Internal Channel Enablement Lead

About the role

In this pivotal role, you will focus on enhancing the capabilities of internal Go-To-Market teams rather than engaging directly with external partners. Your primary responsibility will be to develop and manage the internal Partner Playbook, which will serve as a comprehensive guide for Channel Sales Managers from their initial onboarding through their ongoing professional development. The aim is to ensure that sales teams are well-equipped to collaborate effectively with partners to drive business success.

Key facts

What you'll do

• Design and implement a thorough onboarding program for new Channel Sales Managers, encompassing internal systems, the partner ecosystem, and effective engagement strategies.
• Identify performance gaps within the Channel Sales Manager team and develop targeted training initiatives to enhance partner recruitment, activation, and management outcomes.
• Create and maintain essential internal resources, including playbooks, guides, and quick-reference materials that streamline daily operations for Channel Sales Managers.
• Act as the primary expert on partner program regulations, tier structures, and incentive programs, ensuring alignment among Sales, Sales Engineers, and Marketing to mitigate channel conflicts.
• Establish processes that facilitate collaboration between Direct Sales and Channel Sales on deals, clearly defining Rules of Engagement.
• Advocate for the needs of Channel Sales Managers to Product, Sales Operations, and Marketing, ensuring that new tools and content are accompanied by appropriate internal training.
• Lead the internal rollout of New Product Introductions, preparing Channel Sales Managers to effectively communicate updates through partner channels.
• Manage internal communications related to shifts in partner strategy, ensuring consistent messaging across all teams.
• Monitor the time-to-ramp for new Channel Sales Managers and assess how enablement efforts impact channel quota achievements.
• Conduct regular Channel Clinics and workshops to keep Go-To-Market staff updated on partner-led sales strategies.
• Oversee Tier 1 enablement projects as requested by Sales Leadership, managing these initiatives from planning through post-launch evaluation.

Requirements

• A minimum of 5 years of experience in Internal Sales Enablement, Channel Operations, or Sales Training is required.
• Direct experience in supporting an internal channel team is highly preferred.
• Proven ability to distill complex partner program rules into clear, actionable guidance for sales representatives.
• A track record of successfully influencing cross-functional leaders in Sales, Operations, and Product on significant initiatives.
• Capable of developing long-term enablement strategies while also creating presentations, documentation, and training materials.
• Proficient in managing multiple projects concurrently, such as onboarding new cohorts while simultaneously launching incentive programs.
• Comfortable working in dynamic environments where partner programs may evolve and ambiguity is prevalent.

Nice to have

• Experience with sales enablement tools and technologies.
• Familiarity with performance analytics and reporting methodologies.
• Background in project management or training facilitation.
• Knowledge of the latest trends in sales enablement and channel operations.
• Previous experience in a technology or SaaS environment.

Skills & tools

• Proficient in project management software.
• Expertise in training and workshop facilitation.
• Strong capabilities in internal communications and change management.
• Experience in developing sales enablement content.
• Ability to coordinate effectively with cross-functional stakeholders.
• Skilled in performance analytics and reporting techniques.

Practical notes

• Visa sponsorship is available; the company is willing to sponsor or take over existing employment visas and will make reasonable efforts to secure one if an offer is extended.
• Additional compensation may include sales incentives, discretionary bonuses, and equity in the form of restricted stock units (RSUs).
• Healthcare premiums are fully covered for employees under at least one plan, with 80% coverage for family premiums across all plans.
• Comprehensive medical, vision, and dental coverage is provided nationwide.
• Health Savings Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) options are available.
• Mental health support, paid parental leave, and fertility assistance are included in the benefits package.
• Employees enjoy paid holidays, extended company holidays, flexible paid time off (PTO), and personal sick leave.
• A professional development stipend, wellness and fitness benefits, daily lunches, and commuter benefits are also part of the offerings.