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Director, Sales Enablement (Revenue Enablement)

Fremont, CA

Job Description


Nextracker is seeking an experienced Senior Sales Enablement Director to build and lead our Sales Enablement function. This individual will be reporting to our VP, Sales Operations in our Fremont, CA office (unless otherwise approved)


This individual will own supporting our dynamic sales team to achieve aggressive organizational growth objectives. This pivotal role involves creating a comprehensive sales enablement strategy aimed at enhancing sales productivity and effectiveness across our global sales organization. We are looking for a natural problem solver and strategic thinker who leverages the right balance of sales enablement competency and emotional intelligence to drive flawless execution.


The successful candidate is an expert at establishing cross functional alignment with proven experience driving collaboration and creating consensus across sales, marketing, product, product marketing and other stakeholder teams to achieve positive sales outcomes. The Senior Director of Sale Enablement will have extensive knowledge of sales enablement as a discipline and has proven experience as an effective sales enablement practitioner who has achieved strategic, verifiable outcomes across multiple organizations throughout their career.


Required Skills


  • Leadership: Proven leadership skills with experience in developing and mentoring teams to foster growth and high performance.
  • Persuasive Communication: Proficient in articulating complex concepts, solutions, perspectives, and strategies clearly and persuasively across various levels of the organization to facilitate achieving desired sales outcomes.
  • Empathy for Seller Experience: Exceptional ability to empathize with the challenges and pressures faced by sales teams, ensuring a deep understanding of their needs and concerns resulting in a high trust relationship with sellers and their leaders.
  • Deep Discovery: Skilled in conducting thorough needs assessments through insightful questioning and active listening, to uncover underlying challenges and opportunities within any and all Sales Enablement domains.
  • Consensus Building: Expert in cultivating strong, productive relationships across different departments, enhancing cooperation and collaboration to achieve shared business goals.
  • Training: Strong background in designing and executing sales and sales leadership training programs as well as sales new hire onboarding. Skill in evaluating external training vendors and facilitating the delivery of external training content in accordance with established sales enablement training standards.
  • Managing Accountability: Excels in enforcing clear accountability measures across sales, marketing, product marketing, and product teams. Ensures all stakeholders regularly update and maintain content, adhering to a defined cadence that keeps materials relevant and aligned with market needs. By holding each department accountable, the Director fosters a cooperative environment that supports unified sales processes and drives effective outcomes.
  • Coaching: Skills in developing results oriented coaching plans in support of overall sales objectives and individual seller growth and development needs. Ability to effectively “coach the coach” helping sales leaders to learn and implement a formal 1:1 coaching program that is results oriented and effective.
  • Program Management: Overseeing the planning and execution of complex sales enablement programs, ensuring they are completed on time, within budget, and with the desired impact on sales performance.
  • Change Management: Leading change initiatives required to achieve Sales Enablement’s defined objectives skillfully leveraging formal change practices and powerful communication tactics to minimize resistance to change and drive optimal adoption.
  • Content Development: Skill in developing templates and overseeing the creation and maintenance of effective sales content built on best practices to resonates with target audiences. Able to develop highly relevant content quickly and efficiently often with very limited lead time. This includes creation of customer facing content as well as sales enablement internal facing assets.


Minimum Qualifications


  • Bachelor’s Degree with concentration in business or adjacent discipline or equivalent experience. MBA preferred.
  • 5 years in a B2B direct sales role. In the trenches experience is a must for this role; sales professionals will resist the guidance and advice of someone who has never actually sold in a B2B environment. Prior solar energy, renewables, or construction sales experience is strongly preferred.
  • 10 years in a formal Sales or Revenue Enablement function with at least 5 years serving in a Global sales organization.
  • 5 years’ experience with cross-functional program management with proven success in executing on time and within set budget.
  • At least one prior experience with the end-to-end implementation of a sales enablement platform such as Seismic, Showpad, Allego, MindTickle, etc.
  • Resulting in high adoption by sellers and other sales stakeholders. Particularly skillful with the categorization and tagging activities during the implementation processes.
  • Experience partnering with the marketing function and successfully having aligned sales and marketing to drive joint winning outcomes.
  • Strong ability to influence sales professionals to adopt enablement programs resulting in high participation, adoption, and quantifiable success with sales enablement programs.
  • Experience with using and implementing leading sales tech tools and methodologies resulting in the ability to provide insights on best practices for Nextracker’s sales team.
  • Experience with developing and delivering sales process, skills, new tech launch, or methodology training.
  • Experience with having 1:1 sales coaching conversations, effectively helping address seller blind spots and growing their knowledge and/or skillset.
  • Experience with Salesforce.Com and best practice use cases. Experience with overseeing application integrations with SFDC is a plus.
  • Extensive experience in strategic communication with executive stakeholders.
  • Experience and examples of developing a holistic sales new hire onboarding program that effectively prepares new hires to succeed in their role while maintaining the quickest time to revenue for sales new hires.
  • Proven experience in defining, managing, measuring, and reporting on sales enablement/sales key performance indicators and success metrics across multiple Sales Enablement roles.
  • Developing a formal sales process built to align with the buyer’s journey and jobs. Successfully launching the formal sales process to a sales team and driving adoption of the sales process within SFDC.
  • Ability to travel internationally as required to execute the enablement strategy and programs. Ability to work flexible hours to accommodate the needs of regional sales teams in various time zones.


Desired Knowledge, Skills, & Abilities


  • Knowledge of behavioral economics/decision science and how to effectively use psychology to earn a buying decision in the seller’s favor.
  • Knowledge of LinkedIn Sales Navigator and how to effectively use the tool for personal branding and outreach. Ability to train sales professionals to leverage the tool effectively.
  • Acute situational awareness and situational self-awareness with the ability to adapt and adjust approach to result in the best possible outcome.
  • High Emotional Quotient.
  • Understanding of global cultures and cultural business norms as well as differences in communication styles.
  • Familiar with solar energy, renewable energy and construction industries
  • Effective negotiation skills for positioning and negotiating ideas and investments to sales professionals, sales leaders, stakeholders, and executive leadership.
  • Ability to navigate organizational dynamics and exceptionally good at “silo-busting” to drive the best possible outcomes.
  • Skillset and ability to help plan and execute high impact sales organization events such as the annual sales-kickoff or mid-year meeting.
  • Ability to perform assessments, conduct gap analyses, and deliver insightful recommendations toward optimization.


You Are Known To Be


  • Devoted to helping sales professionals succeed.
  • Practical
  • Adaptable
  • Curious
  • Humble
  • Hungry
  • Collaborative – an ideal team player
  • Conscientious and thorough
  • Responsive
  • An exceptional communicator
  • A connector, a bridge builder
  • Insightful
  • Persuasive
  • Determined
  • Hard working
  • Graceful under pressure
  • Driven
  • Compassionate


NEXRSR


  • 1


At Nextracker, we are leading in the energy transition, providing the most comprehensive portfolio of intelligent solar tracker and software solutions for solar power plants, as well as strategic services to capture the full value of solar power plants for our customers. Our talented worldwide teams are transforming PV plant performance every day with smart technology, data monitoring and analysis services.


For us at Nextracker, sustainability is not just a word. It's a core part of our business, values and our operations. Our sustainability efforts are based on five cornerstones: People, Community, Environment, Innovation, and Integrity. We are creative, collaborative and passionate problem-solvers from diverse backgrounds, driven by our shared mission to provide smart solar and software solutions for our customers and to mitigate climate change for future generations.


Nextracker is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.


Culture is our Passion

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