Job SummaryThe Principal Sales Enablement Consultant is a senior strategic partner responsible for accelerating the effectiveness and impact of MathWorks' customer-facing teams. In this role, you will serve as the primary Sales Enablement partner for our Customer Success and Inside Sales organizations, working closely with leaders and frontline teams to identify business and performance needs and translate them into high-impact enablement strategies.
You will bring together selling methodology, customer engagement approaches, processes, skills, content, coaching, technology, and analytics to help teams execute effectively throughout the customer lifecycle. Rather than simply delivering training, you will diagnose performance opportunities, recommend solutions, lead strategic enablement initiatives, and measure their impact on the business.
This is a highly collaborative and influential role for someone who is comfortable operating as both a strategic consultant and hands-on practitioner. You will partner across Customer Success, Inside Sales, Sales, Marketing, Sales Operations, Services, and other teams to improve productivity, build capability, and create more consistent and valuable customer interactions.
Join MathWorks in our global Sales Enablement org at an exciting time for engineering, science, and technology, and help our teams make our customers successful.
ResponsibilitiesStrategic Enablement Partnership - Serve as the primary Sales Enablement point of contact and trusted advisor for Customer Success and Inside Sales leadership.
- Build a deep understanding of organizational priorities, business challenges, customer engagement models, and workflows.
- Translate business objectives and performance needs into strategic enablement plans, priorities, and measurable outcomes.
- Consult with leaders to determine the right combination of training, coaching, content, process improvement, technology, communications, and other enablement solutions.
- Lead strategic enablement initiatives from business need and solution design through implementation, adoption, measurement, and continuous improvement.
- Use business and performance data to evaluate impact, identify gaps, prioritize investments, and recommend improvements.
- Influence and align stakeholders across functions and geographies without relying on direct authority.
- Leverage regional enablement consultants to implement programs and to gather information about local needs.
Capability & Talent Development - Assess organizational and individual capabilities and identify the skills and behaviors required for success.
- Design and implement scalable learning and performance solutions, including self-service resources, experiential learning, blended learning, instructor-led programs, reinforcement, and coaching.
- Facilitate workshops and coaching focused on selling skills, customer engagement, and application of MathWorks' selling methodology.
- Partner with frontline managers to strengthen their ability to coach, reinforce desired behaviors, and act as agents of enablement.
- Apply adult learning, behavior change, and performance consulting principles to help ensure learning translates into sustained field execution.
Content Support - Partner with Marketing, Sales Operations, subject matter experts, and customer-facing organizations to create and curate enablement content and resources.
- Ensure teams can easily find and apply the right assets and guidance at the right point in the customer engagement process.
- Use adoption, usage, field feedback, and data to continuously improve enablement assets and experiences.
- Identify opportunities to simplify workflows and improve productivity through better content, tools, processes, and technology.
Readiness, Adoption & Innovation - Develop readiness strategies for major business initiatives, process changes, product introductions, and organizational priorities.
- Assess field readiness across skills, knowledge, content, processes, systems, and manager reinforcement, and develop plans to address critical gaps.
- Develop communication and change strategies that help customer-facing teams understand what is changing, why it matters, and how to apply it.
- Partner with leaders and frontline managers to drive adoption and reinforce new behaviors over time.
- Identify and apply emerging approaches and technologies, including AI and Generative AI, to improve learning, coaching, content discovery, workflow support, and customer-facing productivity.
- Experiment with new enablement approaches, measure their effectiveness, and scale practices that demonstrate meaningful impact.
Minimum Qualifications- A bachelor's degree and 10 years of professional work experience (or equivalent experience) is required.
Additional Qualifications - Significant experience in Sales Enablement, Revenue Enablement, Customer Success Enablement, sales effectiveness, sales leadership, or a related discipline, preferably within a technology organization.
- Experience partnering with Customer Success, Inside Sales, Sales, or other customer-facing organizations.
- Demonstrated ability to operate as a strategic consultant and trusted advisor to senior leaders.
- Strong knowledge of sales processes, customer engagement models, selling methodologies, and coaching practices.
- Experience assessing needs and developing educational solutions.
- Experience designing and delivering blended learning, coaching, reinforcement, and performance support programs.
- Demonstrated ability to lead complex, cross-functional initiatives and influence stakeholders without direct authority.
- Strong analytical skills and experience using data and business metrics to guide decisions and demonstrate enablement impact.
- Strong project and change management capabilities.
- Exceptional communication, facilitation, consulting, and executive presentation skills.
- Curiosity about emerging technologies and experience using or enabling AI-powered tools and workflows is highly desirable.
