Degree in business-related field highly preferred.
• Extensive Experience: 10+ years of progressively responsible roles in sales enablement, sales strategy, business development, or learning and development.
• Team Management: Proven experience in managing a team to provide operational excellence.
• Technical Proficiency: Fluent in Microsoft Office Suite.
• Sales Enablement Tools: Knowledge of Highspot, Showpad, Seismic, or other sales enablement applications is a significant advantage.
• Proven Leadership: Demonstrated experience in building, launching, and managing sophisticated sales training programs.
• Strategic Vision: Ability to achieve near-term results while developing scalable processes for future growth.
• Analytical Expertise: Proficiency in reporting insights with a data-driven approach.
• Talent Development: Passion and creativity for nurturing and developing sales talent.
• Sales Expertise: In-depth knowledge of sales processes and methodologies, with experience in IT Services or SaaS, and proficiency in using Salesforce as a CRM.
• Collaborative Skills: Exceptional ability to work cross-functionally and collaboratively with stakeholders across all departments.
• Communication Excellence: Superior communication and presentation skills are essential.