Job SummaryThe Director, Sales Enablement & BVE is accountable for how Foundever US wins - equipping sales and client teams with the skills, tools and frameworks to execute, and supporting deal shaping on every strategic opportunity or account. Without this function, teams execute on instinct rather than method, sales enablement remains ad-hoc and tribal connection-based, and complex deals are shaped inconsistently
Primary Job ResponsibilitiesSales Enablement
- Own MEDDPICC as the qualification standard - certification design, delivery, and ongoing assessment for all BDs and AMs. MEDDPICC certification rate - all BDs and AMs, reported quarterly
- Produce and maintain Value Proposition Playbooks by vertical - updated based on win/loss patterns and market shifts
- Design and govern QBR frameworks and onboarding programmes for commercial hires
- Build and maintain AI and digital commercial readiness curriculum - ensuring BD and AM teams can confidently position Foundever's digital/AI capabilities
- Track enablement adoption and impact - certification rates, playbook usage, skill progression
Strategic Deal Shaping (BVE)
- Lead Business Value Engineering (BVE) on all gate-cleared Foundation and Transform CX opportunities
- Develop ROI models and TCO frameworks by vertical - maintained and deployable on demand
- Structure deal narratives - linking client business outcomes to Foundever's commercial proposition
- Deal-shaping deliverables (value case, deal narrative) - produced for every gate-cleared Foundation pursuit
- Coordinate with Finance on deal economics (pricing decisions remain with Finance)
- Ensure every Foundation-tier proposition has a documented value case before submission
Bid Management
- Lead Regional/Country bid management - process discipline, timeline governance, response quality
- Own the bid calendar and resource allocation across concurrent RFPs
- Define and enforce bid standards - win themes, executive summaries, differentiation logic
- Conduct bid reviews and win/loss debrief - feed learnings back into playbooks and ICP
- Coordinate with the Solutions Director on technical sections of bids
Strategic Deal Coordination
- Act as the single-entry point for all gate-cleared strategic deals - Foundation and Transform CX tiers
- Assess deal complexity and activate the Solutions Director accordingly
- Co-lead the final proposition with the Solutions Director on Foundation-tier deals
- Maintain a strategic deal log - status, owner, key milestones, activation decisions, reviewed weekly with VP GTM
General
- Protect company assets, systems, proprietary and confidential information in accordance with Foundever Associate Agreement.
- Proactively report actual or suspected ethics and compliance violations, vulnerabilities, security incidents and breaches in the confidentiality, integrity or availability of Information assets as per the Company's policy
Qualifications- 4-year degree in related field; advanced degree preferred
- 8-12+ years in sales enablement, commercial excellence, bid management or strategic sales in a B2B enterprise environment
- Proven experience designing and deploying qualification methodologies (MEDDPICC or equivalent) at scale
- Strong value engineering capability - ROI modelling, TCO frameworks, business case development
- Experience operating as a deal coach or strategic deal lead on large, complex pursuits
- BPO, managed services or outsourcing sector experience
- Experience positioning digital transformation and AI capabilities commercially
- Cross-region collaboration experience i.e.US 14 US US 14 EMEA
- Familiarity with Salesforce opportunity management and deal tracking
- Commercially sharp - understands what makes a proposition win, not just what makes it complete
- Disciplined - enforces process and quality standards without exception
- Credible - trusted by senior BD and AM leaders as a genuine deal partner
- Collaborative - able to coordinate multiple internal stakeholders under time pressure
- Demonstrated ability to lead complex bid processes - multi-stakeholder, multi-market, high-value RFPs
Pre-employment RequirementsOffers of employment are conditional and require that you complete and pass a criminal background check that reviews all criminal activity in every area of residence for the last seven years.
