Sr. Manager, Sales Enablement programs

Do you want to help make the world safe from cyber attack? 

At Corelight, we believe that the best approach to cybersecurity risk starts with the network.  Attackers can evade endpoint detection, firewalls and many other technologies - but they can’t avoid leaving digital footprints on the networks they traverse.  Built on open-source innovations from Zeek, Suricata and YARA and refined through years of real-world use,  Corelight transforms network footprints from physical, virtual and cloud networks into actionable insights.   Our customers use these insights to speed incident response and proactively hunt for threats.  

Sales Enablement is the critical link in our go-to-market (GTM) strategy. We have sales professionals selling a highly technical, complex solution to a variety of buyers each with different initiatives and challenges. Sales Enablement gathers best practices from across the organization, packages them up and incorporates them into our sales methodology. Reporting to the Head of Sales Enablement, the job of the Senior Manager, Sales Enablement Programs is to ensure that effective selling doesn’t happen by chance - it is formulaic.

This critical individual contributor level function drives productivity and confidence of our global sales organization. You will build, lead, and manage cross functional programs to focus company resources to enable our GTM teams driving revenue growth.  The successful candidate will partner with GTM teams and align training materials with strategic initiatives and marketing programs that will lead to revenue, improved customer engagement, and growth.  

This is a highly visible individual contributor position where quality, clarity, and scalability are paramount to the candidate’s success.

Specific Responsibilities

• Deliver onboarding programs for new GTM team members
• Assess training needs through surveys, interviews, and metrics to determine performance gaps and identify opportunities, priorities, and develop innovative and creative training solutions
• Create and facilitate customized learning modules to meet long and short term needs of various sales roles for use in the classroom or virtually
• Work closely with cross-functional, technical employees of all levels who will act as subject matter experts (SMEs) to design, develop, and maintain key sales enablement content
• Maintain updated training content in a Learning Management System (LMS)
• Maintain the Sales Enablement Library and ensure all information is accurate
• Speaker coordination and logistics for internal sales enablement webinars
• Develop testing and certifications for our sales teams at a regular cadence, as needed
• Collect feedback and measure efficiency of initiatives based on performance objectives
• Coach sales team on best use of enablement materials

Being successful on this team requires the ability to:

• Work independently and manage multiple competing priorities in a dynamic, fast-paced fully remote environment
• Enjoy working in a fast-paced environment to deliver enablement content on rapidly evolving technologies and be comfortable with shifting priorities
• Anticipate bottlenecks, provide escalation management, anticipate and make tradeoffs, and balance competing constraints
• Drive effective teamwork, communication, collaboration and commitment across disparate groups with competing priorities in a fully remote company
• Strengthen relationships with sales, management, and SMEs and leverage their expertise to identify and develop sales enablement programs
• Maintain a strong level of sales acumen, sales enablement knowledge, and sales management and coaching skills
• Have strong communication skills so that stakeholders, teammates and leadership understand requirements and planned deliverables
• Support the building of an infrastructure that can scale to meet the demands of a fast-growth company
• Be comfortable working autonomously in an area of technical and professional skills to analyze training needs and develop complex curricula and interactive activities

Requirements

• 5+ years experience designing sales enablement programs, sales training, or working in similar sales support role
• 5+ years relevant experience working in the security industry in a B2B environment.
• Proven ability to plan, manage, and deliver multiple parallel projects from inception to maintenance
• Extensive knowledge of instructional design, eLearning software (Articulate 360 and Google Suite preferred)
• Experience supporting a Learning Management System (Skilljar preferred)
• Detail oriented, yet able to identify what truly matters
• Expertise in using common sales methodologies, tools, resources, and technologies (Command of Message and MEDDPICC qualification criteria)
• Self-motivated individual with knowledge in instructor led (ILT) training, virtual learning, eLearning, and on-the-job (OJT) methodologies
• Excellent facilitation and communication skills
• Proficiency in common sales tech stack tools - SFDC, Clari, Hubspot, Outreach, 6Sense, ZoomInfo, Confluence, etc.

• You have passion and a competitive drive to win in a dynamic team environment…and have fun along the way!
• Candor – you can give and receive constructive feedback
• Accountabilit
• y – you act with integrity and transparency, meet deadlines and will be a trusted resource for the team

Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight, Corelight is the fastest growing network detection and response platform in the industry.  Our customers trust us to protect mission-critical assets in leading enterprises, government, and research institutions worldwide.   We are leading the way with AI-assisted workflows, machine learning models, cloud security and SaaS-based solutions to arm defenders with the tools and knowledge they need to disrupt cyber attacks.    Our team of passionate innovators are dedicated to solving some of the toughest challenges in cybersecurity, while fostering a collaborative, inclusive, and growth-oriented culture. Corelight is committed to a geographically distributed yet connected employee base with employees working from home and office locations around the world.  At Corelight, we take pride in the diversity of our backgrounds and perspectives, and we are committed to fostering an inclusive environment that strengthens our company. By embracing a wide range of experiences, backgrounds, neurodiversity, talents, and approaches to problem-solving, we aim to create a workplace where everyone can thrive and contribute their best.

We are looking forward to meeting you.  Check us out at www.corelight.com