Strategic Sales Enablement Partner

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

The Strategic Sales Enablement Partner will drive the foundation of go-to-market messaging, sales approach, and field readiness across Account Management and Business Development. This role provides strategic enablement support, including salesmanship training, GTM playbooks, persona-based value messaging, competitive battle cards, and a structured coaching and feedback framework. The focus is on building sales consistency, sales discipline, and sales execution readiness that directly improves customer & prospect engagement and sales outcomes.

** This is a remote role open to candidates located anywhere in the United States. Compensation will be based on the geographic location**.

Role Scope & Ownership

• GTM Messaging & Plays: Author and maintain concise value messaging, talk tracks, objection handling, and competitive battle cards by segment/persona.

• Enablement Programs: Lead sales enablement programs that accelerate AM & BD proficiency, focusing on territory strategy, prospecting, and deal execution rather than market fundamentals. Salesmanship Training: Plan and deliver core business development sales skills (discovery, qualification, negotiation, executive storytelling) and account management discipline.

• Readiness for Launches: Package new/updated solutions into actionable sales playbooks and certify field teams.

• Content Governance: Own the enablement library content (e.g., Highspot) version control, findability, and retirement of stale content.

• Manager Toolkits: Build toolkits for sales managers—including rep performance readouts, coaching guides, and call review frameworks aligned to enablement plays.

• Cross-Functional Integration: Stay ahead of the field by packaging Marketing, Product, and RevOps inputs into sell-ready tools and proactively resolving emerging gaps.

• Measurement: Track adoption and impact (e.g., ramp time, win rate, pipeline hygiene, time to first deal) and adjust programs accordingly.

Key Responsibilities

• Publish and maintain GTM playbooks and competitive/battle cards.

• Deliver salesmanship training sprints with skills practice and scorecards.

• Stand up a quarterly enablement calendar and communicate field expectations.

• Maintain up to date enablement content, enforce taxonomy, tagging, and usage reporting.

• Partner with Marketing/Product to localize messaging by segment/region.

• Provide managers with coaching-feedback templates and call-review guides.

• Report program outcomes monthly with recommendations. Success Metrics / KPIs

• Ramp time to first meeting/first deal (target ↓).

• Win rate and stage-to-stage conversion on targeted plays (target ↑).

• New employee onboarding pass rates and time-to-proficiency (target ↑).

• Enablement adoption (content usage, event attendance) (target ↑).

• Pipeline hygiene (complete fields, next steps, contact depth).

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Critical Skills

• 4+ years in Sales/Revenue/Field Enablement or Sales Strategy with proven impact on ramp and win rates.

• Experience building employee onboarding and curricula for AM/BD; facilitated live training and certifications.

• Strong GTM writing skills (plays, talk tracks, battle cards) and content stewardship (Highspot). Cross-functional operator comfortable aligning Sales, Marketing, Product, and RevOps.

• Outreach.io proficient (including Kaia)

• Salesforce proficient

Additional Knowledge & Skills 

• Proven ability to collaborate across departments to drive unified sales initiatives

• Proven success in developing go-to-market (GTM) plans and sales plays

• Familiarity with marketing concepts and customer messaging

• Background in designing sales processes, training programs, or onboarding frameworks

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Base Pay Range for this position

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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