Principal Sales Enablement Program Manager

Alignment:

• Strategic Stakeholder Alignment: Partner closely with Sales stakeholders in our Professional Services business unit to foster strong working relationships and trust. Advise stakeholders on enablement programs based on data-driven insights. Translate stakeholder priorities into measurable enablement outcomes that support Professional Services revenue goals and strategic initiatives.

• Team Collaboration: Partner internally with sales enablement leadership, instructors, instructional designers, and other PMs to plan and execute programs effectively.

• Product Enablement: Collaborate with Product Marketing, MCI, and other subject matter experts with sales team enablement based on the company's product launch and release calendar, industry trends, etc. Execute practice sessions to prepare sales teams for launches/releases. Ability to facilitate product training is preferred.

Technology and Infrastructure:

• Enablement Platform Adoption: Utilize Deltek’s sales enablement platform, Allego, to execute programs and increase retention.

• Tool Training & Adoption: Design training programs and manage adoption and optimal usage of sales tech stack in collaboration with technology specialist. Program Managers to execute on tech enablement by leveraging other members of the enablement ecosystem (ex. Instructors). Strategically incorporate technology enablement as part of broader enablement efforts as opposed to stand alone programs.

• Champion the integration of AI-driven coaching, content personalization, and performance analytics to elevate program impact.

Metrics & Results:

• Measure Learning Effectiveness: Analyze key performance indicators through Deltek internal tools to assess program effectiveness. Utilize the Kirkpatrick model to track satisfaction, learning, and behavioral elements. Assess improvements for subsequent iterations, including post-program reviews and feedback documentation.

• Partner closely with sales operations specialists in order to form data driven approach to enablement programs to make strategic decisions and evaluate program effectiveness leveraging the Kirckpatrick model.

Leadership and Coaching:

• Partner with sales managers to ensure effective delivery and reinforcement of enablement programs. Design a coaching program in collaboration with leadership and leverage other members of the enablement ecosystem (ex. Instructors) in the planning/execution of that program.

• Facilitation/Training Skills: Strong training and facilitation skills is a requirement of this role focused on bringing together soft skills with product/industry enablement.

• Program managers to coach and mentor instructors in order for them to partner together on coaching sessions.

Enablement Program & Content:

• Sales Plays: Continually evaluate team and individual performance against annual sales plays. Design programs to coach desired skills or behaviors, gaining executive approval and executing end-to-end.

• Program managers to consistently maintain/update program tracker with most current data. Program Managers to report to Manager, Program Managers weekly on status, updates, next steps, and KPI’s for all programs they support.

• Develop reinforcement and coaching strategies to support enablement programs.

Process:

• Program Managers to adopt/follow all sales enablement processes and provide feedback on any changes that need to be made.

Required

• Proven experience in sales enablement, sales, business development, or a related field.

• Excellent communication and collaboration skills, with the ability to build relationships with cross-functional stakeholders and to facilitate enablement programs.

• A strong understanding of metrics and the ability to analyze data to improve the effectiveness of enablement programs.

• Project management skills and the ability to plan/manage projects with excellence/agility.

• Strong time management skills.

• Strong understanding of how to use Ai as a strategic enablement tool.

• Ability to facilitate training sessions focused on soft skills and product/industry content.

Preferred but not Required

• Familiarity with sales enablement platforms (such as Allego) and experience in driving platform adoption.

• A strong understanding of metrics and the ability to analyze data to improve the effectiveness of enablement programs.

• Experience partnering/communicating with executive leadership.

• Experience as or partnering with Sales leadership, Sales Reps, Solution Engineers, or Sales Development Reps

• Experience with project management tools like Microsoft Loop

• PMP Certification

• Experience in the Professional Services space.