Tom Drain

Experience

1. Director, Worldwide Sales Enablement

   BMC Software

   May 2009 — Present · Raleigh-Durham, NC, US

   Collaborate with all levels of executive sales management, product management and marketing to understand and deliver enablement program to meet business priorities. Devise and implement learning strategies to continuously improve sales performance.\\\\n\\\\nKey responsibilities:\\\\n\\\\nDeliver effective new hire onboarding enablement for both sales and presales.\\\\n\\\\nDesign, develop, and deliver sales and technical enablement that ensures customer facing representatives have the necessary skills, knowledge and competency to meet corporate revenue goals.\\\\n\\\\nInstitutionalize value selling principles across the organization. Incorporate techniques outlined in Neil Rackham’s Spin Selling, Force Management\'s Value Messaging and Matthew Dixon and Brent Anderson’s The Challenger Sale.\\\\n\\\\nManage an international team of instructors, instructional designers, and program management personnel for development and delivery of worldwide digital learning and in-person programs.\\\\n\\\\nProduce quarterly sales, technical sales, and partner product training; measure training effectiveness and report results to executive management to determining future training needs.\\\\n\\\\nAdvocate social media selling for prospecting, building pipe and brand development.\\\\n\\\\nWork across product, sales and support ecosystem to develop and launch worldwide sales enablement programs. Drive ongoing refinement of the company’s value proposition between these organizations.\\\\n\\\\n