VP Learning, Development & Sales Training - Rancho Cordova, CA

Responsibilities

SUMMARY -

The Vice President of Sales Enablement is a critical role for both Sales and the overall organization. This person is a member of the K12 LS (Learning Services) Sales Senior Leadership Team reporting to the K12 Sales MD (Executive Sales Leader) and is responsible for raising and maintaining high levels of capability and effective skills of the sales organization. This person is responsible for designing, implementing, and managing the Learning & Development Plan, which includes assessing, and training an organization of more than 550 people (on selling skills, presentation effectiveness, product knowledge, account planning, effective product sales presentations, etc.). This person leads the organization that administers these programs, works with third parties where appropriate, develops and delivers appropriate content, and generally manages these programs.

This person must show visible leadership in their execution of this role, both within Sales as well as the rest of the LS organization, and help promote a positive atmosphere of high expectations, and help build operational bridges between different functions in the company (between sales, marketing, services, product, other non-LS Pearson teams, etc.). Some functions of this team will support both Sales and others departments.

The position demands a detailed understanding of and experience in creating and implementing education and training programs, as well as an understanding of sales methodologies, CRM usage (specifically salesforce.com, pipeline management customer engagement, and other important elements of a Sales and Learning culture. The individual must be an independent leader, highly motivated, and focused on the needs of an evolving and dynamic sales team driving efficiencies and improvements.

Communication skills are a critical requirement of this role, and the candidate must possess excellent written, verbal, and dynamic group presentation communication skills. The candidate must be a strong leader, well organized, and must be capable at both strategy and execution. This is a visible and complex role, and the candidate will be required to work with executives and other stakeholders across the entire organization & company.

Throughout all efforts maintain a focus on activities, processes, and initiatives that will drive revenue, reduce inefficiency, and reduce cost, as well as promoting an environment of positivity and excellence.

KEY RESPONSIBILITIES

Drive and implement the Learning & Development vision and strategy, coordinating across the organization to identify and prioritize learning needs and collaborating with others to ensure effective implementation.

This role would include following areas of scope & focus:

• Sales Training (both basic sales skills and selling in our specific market environment)

• Product and Services training (what it is and how to sell it effectively).

• Sales Process Training (forecast management, pipeline management, territory management, etc.)

• Sales Management Training (includes how to deliver coaching, sales management training, etc.)

• Tools training (sforce.com, proposal tools, Udemy system, Playbook, etc.)

• Presentation training

• Training for other internal teams on product and services

• Other projects and scope by assignment

Direct the instructional design and development of internally or externally developed learning solutions for a variety of topics and delivery methods including learning campaigns, e-Learning and instructor-led content.

Design and develop learning solutions focused on professional development and selling skills (negotiation, deal closing, executive level customers, etc.).

Develop ad hoc curriculum relevant to critical business initiatives and other departmental / functional needs.

Analyze learning evaluation data and metrics to diagnose gaps, identify opportunities and implement change to ensure content is current, relevant and delivered in the most efficient and effective manner.

Establish strong relationships and meet regularly with sales and product leaders to understand needs and opportunities. Write outbound communications about learning activities (blogs, emails, etc).

Act as point person for North America School sales to coordinate training delivery for large national and regional sales meetings (National Sales Meetings, Summer Sales Meetings, Regional Team Meetings, etc.).

Establish and manage relationships with 3rdparty training providers.

Participates with other senior managers to implement strategic plans and objectives. Has input into decisions on administrative or operational matters and ensures operations' effective achievement of objectives.

Supervisory responsibilities : The Vice President of Sales Enablement will manage a team that will growing in size.

Qualifications

REQUIRED KNOWLEDGE AND EXPERIENCE

• Bachelor’s degree

• 8 years + demonstrated track record in leadership, training program development and administration, and management positions

• Leadership experience in the Learning & Development area at large business organizations with demonstrated success in building a sales learning and development strategy.

• Experience working with multiple functional groups, and leading teams that span multiple organizations & functional groups

• Strong proven leadership, communication and interpersonal skills

• Ability to drive vision and consciously cultivate a culture of positivity and excellence

• Strong analytical and process management experience & skills

• Experience in Professional Services delivery across different groups desired

• High level financial and analytical skills

• Experience working closely with multiple departmental organizations and developing & supporting go-to-market strategies

• Personally skilled in key tools & applications, such as salesforce.com, MS office applications, etc.

• Ability to handle a high volume of work in a short period of time, handle multiple priorities simultaneously and operate in a demanding work environment is important.

SKILLS and COMPETENCIES

• Ability to engage key stakeholders, build support and influence outcomes to drive the Learning & Development agenda.

• Demonstrated ability to be highly successful in a matrix management organization.

• Excellent communication skills, both written and verbal. Ability to communicate with individuals at all levels of the organization, including the ability to present to small and large audiences. Must be able to make learning engaging and fun.

• Demonstrated expertise in managing learning projects, developing and delivering training sessions, facilitation, sales training techniques and tools. Experience with a Learning Management system is a plus.

• Must be self-motivated with the ability to prioritize multiple simultaneous projects/deliverables and see them through to successful completion.

• Must be adaptable and flexible with the ability to constantly monitor the organization and be open to changing plans when the data warrants.

• Knowledge of and experience in managing 3rdparty training providers.

• Experience in sales a plus.

• Knowledge of the K-12 education industry a strong plus.

Job ID: 2015-32689 
# of Positions: 1 
Position Type: Regular Full Time 
Category: Sales

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