Head of Sales Enablement

As the Head of Sales Enablement at Corelight, your key responsibilities will revolve around designing and maintaining comprehensive training programs for the sales teams and channel partners. You will create strategic onboarding initiatives, develop ongoing learning paths, and collaborate with cross-functional teams to provide the most relevant tools and resources. Measuring the impact of these programs on sales performance and continuously refining them based on feedback are also critical to the role.

To qualify for the Head of Sales Enablement role at Corelight, candidates should have multiple years of experience in leading sales programs and business operations. Proficiency in Salesforce and LMS tools is essential, as is familiarity with sales methodologies such as MEDDPIC. Strong communication and analytical skills, alongside a Bachelor’s degree, are also required, while experience in both startup and large company environments is considered a bonus.

The Head of Sales Enablement supports the sales team at Corelight by developing tailored training initiatives that equip the sales force with the essential skills and knowledge to effectively sell our cybersecurity solutions. This includes creating engaging content, facilitating learning sessions, and ensuring that the sales teams are aligned with overall business objectives. Your role greatly impacts their ability to understand complex cybersecurity products and leverage them in their strategies.

The Head of Sales Enablement plays a pivotal role in driving Corelight's business success by ensuring the sales teams are equipped with the right tools and knowledge to sell effectively. By developing high-impact training programs and enabling ongoing learning, you contribute to higher sales performance, customer satisfaction, and ultimately, the company’s growth in the competitive cybersecurity market.

Corelight boasts a culture that values diversity, curiosity, and results-oriented service. As the Head of Sales Enablement, you will thrive in an environment that encourages collaboration and connection, regardless of geographical location. We are committed to fostering a supportive atmosphere where innovative ideas are welcomed, and every team member can significantly impact our mission to enhance cybersecurity.

When answering this question, provide specific examples of training programs you have developed, focusing on how they were tailored to meet the needs of the sales teams. Discuss the objectives, methodologies used, and measurable outcomes that illustrate the success of these programs.

Speak about the various metrics and KPIs you track to assess program effectiveness. These could include sales performance data, feedback from sales teams, changes in conversion rates, and how often the resources provided are utilized. This shows your analytical approach and commitment to continuous improvement.

Your answer should demonstrate your interpersonal skills and understanding of relationship management. Discuss strategies for communication, regular feedback sessions, and collaborative planning to ensure alignment with regional needs and priorities, fostering trust and cooperation.

When discussing a challenge, be specific about the situation and how you approached resolution through strategic thinking and problem-solving. Highlight your capacity to adapt and how the experience informed future initiatives, demonstrating resilience and resourcefulness.

Explain your methodology for gathering feedback, analyzing performance data, and staying informed about sales trends. Share how you leverage this information to refine programs, ensuring that they remain relevant and effective over time.

Discuss your familiarity with MEDDPIC or any sales methodologies you've used, including how you've implemented them in training programs. This is an excellent opportunity to show your understanding of effective sales processes and their impact on performance.

Your answer should cover the tools you utilize, such as Learning Management Systems (LMS), Salesforce, and any analytics tools, to deliver and assess training experiences effectively. Emphasize how technology can enhance learning and accessibility for sales teams.

Discuss your approach to change management, emphasizing communication and support. Talk about strategies for addressing concerns, highlighting the benefits of the program, and how you would involve the sales team in the implementation process for buy-in.

Share a specific example that illustrates your collaborative skills and the positive outcomes that resulted from working closely with other teams. Focus on how these partnerships enhanced training effectiveness or drove product understanding within the sales teams.

In your answer, convey your enthusiasm for both sales enablement and the cybersecurity field. Share why you believe effective enablement is crucial in a fast-paced industry like cybersecurity and how your passion translates into your work and the impact you hope to make at Corelight.