Director of Sales Enablement, Digital and Automation

Key Responsibilities

Sales Readiness & Capability Development

• Lead onboarding and continuous learning programs for D&A customer-facing teams, including AVPs, PSEs, & Account Executives.
• Develop role-based learning and targeted enablement to build capability in solution positioning, value-based selling, discovery, and customer engagement.
• Partner with Product Marketing & Sales leadership to translate value propositions, use cases, and competitive differentiation into practical sales enablement.
• Measure program adoption and effectiveness and continuously improve enablement.

Sales Tools, Playbooks & Content

• Develop and maintain playbooks and sales tools for priority D&A solutions and commercial motions.
• Create and curate practical sales content, including presentations, customer stories, competitive materials, and value-selling tools.
• Drive adoption of sales enablement platforms and tools, including Seismic, and ensure field-facing content remains current and actionable.

Forecasting & Process Excellence

• Partner with Sales leadership to reinforce pipeline discipline, Imaging Forecast Module adoption, opportunity hygiene, and consistent sales execution.
• Identify execution gaps and translate them into targeted enablement, process improvements, tools, or playbooks.
• Support adoption of new commercial processes and operating models across the field.
• Establish and monitor key sales enablement and commercial performance metrics, providing executive-level insights to identify performance gaps, opportunities, and actions to improve field effectiveness.

Value Partnership & Cross-Functional Support

• Coordinate across Sales, Enterprise Services, and other D&A stakeholders to facilitate execution and address operational needs.
• Support Value Partnership funnel management by maintaining data quality, tracking progress, and identifying gaps or follow-up needs.
• Support cross-functional initiatives, product launches, and go-to-market activities through effective coordination and field enablement.
• Establish a structured Voice of Sales feedback loop to identify barriers to selling, customer needs, and gaps in portfolio positioning, and translate insights into actionable enablement and commercial improvements.

Qualifications

Education & Experience

• Bachelor's degree in Business, Marketing, Healthcare, or related field; MBA or advanced degree preferred.
• 7–10 years of experience in sales enablement, commercial excellence, sales operations, enterprise software, healthcare IT, or medical technology.
• Demonstrated success building and scaling enablement programs across distributed sales organizations.
• Experience supporting complex enterprise sales cycles and cross-functional commercial processes.
• Experience with value-based selling or consultative sales motions preferred.

Skills & Competencies

• Strong understanding of enterprise software and/or healthcare technology sales and value-based selling.
• Strong commercial acumen with the ability to translate strategy into field execution.
• Excellent communication, facilitation, and presentation skills.
• Proficiency with business intelligence and analytics platforms (e.g., Power BI) to develop dashboards, analyze sales performance, identify trends, and support data-driven decision making.
• Proficiency with Oracle Sales Cloud CRM, including management of accounts, opportunities, forecasting, and adoption of standardized commercial processes.
• Strong project and program management skills.
• Analytical mindset with the ability to use funnel and performance data to identify opportunities and measure impact.
• Ability to influence without authority and collaborate effectively in a matrixed organization.