Enablement Program Manager

Employment Type: Full-Time

Position Overview

BlueCat is a leader in Intelligent Network Operations, disrupting the market by linking foundational core services with a deep, predictive understanding of network health and performance. Our Intelligent NetOps solution enhances agility and mitigates risks associated with high rates of change through a unified management lifecycle. We are recognized for our award-winning culture and are a certified "Great Place to Work," as well as a top workplace in Canada across various categories including Technology, Today's Youth and Women, and Mental Health and Inclusion.

We are seeking a dynamic and strategic Enablement Program Manager to lead enablement efforts for our portfolio offerings, sales conversion strategies, cross-sell initiatives, and technical sales readiness. This role is crucial for equipping our Account Executives (AEs) and Solution Architects (SAs) to effectively position, differentiate, and sell our solutions throughout the customer lifecycle. You will collaborate closely with Sales Leadership, Product Marketing, Product Management, and other key stakeholders.

Key Responsibilities

1. Portfolio Offering Enablement

• Collaborate with Product and Marketing teams to understand solution offerings and develop go-to-market readiness plans.
• Design and deliver enablement programs for AEs and SAs, focusing on value propositions, competitive positioning, buyer personas, and use cases.
• Create sales playbooks, cheat sheets, and battle cards tailored to new offerings.

2. Conversion and Sales Conversation Enablement

• Equip the sales team with tools, messaging frameworks, and talk tracks to drive prospect conversion and account expansion.
• Develop enablement programs focused on transitioning customers from perpetual to subscription-based sales models.
• Track program adoption and effectiveness using KPIs such as sales cycle time, win rate, and conversion rate.

3. Cross-Selling Strategy & Execution

• Build targeted enablement plans to foster cross-portfolio awareness and promote integrated solution selling.
• Analyze pipeline and account data to identify cross-sell opportunities and tailor training initiatives accordingly.
• Partner with field sales leaders to align account planning and customer engagement strategies.

4. Technical Enablement

• Work with Product Management and Engineering to translate technical capabilities into customer value for AEs and SAs.
• Deliver technical training programs covering architecture discussions, integrations, and technical differentiators.
• Maintain an up-to-date repository of technical FAQs, customer success stories, and demo guides.

5. Sales Enablement Operations

• Utilize sales enablement platforms (e.g., Highspot, Gong) and LMS tools for content distribution and tracking.
• Measure the impact of enablement programs through qualitative feedback and performance metrics, including sales performance and pipeline.
• Act as a liaison between field teams and corporate functions to ensure effective feedback loops and continuous improvement.

Qualifications

• 5+ years of experience in Sales Enablement.
• Deep understanding of B2B sales processes, particularly complex/solution selling.
• Proven experience enabling both technical and non-technical sales roles.
• Strong facilitation and instructional design skills; Force Management certified.
• Familiarity with CRM (Salesforce), sales enablement tools, and performance analytics.
• Excellent communication, storytelling, and project management skills.