Senior sales enablement leader

Shannon Konvalin, DBA, PsyM, PMP

Growth & Change Leader, Sales Enablement Leader, Organizational Transformation Expert

Columbia, SC • **.*******.*****@******.*** • 502-***-****

LinkedIn: https://www.linkedin.com/in/shannonk48

Portfolio: https://dr-shannon-portfolio.short.gy/enablement_leader

EXECUTIVE SUMMARY

Senior sales enablement leader specializing in scalable, data-driven systems that accelerate revenue and improve win rates. Brings 26 years of decorated U.S. Army command leadership and 10+ years of enterprise enablement ownership at Lennox International (Allied Air Enterprises). Proven record aligning GTM strategy, pricing governance, training, and analytics to drive measurable growth in complex B2B environments.

Led enablement systems that increased Business Development new-business contribution from USD 188M (2019) to USD 520M (2024), sustaining ~30% annual growth and generating nearly 50% of total GTS.

Designed multi-phase onboarding and development programs, reducing ramp time by 26%, driving 190% customer purchase growth, and delivering 27% annual revenue lift through standardized field execution.

Directed a USD 46M pricing and rebate governance program, achieving 98% accuracy and 80% faster audits while enabling executive decision-making through KPI and performance frameworks.

Drove Salesforce and Highspot deployments to 100% adoption in under 90 days: governed enablement tools, content, and analytics supporting 300+ sales and support users.

SKILLS

Sales Enablement Strategy & Execution Revenue Operations and Forecasting Enablement Program Governance Onboarding & Ongoing Development of Sales Staff Certification Programs & Sales Competencies Sales Kickoff & Enablement Communications Territory Alignment and Resource Allocation Performance Metrics and Executive Dashboards CRM Optimization (Salesforce CRM Proficient) Learning Tools & Sales Collateral Management Change Management and Process Improvement Cross-Functional Collaboration Coaching and Career Development Leadership Development

PROFESSIONAL EXPERIENCE

Senior Sales Enablement Manager, Business Development

Lennox International – Allied Air Enterprises, Columbia, SC 03/2020–Present

Serve as the owner of Business Development enablement systems, connecting strategy, analytics, and field execution. Design and execute integrated sales enablement strategies that align GTM initiatives, onboarding, pricing governance, and performance reporting for a national BD organization.

Developed and led a comprehensive enablement roadmap for the BD function, integrating onboarding, coaching, performance dashboards, and content governance to support sustained double-digit growth in new-business contribution.

Directed end-to-end distributor integrations (6–36 month cycles); averaged 5–13 per year, each generating 4–35 million USD in first-year revenue and aligning sales motions, systems, and processes across stakeholders.

Built governance and ROI models for a 46 million USD claimback ecosystem, improving pricing integrity and audit readiness while mitigating 8.1 million USD of exposure.

Automated pricing, rebate, and pipeline workflows using Power BI, Power Automate, and Power Apps, delivering approximately 3.5 million USD annual operational value and a 30 percent capacity gain for sales support and finance teams.

Designed and facilitated multi-phase onboarding and ongoing development programs for territory teams, incorporating microlearning, simulations, and competency checks to sustain field readiness.

Established certification programs and structured skills assessments that validated competencies for Territory Managers

Led recurring enablement communications—including weekly performance reviews and monthly strategy updates—to share best practices, performance insights, and upcoming initiatives, mirroring Sales Kickoff and quarterly business review rhythms.

Partnered cross-functionally with Marketing, Product, Finance, Operations, and IT to align messaging, pricing guidance, and sales collateral with strategic objectives and to support launch execution across regions.

Recruited, onboarded, and coached sales support and enablement staff; set performance expectations, guided day-to-day workflow, and provided ongoing feedback to build a high-performing, collaborative team.

Sales Enablement Lead

Lennox International – Allied Air Enterprises, Columbia,a SC 05/2017–03/2020

Led the design and rollout of sales enablement infrastructure supporting field, inside, and channel-sales teams. Focused on CRM optimization, content governance, and analytics that improved sales productivity and cross-functional alignment.

Directed Salesforce Lightning rebuild for approximately 200 users; achieved 100 percent adoption in 90 days with standardized workflows, dashboards, and performance metrics that supported sales leadership.

Launched Highspot as the central sales learning tool and enablement platform, governing playbooks, sales collateral, and training content; achieved 85 percent adoption and drove 7 percent direct revenue growth and 27 percent division-wide lift.

Created an enablement metrics framework linking content usage, training completion, and competency indicators to revenue outcomes; provided actionable insights to leadership to refine messaging and enablement priorities.

Led cross-functional collaboration among Sales, Marketing, Product, and Operations to ensure consistent and compelling sales messaging across channels and to support new product launches and campaigns.

Facilitated recurring enablement communications to share updates, best practices, and field wins, reinforcing alignment and accountability across the sales organization.

Marketing Intelligence Manager

Lennox International – Allied Air Enterprises, Columbi,a SC 02/2016–05/2017

Built the organization’s first integrated market-intelligence and analytics environment to support strategic planning, pricing, and territory design.

Aggregated more than 100 data sources into a unified analytics suite; added 15 million USD to the pipeline and reduced analysis cycles by 60 percent.

Developed executive dashboards in Power BI, integrating Sales, Marketing, and Finance data, enabling leaders to monitor performance metrics, forecast accuracy, and regional growth trends.

Partnered with Sales leadership to define KPIs, reporting standards, and data-governance practices that improved visibility and decision quality.

Manufacturing Training Consultant

Lennox International – Allied Air Enterpris,es Colum,bia SC 06/2015–02/2016

Designed and delivered a certified training system for manufacturing operations, applying military instructional-design methodologies to civilian production.

Created standardized training curricula, job aids, and competency checks that reduced defects by 40 percent and onboarding time by 40 percent, generating approximately 600 thousand USD in annual savings.

Implemented competency-based certification programs and evaluation systems adopted across multiple production lines; improved audit scores by 48 percent and reduced rework by 18 percent.

Collaborated with plant leadership and quality teams to align training content with safety, compliance, and operational excellence standards.

Chief of Staff / Director of Operations (Battalion XO / S3)

United States Army Global Assignments 01/1990–06/2015

Directed operations, training, and readiness for elite organizations supporting more than 1,2000 personnel across global assignments.

Managed operational planning, resourcing, and execution of large-scale training and deployment programs with 99 percent mission readiness and compliance.

Led multi-disciplinary teams, oversaw 29 million USD budgets, and implemented evaluation and certification systems later adopted by subordinate commands.

Coached and developed officers, NCOs, and staff, instilling ownership, empowerment, and disciplined execution across high-stakes environments.

EDUCATION

Doctor of Business Administration (DBA), Saint Leo University 2022

oFocus: Sales–Marketing Interface (SMI) alignment, organizational strategy, and applied research.

MS, Psychology (General Psychology), Capella University 2012

MA, Business & Organizational Security Management, Webster University 2012

BS, Psychology, Park Univer,sity 2009

CERTIFICATIONS

PMP (#4047313, 2015) MPM (#41556509, 2015) Certified Military Instructor (U.S. Army, 2008) Sales Enablement (2023) Change Management (2024)

TECHNOLOGY AND ANALYTICS TOOLS

CRM and Enablement – Expert/Builder: Highspot, Salesforce User: Seismic, Outreach, Gong

Analytics and Automation – Expert/Builder: Power BI, Power Automate, Power Apps, Qlik, Smartsheet User: Tableau, Looker

ERP and Finance – Expert/Builder: SmartSpend, Vendavo User: SAP Ariba, OpenText VIM

AI and Data Tools – Expert/Builder: Pricing Integrity Agent, Distributor Snapshot Agent, Data Cleansing Automation Agent, AI Builder, Copilot User: OpenAI Playground, Azure Cognitive Services

Collaboration and Productivity – Expert/Builder: Microsoft 365, Teams, SharePoint, Zoom User: G-Suite, Slack

Learning and Content – Expert/Builder: Articulate 360, Camtasia, Adobe Creative Suite, Canva

Data Governance and Visualization – Expert/Builder: Power BI Dashboards, Excel (Advanced DAX)

AWARDS AND HONORS

CFO Award for Process Innovation (2025)

Four-Time Lennox International Pacesetter Award (2020–2023)

Bronze Star Medal – Combat Leadership (2014)

Outstanding Instructor and Mentor Awards – U.S. Army (2010)

LEADERSHIP PHILOSOPHY

Leadership is a force multiplier grounded in clarity, accountability, and disciplined innovation—leading through service and structure, removing process friction, proving value with data, and building a culture where success outlasts the leader.

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