Tom MTM
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Tom M

@tomm

Sales Enablement Specialist driving revenue growth through strategic initiatives.

United States
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What I'm looking for

I seek a dynamic role in a growth-oriented company that values innovation and collaboration, where I can leverage my skills to drive sales success and enhance team performance.

As a Sales Enablement Specialist, I have a proven track record of boosting sales yields across various channels, including SMB, Mid-Market, Enterprise, and Global sectors. My strategic approach has led to an 18% increase in sales results for a global B2B SaaS company, where I optimized the sales structure and created a comprehensive sales playbook. My experience also includes enhancing customer acquisition for a power washing company by 15% through the implementation of effective sales processes and training.

In my previous role as a Senior Global Programs Manager at Fortinet, I developed and implemented sales enablement programs for a distributed sales team of 3,000 members across multiple regions. I successfully increased global account penetration and enhanced the utilization of sales tools, including Salesforce.com and Tableau. My leadership at Patsnap established a global sales training function that significantly enhanced regional sales capabilities and increased average sales yields by 21%.

Experience

Work history, roles, and key accomplishments

SZ
Current

Sales Enablement Specialist

Sales Growth Zone

Dec 2023 - Present (1 year 7 months)

Boosted sales yields in SMB, Mid-Market, Enterprise, Strategic, and Global channels across all regions, driving revenue growth. Increased sales results in a global B2B SaaS company by 18% through a structured GTM strategy, optimizing sales structure, creating a sales playbook, and facilitating sales training.

FO

Senior Global Programs Manager – Sales Enablement

Fortinet

Jun 2021 - Dec 2023 (2 years 6 months)

Developed and implemented sales enablement programs for a globally distributed sales team of 3,000 members across APAC, LATAM, EMEA, and North America. Increased global account penetration through the implementation of an account planning initiative across various sales teams that included embedding the structure in Salesforce.com.

PA

Head of Global Learning, Development and Sales Enablement

Patsnap

Dec 2020 - Jun 2021 (6 months)

Established a global sales enablement and training function by hiring a team to support roles across APAC, LATAM, EMEA, and North America, enhancing regional sales capabilities. Increased adoption of Highspot by 35% through the creation of a demo portal that enabled the sales team to create value-based custom demos.

IN

Head of Sales Enablement and Sales Training

Insightsquared

Aug 2018 - Oct 2019 (1 year 2 months)

Reduced new hire ramp time by 17% by developing and implementing a sales onboarding program that included a management coaching component. Created a two-year sales career path and certification program for new graduates progressing from entry-level BDR to Account Manager.

SR

Managing Partner - Sales Enablement

Sales Growth Resources

Apr 2011 - Aug 2018 (7 years 4 months)

Enhanced selling time and reduced new hire ramp-up time for a 2,000-member sales team within a global employer services company, leading to improved sales performance and faster integration of new hires. Conducted sales training, team selling strategies, management development, and DISC behavioral training for a global financial services firm, resulting in improved team collaboration and increased

Education

Degrees, certifications, and relevant coursework

Belmont Abbey College logoBC

Belmont Abbey College

Bachelor of Arts, Supply Chain Operations Management + Business Administration

Grade: 4.0

Studied Supply Chain Operations Management and Business Administration. Achieved a perfect GPA, demonstrating strong academic performance in both disciplines.

Kellogg School of Management, Northwestern University logoKU

Kellogg School of Management, Northwestern University

Certificate, Sales Force Management

Grade: 4.0

Completed a program focused on the strategic aspects of sales force management. Gained insights into optimizing sales team structures and enhancing their effectiveness for competitive advantage.

Tech stack

Software and tools used professionally

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Tom M - Sales Enablement Specialist - Sales Growth Zone | Himalayas