Zach Dickson

Head of Sales Enablement & Training @AllianceHCM

Houston, TX, US

I sit at the intersection of sales methodology, revenue operations, and learning design. My job is to build the infrastructure sellers need to execute at a high level from day one and sustain it over time.What that looks like in practice:• Redesigned the full sales process through the lens of the buyer journey, moving from activity-based stage progression to state-based opportunity management with MEDDPICC and SPICED integrated as stage gates. The result is cleaner pipeline visibility for leadership and a clearer path forward for sellers on every deal.• Built a comprehensive Discovery Playbook from the ground up, including demo frameworks, talk tracks, and roleplay-based training focused on behavior change rather than comprehension. Sellers practice until it sticks.• Launched a full seller onboarding program covering Salesforce, Gong, pricing, product, the partner ecosystem, and SHARK Sales Process execution, with structured checkpoints at First Time Meetings, Discovery, and Demo stages.• Rebuilt the pricing and proposal tool to increase accuracy, usability, and deal velocity for the field.• Configured Gong AI infrastructure including Smart Trackers, AI Data Extractors for automated Salesforce field population, and comprehensive sales scorecards. This reduces manual CRM work and improves forecast accuracy upstream.• Redesigned CRM dashboards and data architecture to support cleaner reporting and pipeline accountability, partnering with Development to build targeted PowerBI dashboards for revenue leadership.• Developed industry briefs, competitive battlecards, GTM messaging, and vertical-specific sales collateral to support consistent positioning across the team.• Extended enablement cross-functionally to Implementation, Customer Service, Tax Services, and Tier II Support in partnership with Operations.

Texas A&M University

Bachelor of Arts - BA, History, Geography