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Description
The Senior Director of Sales Enablement Programs is a strategic leader responsible for driving the effectiveness of the global ERP sales organization through world-class enablement programs. This role leads a team of enablement professionals, managing the end-to-end delivery of critical initiatives such as onboarding, Sales Kickoff (SKO), methodology adoption, and continuous learning programs.
You will partner cross-functionally to ensure all programs align with Infor’s ERP go-to-market strategy, support methodology adherence (e.g., MEDDPICC, Value Selling), and leverage AI to elevate both program development and seller productivity.
This role provides an exciting opportunity to lead and inspire a global team while driving strategic sales enablement initiatives, significantly contributing to the organisation's success.
We are seeking highly driven, collaborative individuals with expertise in ERP software enablement and program management, who are creative thought leaders with a proven track record of delivering change.
A Day in The Life Typically Includes:
Team Leadership & Strategy
* Lead, coach, and develop a global Sales Enablement team to deliver impactful programs at scale.
* Define and evolve enablement strategy to support sales priorities, industry verticals, and ERP product focus.
* Partner closely with sales leaders, frontline managers, and operations to drive performance outcomes.
Program Design & Delivery
* Own and manage the lifecycle of core enablement programs including:
* Sales Kickoff (SKO)
* Sales onboarding
* Global certification programs
* Quarterly learning campaigns aligned to sales cycles and releases.
* Apply structured project management tools (e.g., ClickUp, MS Project) to ensure on-time, high-quality execution.
AI-Enabled Enablement & Automation
* Use AI tools (e.g., generative content, LMS personalization, enablement analytics) to:
* Accelerate content creation and localization.
* Generate tailored scenarios, playbooks, and talk tracks.
* Personalize seller learning journeys and track effectiveness.
* Educate and enable sellers to use AI within their workflow to:
* Automate CRM updates, email outreach, call summaries, and account research.
* Enhance productivity and decision-making through integrated AI tools like CoPilot, Clari, and Outreach.
Sales Methodology & Process Enablement
* Drive adoption and reinforcement of MEDDPICC, Challenger, and Value Selling methodologies.
* Embed sales processes into CRM workflows, learning content, and deal coaching frameworks.
Content & Learning Experience Design
* Collaborate in the development of Industry-specific content for diverse buyer personas across industries and micro-verticals.
* Create blended learning experiences including eLearning, virtual instructor-led sessions, In-person workshops and AI-curated content paths.
* Ensure content is accessible, current, and tailored for just-in-time usage.
Data-Driven Insights & Optimization
* Define KPIs for enablement success: ramp time, quota attainment, certification progress, pipeline coverage.
* Use performance data and enablement analytics to identify skill gaps, inform priorities, and optimize programs.
* Collaborate with Sales Operations and Sales Management on reporting and insights.
Cross-Functional Collaboration
* Partner with Education, Product, Marketing, Pre-Sales, Customer Success, and HR to ensure alignment and integration of learning across functions.
* Represent the voice of sales in shaping messaging, readiness, and feedback loops.
Essential Qualifications:
* Proven experience leading global sales enablement programs in a complex B2B software or ERP environment.
* Demonstrated success in building and scaling onboarding, SKO, and methodology-based enablement.
* Experience managing and mentoring global enablement teams.
* Strong program management and stakeholder engagement skills.
* Familiarity with adult learning design, LMS/LXP systems, and enablement platforms.
Preferred Qualifications:
* Experience integrating or enabling AI-based tools in learning or sales workflow
* PMP or similar project management certification.
* Experience with ERP industry or verticals such as Manufacturing, Distribution, or Public Sector.
* Familiarity with MEDDPICC or Value Selling.
* Exposure to enablement tech stack (e.g., Highspot, Showpad ) and AI tools (e.g., CoPilot, ChatGPT).
* Prior sales or sales management experience in SaaS/ERP context.
About Infor
Infor is a global leader in business cloud software products for companies in industry specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation.
For more information visit www.infor.com
Our Values
At Infor, we strive for an environment that is founded on a business philosophy called [1] Principle Based Management™ (PBM™) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization. Increasing diversity is important to reflect our markets, customers, partners, and communities we serve in now and in the future.
We have a relentless commitment to a culture based on PBM. Informed by the principles that allow a free and open society to flourish, PBM™ prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.
Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section at the bottom of the infor.com/about/careers webpage.
At Infor we value your privacy that’s why we created a policy that you can read [2] here.
References
Visible links
1. https://www.kochind.com/about/business-philosophy
2. https://www.infor.com/about/privacy
