Commercial Enablement Director - Cybersecurity

TRIMEDX•Indianapolis, IN

12d•Hybrid

About The Position

The Cybersecurity Commercial Enablement Director will scale and optimize multi-channel sales enablement strategies for our medical device cybersecurity solutions. This role will be responsible for ensuring our commercial teams — including sales, marketing, and customer-facing teams—are equipped with the right tools, training, and messaging to effectively engage customers, scale operations, and drive revenue. Additionally, this role will ensure that our product, product marketing, and commercial teams are understanding the customer experience and will work to make this experience scalable, value-rich, and best-in-class. The ideal candidate will work cross-functionally with sales, operations, marketing, and product teams to increase scale, accuracy, and productivity in how cybersecurity solutions are positioned, sold, and implemented in healthcare environments.

Requirements

A minimum of 10 years of experience in cybersecurity, medical devices, channel development, and/or strategic partnerships within healthcare IT, medical devices, or enterprise security is required.
Strong experience in direct sales, account growth, and relationship management in the cybersecurity industry.
Proven track record in building and managing channel sales programs, driving revenue growth through VARs, MSSPs, and technology resellers.
Deep understanding of healthcare cybersecurity regulations and compliance (FDA cybersecurity guidance, HIPAA, NIST, HHS).
Experience in process mapping, gap analysis, product development cycles, and commercial engagement.
Ability to analyze market trends, competitive intelligence, and partner performance to refine sales strategies.
Bachelor’s degree is required, or equivalent experience.

Responsibilities

Develop and execute a multi-channel enablement strategy (direct sales, channel partners, digital engagement) to drive cybersecurity solution adoption.
Create and implement scalable sales tools, playbooks, and training programs for sales, partners, and customer-facing teams.
Ensure all commercial content is accurate, up to date, and easily accessible across platforms.
Leverage technology enablement tools to optimize efficiency and knowledge transfer.
Identify and assess vendor cybersecurity technologies to determine their fit within our product roadmap and GTM strategy.
Integrate vendor capabilities into our medical device security solutions.
Develop and execute strategies to adopt, resell, or co-market third-party cybersecurity solutions that enhance our offering.
Provide sales teams with clear value propositions, positioning, and differentiation for vendor-integrated cybersecurity capabilities.
Ensure vendor capabilities align with regulatory requirements (FDA, HIPAA, NIST, IEC 62443) and internal security frameworks.
Streamline enablement processes, ensuring scalability and efficiency.
Create targeted cybersecurity messaging, demand generation campaigns, and competitive positioning.
Provide structured feedback loops from sales and customers to product teams and vendor partners to refine solutions and positioning.
Improve commercial workflows by integrating cybersecurity compliance insights into sales operations and automation tools.
Act as a trusted cybersecurity advisor for sales teams and customers, helping to address risk mitigation and compliance concerns.
Engage with healthcare providers, hospital IT teams, and procurement to articulate the value of medical device cybersecurity.
Develop and manage partner enablement programs to ensure distributors and resellers are equipped with cybersecurity knowledge and tools.
Ensure sales teams understand cybersecurity regulations (e.g., FDA cybersecurity guidance, HIPAA, NIST, ISO 27001) and can confidently address customer security concerns.
Monitor market trends, emerging threats, and competitor strategies to refine sales positioning and go-to-market plans.
Align messaging with industry best practices and regulatory frameworks.