Sales Enablement lead, APJ

Overview 

We are looking for an APJ-focused Sales Enablement Lead to serve as a strategic partner, trainer and coach for Cato Networks' field sales force.  In this role, you will lead new Sales Directors and Channel Account Managers through company, solution and sales enablement training.  Beyond initial onboarding, you will act as a proactive consultant to the sales organization, using data and field insights to identify where additional coaching can maximize the team’s ability to position Cato successfully.  You should be skilled at building relationships and possess the ability to translate complex technical concepts into clear tactical and business outcomes for both technical and executive audiences.  We are looking for a self-starter who takes ownership of the region’s success.   

RESPONSIBILITIES 

• Develop trusted partnerships with APJ regional sales leadership.  Ensure that all Enablement initiatives are aligned to their priorities and go-to-market strategies, acting as an extension of their leadership team.   

• Design, develop and maintain sales and product training for the APJ sales team 

• Proactively identify skill and knowledge gaps within the sales team.  Provide sales leadership with actionable insights and data-driven recommendations for coaching and training to improve team performance. 

• Build strong, supportive relationships with Sales Directors and Channel Account Managers, serving as their "go-to" resource for day-to-day coaching and support 

• Conduct new hire sales onboarding and ever-boarding for Sales Directors and Channel Account Managers, ensuring they are ramped effectively to meet their revenue goals 

• Coach sellers on navigating the channel ecosystem and positioning the Cato solution to solve customer business challenges 

• Collaborate with Cato stakeholders, including Global Enablement, Marketing, Product and RevOps, to develop relevant content and adapt global programs for the APJ market.   

• Continuously gather field feedback to refine processes and ensure enablement program accelerates revenue velocity  

REQUIREMENTS 

• 5+ years relevant experience designing and delivering sales enablement programs, ideally within the security or networking space 

• Strong experience selling or enabling on technical products.  Proven ability to translate technical concepts into business outcomes (not just features) 

• Experience using performance data to identify gaps and measure training efficacy 

• Strong understanding of the differentiation between direct and channel-involved sales cycles 

• Ability to take strategic direction and turn it into action.  You are comfortable managing your workflow while maintaining deadlines  

• Excellent presentation skills, comfortable engaging with senior sellers 

Bonus Qualifications: 

• Previous experience in a quota-carrying sales role