James Allen Email & Phone Number

California, United States

Deliver enablement strategies and GTM programs for high-growth technology firms. Conduct sales development workshops to achieve peak performance. Equip sales reps and partners with content for corporate pitches and messaging, demos, prospecting tools, and playbooks.

Redwood City, California, Us

Directed enablement initiatives for sales teams and channel partners for leading Series D funded data intelligence technology company. Drove sales growth by supporting CRO and marketing leadership with skill development, sales strategy, and operational processes. Translated product details into complex sales plays and linked sales rep capabilities to business outcomes. Produced on-demand eLearning and live ILT sales training. Monitored KPIs to assess and adjust effectiveness of enablement programs. Empowered sales teams by leading sales kickoff events tailored to multiple audiences.• Tripled ARR and grew sales force from 50 to 120+ reps in 3 years by transforming sales force from product-led to value-based sales approach utilizing Command of the Message• Aligned sales teams and partners to product vision, strategy, and positioning by certifying 120+ reps in partnership with product marketing—included scoring rubrics, competencies, and metrics• Expanded sales pipeline by 300% by developing innovative formal and scalable onboarding program and elevating SDRs’ understanding of data management domain in collaboration with VP of Demand Generation

Walnut Creek, Ca, Us

Led revenue enablement programs for all customer-facing sales and technical roles and for partners worldwide for software firm developing event-driven Internet of Things (IoT) PaaS solution. Directed team of instructional designers to design, develop, and deliver complex technical product training. Attracted, hired, and managed staff.• Launched 5 global sales training courses to 75+ sales reps and partners • Introduced 3 technical tier-based curricula and 3 certifications by building team of experienced instructional designers• Developed advanced sales tools by curating customer use cases and documenting business outcomes• Co-delivered multiple presentations with CEO to analyst firms, marketing agencies, and news outlets to evangelize company offerings

Pleasanton, Ca, Us

Director, Global Sales Enablement, 1/2019 – 9/2019Director, Sales Enablement Program | Inside Sales, 5/2018 – 11/2018Oversaw sales enablement programs for 100+ global field sales, customer success, and partners for leading SaaS-based field service management solution. Partnered with Product Marketing, Customer Success, Sales Operations, and field service experts to co-deliver training.• Decreased new hire ramp by launching 1st-ever Inside Sales onboarding and continuous enablement programs• Certified 60+ inside sales reps on demos, messaging, and discovery workshops by developing certification program in partnership with SMEs• Improved scalability of training delivery by integrating hybrid approach of self-paced online and in-person training into sales training bootcamps• Integrated ValueSelling methodology into sales process for 125+ reps in partnership with sales leadership and external consultants—coached sellers to link technical product capabilities to required business outcomes

San Ramon, California, Us

Built global sales enablement function for software startup with 700+ sales reps in partnership with product, sales, and marketing leaders. Directed product enablement, sales strategy and playbook, sales skills training, and technical certifications for Industrial IoT and cybersecurity solutions. Fostered sales enablement culture within organization. Mentored and developed Commercial Leadership Program (CLP) trainees. Produced annual sales kick off events.• Upleveled new inside sales reps to target multiple industries by delivering 1st-ever onboarding and enablement programs dedicated to inside sales• Integrated sales methodology, Outcome Selling, into globally delivered solution pitch presentation and certification programs

Austin, Texas, Us

Sr. Sales Performance Instructor, Oracle Sales Academy, 11/2015 – 4/2016Global Field & Partner Enablement Lead, Alliances & Channels, 2/2010 – 11/2015Delivered sales onboarding, training, and enablement programs for Oracle’s inside sales organization. Directed development of demos and POCs for Fusion Middleware and Cloud Platform. Led and hosted C-level executive Oracle Customer Visitor Center engagements.• Enabled solution architects and partners to leverage Oracle Java embedded software platforms, middleware, cloud, and analytics technology in Machine-to-Machine (M2M) communications and IoT solutions• Elevated field’s ability to convey value of Oracle's Cloud Platform services and strategy by developing training and certifications on cloud computing

Created and managed award winning semi-professional bicycle racing team within top prestigious racing clubs in United States. Directed team of Elite category cyclists to compete in USA Cycling sanctioned road racing events as organized team sport.

Palo Alto, Ca, Us

Owned training and enablement of Sun's global OEM software sales team. Directed and produced product and technical training for entire Sun software portfolio including middleware, operating systems, and applications platforms. Produced annual sales kickoff events and ongoing sales training by partnering with product development orgs, finance, legal, marketing, sales, and sales operations. Java platform business development and licensing. Liaison between worldwide field Sales team, Java Product Development organization, and Sales Operations. Managed Java platform channel sales model, deal desk and program.

Palo Alto, Ca, Us

Led internationally dispersed team in Menlo Park and Santa Clara, CA, Prague, Czech Republic, and Israel to build award-winning Java Wireless SDK product. Work closely with Engineering management and staff engineers to fulfill market requirements to create most productive Java Micro Edition development tool. Ensured tool was easily integrated with popular developer IDEs to build robust developer ecosystem.

B.S., Chemistry

Education record