Instruction Design/Sales Development Trainer

Instruction Design/Sales Development Trainer

Location(s) US - Massachusetts - Hopkinton
Title Instruction Design/Sales Development Trainer
Requisition ID 84198BR
Job Description
GENERAL SUMMARY

• Demonstrates in-depth senior level, CXO understanding of EMC sales methodologies and solutions through extensive sales and sales management experience.
• Educates and persuades: customers, prospects, and EMC colleagues, regarding EMC superiority as a storage solution when attached to a set of competitive products.
• Works creatively on complex problems, and possesses outstanding communication skills that are complemented by presence and judgment.
• Coordinates training needs assessment and learning needs analysis (knowledge, skills and competencies) through a thorough understanding of the market and the sales force in order to design, consult, coach, & instruct selling skill workshops, seminars and contemporary modes of learning.
• Leverages and uses EMC Sales competency model and training content, working closely with subject matter and process experts, Sales Leaders to match skill gaps with the appropriate development interventions and share current best-practices
• Oversees and partners with key experts and thought leaders to design and develop sales training curriculum, plans and programs to build critical capabilities (i.e. Key Account Management,Selling to Executives, Financial Business Cases, Negotiation etc.)

• Selects the appropriate instructional procedures or methods such as individual training, group instruction, field coaching, case studies, lectures, demonstration, simulation exercises, role plays and computer based training (CBT) , e-learning, webcasts, virtual classroom and instructor led workshops
• Partners with other Sales Development Managers and sales teams in the delivery and execution of sales programs in the Americas market. Provide support on the learning continuation of on-boarding sales new hires and the development of sales force individuals & teams.
• Monitors the changes in performance and behavior of the sales force and ensures that the training investment has a short and/or long term ROI as well as stays within budget parameters and meets EMC compliance guidelines.
• Collaborates and partners actively with Sales Force divisions and business units for mutual benefit. Keeps updated with latest external developments in business, sales function, training and instructional methodologies, including technology enhancements

• Will travel throughout assigned geography to provide national and international support.


PRINCIPAL DUTIES AND RESPONSIBILITIES
• Integrates industry selling best practices with EMC product and solution knowledge to create relevant selling skills workshops. Measures impact and effectiveness of workshops. Quantify the EMC effect (operational, financial, and business advantages) and incorporates into sales skills development
• Responsible for overall training instructional design, delivery models, service level agreements, and cost structure. Liaison to current Best Sales Practices to validate proposed training, tools and solutions.
• Deliver presentations to executive level clients and Sr. Sales Leadership at EMC. Study direct (and support partner) requirements for enhancement of consultative selling framework
• Establish strategic relations with key senior managers to assess levels of sales staff readiness, technical knowledge and use of EMC on-line learning and tools
• Establishes credibility with Business and Field Management by demonstrating management skills and knowledge
• Provides training support to Sales Development team on as needed basis
• Work closely with Business and Field Management to develop training plans and deliverables to address organization's needs Scopes and develops cooperative training efforts
• Demonstrates strategic planning abilities and projects requirements over multi-quarter period. Outstanding Communication, Selling Knowledge, Planning & Organization, Problem & Solution Analysis, Presentation, Instructional Design and Facilitation skills. Consultant to Business and Field Managers.
• Ability to communicate with Business and Field Management on equal terms. Audits execution of programs/training for consistency and continuity - solicits and monitors feedback.

SKILLS
• Leadership Skills
• Sales Skills
• Planning & Organization
• People Skills
• Decision making skills
• Teamwork skills