Senior Manager, Sales Enablement

CoolSys • UNAVAILABLE, UNAVAILABLE

4d

About The Position

The Senior Manager, Sales Enablement is responsible for improving seller effectiveness and accelerating adoption of CoolSys' commercial strategy across the organization. This role translates go-to-market priorities, customer insights, sales methodology, and CoolSys capabilities into the programs, tools, coaching frameworks, sales plays, and resources sellers and sales leaders need to win. The Senior Manager will establish and lead a centralized sales enablement function across business units, creating greater consistency in how CoolSys sellers onboard, plan accounts, manage opportunities, communicate value, execute strategic growth plays, and develop their capabilities. The role will partner closely with Sales Leadership, Commercial Operations, Marketing, Pricing, Analytics, and business leaders to ensure enablement priorities are aligned to the company's growth strategy and embedded into day-to-day selling motions. The successful candidate will combine strong sales and commercial acumen with program leadership, facilitation, change management, and analytical skills. The role is accountable not simply for delivering training or content, but for improving seller readiness, sales execution, adoption, time-to-productivity, and measurable commercial performance.

Requirements

• Bachelor's degree in Business, Marketing, Communications, Education, or a related field, or equivalent relevant experience.
• 7+ years of experience in Sales Enablement, Sales Effectiveness, Sales Operations, Sales Training, or a related commercial function, including experience supporting B2B sales organizations.
• Demonstrated experience building or scaling sales enablement programs across a complex, multi-business-unit or multi-region organization.
• Experience developing and implementing sales methodologies, onboarding programs, playbooks, account planning frameworks, training programs, and seller tools.
• Strong understanding of B2B sales processes, opportunity management, account growth, value-based selling, and seller productivity.
• Strong project and program management skills with the ability to lead cross-functional initiatives from strategy through adoption.
• Excellent presentation, facilitation, communication, and stakeholder-management capabilities.
• Ability to influence sales leaders and business stakeholders without direct authority and create consistency across decentralized teams.

Responsibilities

• Establish and lead a centralized sales enablement strategy, operating model, roadmap, and governance framework across CoolSys business units.
• Translate commercial priorities and growth initiatives into clear seller enablement plans, programs, tools, and adoption strategies.
• Partner with Sales Leadership and Commercial Operations to identify the highest-impact capability gaps affecting seller productivity, growth, and execution.
• Create scalable enablement standards while allowing for appropriate differences by business unit, vertical, seller role, and sales motion.
• Prioritize enablement investments based on business impact, seller needs, customer opportunity, and commercial strategy.
• Develop, implement, and continuously improve a common sales methodology and selling framework that creates greater consistency in how CoolSys sellers engage customers and advance opportunities.
• Define and enable best practices for discovery, qualification, value-based selling, opportunity strategy, stakeholder mapping, solution positioning, and opportunity progression.
• Develop practical tools, templates, and coaching resources that reinforce the methodology in active opportunities and customer conversations.
• Partner with Commercial Operations to align sales methodology, opportunity stages, qualification standards, account planning, and seller workflows within CRM and other commercial tools.
• Measure methodology adoption and identify opportunities to improve execution and consistency across teams.
• Design, develop, and manage role-based onboarding programs for new sales representatives, account managers, business development leaders, and other commercial roles.
• Create learning paths that accelerate time-to-productivity and build knowledge of CoolSys capabilities, customer needs, verticals, value propositions, commercial processes, and selling expectations.
• Deliver and coordinate training for new and existing sellers using a mix of live, virtual, self-paced, and field-based learning approaches.
• Establish seller certification, reinforcement, and ongoing learning programs for critical capabilities and strategic priorities.
• Maintain curriculum and training content so it remains current, practical, and aligned with evolving business priorities.
• Develop manager enablement programs that strengthen the ability of sales leaders to coach sellers, inspect opportunities, reinforce methodology, and improve performance.
• Create coaching guides, opportunity review frameworks, account review tools, and manager routines that reinforce consistent sales execution.
• Equip managers to support seller development, identify capability gaps, and reinforce strategic initiatives after formal training is complete.
• Partner with Sales Leadership to build accountability for enablement adoption and sustained behavior change within the field.
• Develop and maintain account planning frameworks for strategic and enterprise customers.
• Equip sellers to identify customer whitespace, cross-sell opportunities, account penetration opportunities, and ways to bring the broader CoolSys portfolio to existing customers.
• Create tools and guidance that help sellers connect customer needs to relevant CoolSys capabilities across services, solutions, and business units.
• Support coordinated enterprise selling and account planning across divisions where multiple CoolSys capabilities can create greater customer value.
• Partner with Sales Leadership, Marketing, and Analytics to translate customer and performance insights into targeted growth plays for priority accounts and segments.
• Translate vertical strategies, customer insights, value propositions, and strategic offerings into seller-ready plays, messaging, discovery questions, proof points, and tools.
• Lead sales readiness for new services, solutions, pricing changes, commercial programs, and strategic growth initiatives.
• Develop launch and adoption plans that include training, manager reinforcement, seller communications, tools, and field feedback mechanisms.
• Coordinate cross-functional readiness with Sales Leadership, Marketing, Pricing, Commercial Operations, and relevant business leaders.
• Monitor adoption and field effectiveness of strategic plays and recommend improvements based on seller feedback and commercial results.
• Own the enterprise sales playbook framework and enablement content library.
• Develop and maintain buyer-focused playbooks, discovery guides, opportunity tools, objection-handling resources, competitive materials, and pitch resources aligned to priority sales motions.
• Partner with Marketing to develop and activate customer success stories, case studies, testimonials, proof points, and value-based content that strengthens customer conversations.
• Ensure sellers have simple access to current, approved, and relevant resources within their normal workflows.
• Establish content governance standards and eliminate duplicate, outdated, or low-value materials.
• Develop communication and adoption strategies that ensure sellers understand, adopt, and consistently execute new commercial priorities, sales plays, processes, pricing changes, and tools.
• Create structured communication cadences that simplify key sales updates and reduce information overload.
• Build reinforcement plans that extend beyond initial launches or training and drive sustained behavior change.
• Gather structured feedback from sellers and managers to identify adoption barriers and improve enablement programs.
• Develop an enablement measurement framework that connects program adoption and seller readiness to commercial outcomes.
• Track and analyze time-to-productivity, methodology adoption, account-planning adoption, training effectiveness, seller and manager engagement, content utilization, and strategic-play adoption.
• Partner with Commercial Performance & Analytics to evaluate the relationship between enablement initiatives and measures such as seller productivity, opportunity progression, win rates, pipeline conversion, cross-sell penetration, and other relevant performance indicators.
• Conduct post-program and post-launch analysis to determine what is working, where adoption is weak, and where enablement should be adjusted.
• Present enablement outcomes, insights, and recommendations to Sales and Commercial Leadership.

Benefits

• Medical, Dental, Vision and Prescription coverage.
• Paid vacation, holidays, and floating holiday.
• 401(K) with Company match.
• Company sponsored life insurance, as well as optional AD&D, short and long-term disability.
• Tuition reimbursement.
• Employee discounts on vehicles, hotels, theme parks, select cell phone bills and so much more.
• Pet Insurance.
• Legal Plan, and ID Theft Protection.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior