Global Services Sales Enablement Leader
- Compensation
- Not disclosed
- Location
- Westerville, OH, United States
- Work setup
- Not specified
- Seniority
- Not specified
- Employment
- Contract
- Experience
- 7+ years
- Category
- Sales
- Posted
Skills
Must have
- Bachelor’s degree in business, engineering, operations, technology, or a related field required; MBA or advanced degree preferred.
- 7+ years of experience in service operations, sales operations, business transformation, consulting, or a related business function.
- Experience working in a medium-to-large industrial, technology, or services organization with matrixed global or regional operating structures.
- Strong understanding of service sales processes, including pipeline management, forecasting, renewals, contract attach, proposal development, account coverage, and commercial governance.
- Demonstrated ability to lead cross-functional initiatives, align stakeholders, and drive execution through influence rather than direct authority.
- Strong analytical skills with the ability to translate data, process insights, and business performance trends into actionable recommendations.
- Experience across multiple regions or a channel/partner model.
- Ability to travel domestically and internationally as business needs require; travel may be up to 25%.
Nice to have
- Experience building or deploying sales governance models, operating cadences, KPI frameworks, manager routines, regional performance reviews, or QBR support materials.
- Familiarity with Lean, Six Sigma, Vertiv Operating System (VOS), or other continuous improvement methodologies.
- Experience developing enablement materials, playbooks, process maps, dashboards, executive updates, training content, or adoption support materials.
- Ability to translate strategic priorities into practical operating routines, role expectations, and performance measures that regional teams can execute consistently.
Full description
Services Sales enablement leader owns how the services organization sells, renews and grows its business. It gives sellers, field technicians and channel partners the tools, processes and incentives to convert equipment sales into long-term service relationships. This leader builds the enablement engine and also owns the growth programs that raise service attach, installed base (IB) capture, renewals and revenue per customer.
In addition, this position will support the development and deployment of standardized service sales processes, governance routines, KPI frameworks, reporting cadences, and continuous improvement initiatives. Key areas of focus include service sales operating model execution, pipeline and forecast governance, contract attach performance, renewal discipline, quote readiness, commercial process adoption, and cross-functional alignment.
This role requires strong collaboration across regions and functions, the ability to influence without formal authority, and a practical execution mindset. The ideal candidate will be comfortable translating strategic priorities into operating routines, performance measures, and field-ready enablement materials that support consistent execution across diverse global markets.
Key Responsibilities
Sales enablement strategy
- Set the enablement roadmap for services sellers, service managers, inside sales and partners, tied to revenue and margin targets.
- Own the strategy to capture new installed base before warranty expiry, including visibility, targeting and outreach.
- Drive attach rates for services at the point of sale and at commissioning.
- Lead renewal performance: standard renewal processes, level-loaded renewal calendars, early-warning indicators for at-risk contracts, and multi-year and auto-renewal structures.
- Build upsell and cross-sell programs based on asset age, usage, risk and lifecycle stages
Process & Tools
- Standardize quoting, pricing and approval workflows, and champion automation and AI where it reduces manual work and cycle time.
- Partner with pricing and legal on standard contract terms, templates and escalation clauses.
- Ensure CRM stages, fields and dashboards reflect how services are actually sold and renewed.
Process & Tools
- Recommend incentive structures for internal sellers and partners that reward on-time renewals, multi-year contracts and attach.
- Build partner enablement, including certification, co-selling playbooks and clear guidance on when to lead with which offer.
- Define and track the KPI framework: attach rate, IB coverage, renewal rate, multi-year mix, pipeline coverage, win rate, quote cycle time, revenue per asset.