Based in the UK, Gary has a strong IT, Sales and Enablement background. He has worked in the IT industry for almost 30 years in a variety of roles including Product Design & Development, Technical Consultancy, Sales Engineering & PreSales, International Team & People Management, and Sales & Technical Enablement.
Director of Global Enablement
Progress
Montrose, Angus
December, 2018 – Current
Responsibilities
Responsible for the Strategic alignment, goals and initiatives of the Enablement function in support of Progress Software's go-to-market strategy for the Enterprise Application Experience Group (700M+ USD annual revenue), I lead a dedicated global team of experts concentrating on internal and channel staff in support of the sales process - focus on revenue generation and client retention; M&A integration of products, people and processes; personal development of 80+ sales engineers and partner technical sellers through on demand and event based enablement content; Product release readiness of 10+ core products within the Progress flagship portfolio; Recruitment, On-boarding and Retention programs aligned to HR function; Strategic alignment and reporting to corporate initiatives. Achievements: obtained 150% (capped) of quota for 20/21, exceeding target for 21/22. Demo2Win Coaching certification; Sales Enablement Pro - Professional Certification.
Adult Learning
Successful learning experiences arm learners with the skills they need to turn learning into action. Learn best practices to engage adult learners, ensure learning sticks, and ultimately drive business impact through sales readiness programs.
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Collaborative Relationships
Sales enablement is an inherently collaborative role, and as such it is essential that practitioners build collaborative relationships with teams across the organization. Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.
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Enablement Charter
A successful sales enablement charter maps the foundation from which to build every sales enablement initiative. Learn how to set your sales enablement function up for success from the onset, from defining key objectives to justifying your budget.
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Project Management
Sales enablement practitioners are the ultimate project managers. Learn how sales enablement can ensure that projects start off on the right track, achieve desired results, and stay aligned with stakeholders from start to finish.
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Sales Personas
Developing a deep understanding of who sales enablement serves and what goals to strive for is essential to building successful sales enablement initiatives. Learn how practitioners can work with various sales personas to enlist support and create effective sales enablement initiatives.
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The Sales Landscape
Developing a deep understanding of how your sellers operate and factors that impact their success – both internally and externally – is critical for sales enablement to help sellers reach their goals. Learn how sales enablement can work to reduce complexities and implement resources to help salespeople succeed.
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Sales Career Progression
Sales roles can cover many different responsibilities and required skills, which is why sales enablement can play a crucial role in helping salespeople navigate their career progression. Learn how practitioners can help salespeople advance their careers, gain leadership skills, and achieve their professional goals through sales enablement programs.
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Sales Enablement Professional Certification
Unlock your full potential by becoming a certified sales enablement professional.
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