MILES WILDING
West Pikeland,PA
Summary
A focused enablement leader offering advanced knowledge of sales team development and mentorship illustrated over 10 years of superior B2B/SaaS industry performance. Organized and attentive to detail with an aptitude for training & enablement, content creation, project management and training facilitation.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Senior Global Sales Coach and Trainer
CircleCI, LLC
Remote, United States
10.2022 - 10.2023
- Served as enablement coach and trainer to strategic/enterprise sales teams leveraging defined sales methodologies, sales process and enablement strategies aligned with organizational OKR's to measurably improve sales productivity and performance.
- Developed and implemented net new sales process in just 6 months by close cross-functional alignment and collaboration
- New Sales Process improved sales rep efficiency, forecasting accuracy and increasing average deal size by 15%
- Introduced proven qualification methodology (MEDDPICC) and resolved legacy sales "methodology confusion" by aligning sales process to relevant sales cycle and demonstrated measurable improvement of pipeline growth and reliability
- Instituted one-on-one, data-driven coaching framework following extensive needs assessment that identified skill gaps
Director, Global Sales Enablement
ArisGlobal, LLC
Remote, United States
03.2022 - 11.2022
- Stood up sales enablement function in support of marketing and sales team by building innovative enablement programs that increased deal sizes by 10%
- Institutionalized content curation process and policy whereby high volumes of content were kept current and closely managed using 25% less time
- Developed data-driven approach to "sales engagement" whereby data was captured and reported on for insights into content consumption and sales engagement
- Created and managed robust live-training schedule aligned with scheduled product updates and releases
- Introduced sales-ready-messaging "playbook" approach to enablement at scale that reduced time-out-of-field of quota carriers by 25%
Director, Global Sales Excellence
Bentley Systems, Inc.
Exton, PA
01.2018 - 01.2021
- Established model to create and roll out training and enablement programs aligned with strategic initiatives to support aggressive annual revenue growth
- Lead project of developing sales core competencies around which all sales leadership and management related training and enablement content were created
- Developed and grew 'role-specific sales enablement' programs at scale for 450 globally distributed quota carriers
- Cross-functionally aligned with all major business stakeholders to further accelerate creation of dynamic content at scale and pace.
- Introduced "sales communication" strategy to manage and align all information targeted at quota carriers
- Reduced onboarding time of newly hired sales professionals from traditional 30-60-90 timeframe to four-week "start date-to-productive" state with creation of role-specific, digital onboarding process
Director, Commercial Sales - North America
Bentley Systems, Inc.
Exton, PA
01.2016 - 01.2017
- Oversee all aspects of commercial sales operations across $40 million territory
- Spearhead establishment and build of commercial sales team across three global operating units, overseeing talent recruitment, training, and development to achieve revenue and profitability growth
- Play instrumental role in executing organizational transformation, including implementation of sales framework to optimize overall productivity and performance
- Develop and execute strategic marketing and sales plans to successfully transition from traditional license sales system to adoption model
- Developed and deployed formal revenue teams on-boarding process and sales process training program deploying train-the-trainer model.
- Championed development and delivery of commercial sales playbook, subsequently adopted globally.
Director, Global Portfolio Management
Bentley Systems, Inc.
Exton, PA
01.2014 - 01.2016
- Accountable for managing $150 million ARR global portfolio while managing short and long-term strategic business plans to capture revenue growth and enhance competitive market positioning
Director, Global Subscription Sales
Bentley Systems, Inc.
Exton, PA
01.2011 - 01.2014
- Managed global 25-member subscription sales team and management staff across United States, Ireland, Middle East, Africa, and Southeast Asia, charged with ensuring quotas and goals were met
Sales Manager, Regional
Bentley Systems, Inc.
Exton, PA
01.2009 - 01.2011
- Directed sales operations, holding responsibility for oversight of team of eight regional subscription sales representatives, and achieved revenue growth by 10% and ARR loss mitigation objectives of $20 million
Sales Account Manager, Training Sales
Bentley Systems, Inc.
Exton, PA
01.2008 - 01.2009
- Served as quota-carrying training sales representative charged with achieving sale targets by positioning and selling training and professional services to accompany large product deals sold into enterprise accounts - exceeded quota by 125%
Program Manager, Enterprise Training Solutions
Bentley Systems, Inc.
Exton, PA
01.2006 - 01.2008
- Held accountability for management of blended e-learning and live training subscription training programs, driving increased training adoption by 50% and expanding brand within existing enterprise accounts.
Education
MASTER OF EDUCATION IN ADULT ORGANIZATIONAL DEVELOPMENT - Organizational Development
TEMPLE UNIVERSITY
Philadelphia, PA05.2006
BACHELOR OF SCIENCE IN EDUCATION | ENGLISH AND BIOLOGY CONCENTRATION - Education
STELLENBOSCH UNIVERSITY - BOLAND COLLEGE OF EDUCATION
Wellington, South Africa09.1995
Skills
- OPPORTUNITY IDENTIFICATION & REVENUE GROWTH
- ANALYSIS & STRATEGIC PLANNING
- MARKET SEGMENTATION & CHANNEL DEVELOPMENT
- MANAGEMENT & LEADERSHIP & DEVELOPMENT
- SALES & MARKETING PROGRAM DEVELOPMENT
- SALES ENABLEMENT INNOVATION
- COMPETITIVE MARKET ANALYSIS
- ACCOUNT MANAGEMENT
- PERFORMANCE OPTIMIZATION
- TRAINING & COACHING
- VIRTUAL LEARNING & FASCILITATION
- SALES PROCESS & METHODOLOGY
- EMPLOYEE ORIENTATION & ONBOARDING
- PIPELINE MANAGEMENT
- SALES STRATEGY DEVELOPMENT
- CLOSING TECHNIQUES
- BUSINESS DEVELOPMENT
Certification
MEDDPICC Master Class
Personal Information
Miles Wilding - 1192 MacPherson Drive, West Chester, PA 19380
email: wildingmiles98@gmail.com
mobile: 610-425-1999
Timeline
Senior Global Sales Coach and Trainer
CircleCI, LLC
10.2022 - 10.2023
Director, Global Sales Enablement
ArisGlobal, LLC
03.2022 - 11.2022
Director, Global Sales Excellence
Bentley Systems, Inc.
01.2018 - 01.2021
Director, Commercial Sales - North America
Bentley Systems, Inc.
01.2016 - 01.2017
Director, Global Portfolio Management
Bentley Systems, Inc.
01.2014 - 01.2016
Director, Global Subscription Sales
Bentley Systems, Inc.
01.2011 - 01.2014
Sales Manager, Regional
Bentley Systems, Inc.
01.2009 - 01.2011
Sales Account Manager, Training Sales
Bentley Systems, Inc.
01.2008 - 01.2009
Program Manager, Enterprise Training Solutions
Bentley Systems, Inc.
01.2006 - 01.2008
MASTER OF EDUCATION IN ADULT ORGANIZATIONAL DEVELOPMENT - Organizational Development
TEMPLE UNIVERSITY
BACHELOR OF SCIENCE IN EDUCATION | ENGLISH AND BIOLOGY CONCENTRATION - Education
STELLENBOSCH UNIVERSITY - BOLAND COLLEGE OF EDUCATION
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