Director Enablement, Americas Field Sales

The Basics:
We are looking for a dynamic and results-driven Director Enablement, Americas Field Sales to join our team to play an instrumental role in driving the success of our enterprise and strategic sales efforts at Tanium. The ideal candidate will possess a deep understanding of the complexities of advanced B2B sales, have personally managed sales teams, and understand sales processes and methodologies. This role requires a proactive, consultative approach and the ability to develop and implement effective training and coaching programs based upon their findings.
As the field enablement expert, your main stakeholders are the Senior Vice President of Americas and their organization: AVPs, RVPs and the sales executives. As the Director of Americas Field Sales Enablement, you will be the key architect in enabling the field growth strategy for Tanium's largest region. The overall scope of this role is to drive the adoption of global enablement programs throughout the Americas as well as design and drive enablement activities specific to the Americas and its stakeholders.
In this role, you will accelerate the productivity of sales executives coming out of new hire training and transitioning to the field. You will also support the current sales and leadership teams to meet and exceed attainment numbers by elevating the development of their skills, tools, and processes. Your focus will be on growth within existing accounts and new opportunities for Tanium by using multiple touch points including dynamic facilitation, coordination of many cross functional teams, integrating vendor programs, and developing and executing a Strategic Learning Plan (SLP) for the Americas. This role is fully supported by a dynamic, collaborative global sales enablement team and industry leading sales enablement programs.
This is a full-time role with a flexible hybrid work environment. The ideal candidate will be close to one of our current or planned US offices although exceptions may be made for exceptional candidates. This position will report directly to the Head of Global Sales Enablement
What you'll do:
Fully partner with your Field Leaders and Sellers to develop and deliver programs related to:

• Preforming a region-wide Field Enablement Needs Analysis, then development of a corresponding Strategic Learning Plan (SLP) for the Americas for Senior Leaders: 1-SVP and 3-AVPs
• Drive adoption global sales enablement programs within the Americas including personally coaching and reinforcing these programs with individual contributors and sales leaders.
• Where needed plan, design, work with other enablement team members and/or drive yourself region-specific enablement required by your sales leaders.
• Help launch and train on new products and product updates
• Leverage your strong understanding of enterprise sales and management experience to enhance effectiveness of sales processes
• Role-related skill development delivered via all methods: instructor led sessions, virtual instructor led, web-based training (WBT), and meeting facilitation (often including programming)
• Reinforce MEDDPICC -discovery methodology and the adoption of value-based selling
• Stay up to date with industry trends and best practices to continually evolve the sales training curriculum and tools
• Define, track, and analyze key performance metrices related to sales enablement initiatives and use data driven insights to refine and optimize programs
• Facilitate presentations and workshops across multiple sales practices (MEDDPIC, Account Planning, Forecasting, QBRs, leadership and Sales Coaching, Process Improvement, etc.) as needed.
• Serve as a trusted advisor and liaison, representing the needs of regional field sellers and leaders

Cross functional Expertise:

• Partner with AMER regional Sales Leadership to synchronize objectives by quarter
• Working directly with Partner Enablement teams to maximize selling opportunities
• Ensure enablement efforts are aligned and integrated across the entire sales force and buying cycle, from lead generation to closed business
• Establish strategies, processes, and cadence for cross-communication between Field Sales and Sales leadership

We're looking for someone with:
Education

• First-level university degree, advanced university degree preferred, or equivalent experience

Experience

• Experience in complex sales cycles. 8+ years of Technology Field Sales at the Enterprise and/or Strategic levels
• Sales Management Experience necessary, 5+ years
• Ability to create and facilitate presentations and workshops across multiple sales practices
• Sales Coaching and mentorship experience for both sellers and leaders
• Program Management experience in an enablement role
• Understanding of Learning Management Systems and Sales Methodologies
• Instructional Development

Other:

• Excellent credibility, interpersonal and team building skills; ability to influence and drive change across functional teams, specifically Sales, Marketing, Technical, Operations, and Enablement
• High proficiency with Salesforce.com and SABA or other equivalent learning platforms
• Excellent Program and Project Management skills
• Excellent communication skills (i.e., written, verbal, presentation)
• Leadership and influential skills
• Excellent business, financial acumen, and EQ abilities

About Tanium
Tanium, the industry's only provider of converged endpoint management (XEM), leads the paradigm shift in legacy approaches to managing complex security and technology environments. Only Tanium protects every team, endpoint, and workflow from cyber threats by integrating IT, Operations, Security, and Risk into a single platform that delivers comprehensive visibility across devices, a unified set of controls, and a common taxonomy for a single shared purpose: to protect critical information and infrastructure at scale. Tanium has been named to the Forbes Cloud 100 list for six consecutive years and ranks on Fortune's list of the Best Large Workplaces in Technology. In fact, more than half of the Fortune 100 and the U.S. armed forces trust Tanium to protect people; defend data; secure systems; and see and control every endpoint, team, and workflow everywhere. That's the power of certainty. Visit www.tanium.com and follow us on LinkedIn and Twitter .
On a mission. Together.
At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.
We are an organization with stakeholders around the world and it's imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.
Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.
What you'll get
The annual base salary range for this full-time position is $110,000 to $335,000. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.
In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.
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