Sales Enablement Lead

Dallas, TX, US


Job Purpose


We’re looking for an energetic, organized Sales Training Lead for the Americas region to join our Global Training & Enablement Team. This role will enable successful sales performance by providing training on new and existing products, driving sales methodology and sales process, and being a partner to support new hires and new-to-role hires throughout their onboarding journey. This is a visible role within the Enablement team with the opportunity to make a great impact by educating and enabling Sales Development Reps, Inside Channel Account Managers, Outside Channel Account Executives and Sales Engineers. This role is responsible for overseeing the overall learning journey from on-boarding through promotion into the next role. The ideal candidate has experience coaching and training sales reps, has B2B Technology Sales experience (or similar experience) and has great presentation and content creation skills.


Main Duties


  • Work with the global enablement team to regionalize and run new hire sales onboarding and reinforcement programs within the Americas region including some role specific programs
  • Support the Sophos Channel Sales Teams to facilitate ongoing learning and enablement programs
  • Be an expert in our sales process, tools, methodologies and product offerings
  • Partner with Sales Management, Product Marketing, Sales Operations and other cross functional teams to identify knowledge and skill gaps and roll out targeted programs, activities or additional training
  • Manage relationships with key sales tools vendors in order to become an expert in those systems and to organize training for the Sophos Channel Sales Teams
  • Establish repeatable enablement team processes, with defined timing, deliverables, and reporting to drive accountability
  • Lead and facilitate virtual and in-person enablement trainings, role plays and exercises
  • Act as the key contact for Sales Enablement initiatives and be a trusted advisor and partner to the Sales and Marketing teams
  • Participate in the planning of our annual Sales Summit (Sales Kick-off) with the Marketing, Sales and Executive teams
  • Coach sales representatives and provide competency assessment evaluations to ensure programs and activities are relevant to individual needs and roles
  • Support product launches and product releases by ensuring the Channel Sales Teams are enabled on messaging, customer pain points, objection handling and the competitive landscape.
  • Influence regional and global strategy by gathering feedback from sales teams on a regular basis to constantly improve enablement programs
  • Research trends and share industry best practices on sales enablement tools and processes


Skills & Experience




  • 3-5 years of experience in Sales Enablement, Direct Sales or Channel Account Management
  • Familiar with Sales Enablement Tools and Sales Methodologies (Sandler, MEDDICC/MEDDPICC Challenger, etc.)
  • Strategic thinker who can transform vision into structured plans, actions and metrics
  • Experience managing Sales Enablement programs resulting in positive sales results
  • Ability to deliver content in an engaging and compelling manner both in person and remotely
  • Demonstrated ability to communicate effectively with sales leadership and to build productive working relationships at senior levels
  • Strong organizational and planning skills with the ability to progress quickly on multiple priorities in parallel
  • Proven project management skills and track record operating in a fast pace environment
  • Exceptional written and verbal communication, and polished presentation skills
  • Excellent listener who is able to gather and act on feedback to constantly improve programs
  • Ability to see initiatives through to the end
  • Having a growth mindset




  • Previous experience working in the Cybersecurity market
  • Success working across multiple geographic regions and experience managing global projects
  • Ability to understand the impact of decisions on other areas of the business
  • Experience using an LMS, CRM (Salesforce.com), pipeline management tools (Clari), conversational intelligence tools (Gong) and prospecting tools (Outreach, Zoominfo, LinkedIn Navigator)


Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

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At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.

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