Business Training Sales Engineer Job in Cary 27511, North Carolina US
Global Knowledge is the worldwide leader in IT and business skills training, with more than 1,200 courses that span foundational and specialized training and certifications. Our core training is focused on Cisco, Microsoft, VMware, Avaya, Red Hat, business process improvement, and leadership development. We deliver via training centers, private facilities, and the Internet, enabling our customers to choose when, where, and how they want to receive training programs and learning services. Founded in 1995, Global Knowledge employs more than 1,300 people worldwide and is headquartered in Cary, N.C. The company is owned by New York-based investment firm MidOcean Partners.
The Business Training Sales Engineer serves as the link between sales, customers, and SMEs within the organization. This person will act as the liaison between Business Training Product Management and Sales Channels The position has the following primary responsibilities:
Product Feedback
- Identify trends/ customer needs and solutions provide quantifiable feedback back to the Business Training Product Mgrs for productization
Product/Solution Positioning
- Proactively push solutions/capabilities to Sales.
- Promote successful programs/solutions - define customer’s need and how we solved their pain in a cost efficient manner.
- Identify potential reference accounts
- Assist with identifying and creation of case studies
- Direct SMEs on their role in sales support calls and creation of case studies
- Scope SME level of effort on any customization / tailoring
- Monitor SME progress on all custom sales opportunities (this can be accomplished by working with the sales support staff who is project managing the custom project)
Solution Support
Architect training solutions that meet the customer’s objectives while fully leveraging our delivery capabilities and driving profitability.
- This includes participating in client calls (face-to-face and via phone)
- Documenting client needs
- When possible, creating cut-combo outlines of courses that are verified by the course director or SME to determine if they
- can fit in the allocated timeline
- Document and communicate solutions through hand off to sales support
- Distribute PLs for sales to use when pricing solutions
- Participate in creation of RFP responses
- Provide content mapping (GK content to client needs)
- Provide course outlines
- Provide solution descriptions for non-standard services (assessments, consulting, blended learning solutions, etc.)
- Provide custom course outlines (either by developing them and validating with a SME or by working with a SME to develop them based on client RFP requirements)
- Source content from third parties to support sales initiatives when appropriate fits with the product line. This includes:
- Establishing an NDA with the potential partner
- Writing business case if appropriate
- Working with legal to establish contracts
- Announcing new product if appropriate (if it is a product we are offering as routine it will need to be announced, if a one-off then announcement is not necessary)
- Notifying operations / sales support as to how these courses will be delivered (through Global Knowledge operations/fulfillment or through outside vendor)
- Setting up book fulfillment with operations, if applicable
- Setting up instructor fulfillment with operations, if applicable
· Sales Training/Marketing
- Participate in training for all Sales Channels
- Create Sales collateral/Sales Sheets to formalize solutions and product offers
Role will require working with all facets of the business. The primary focus of this role is to assist Customers and Sales in crafting training solutions that properly meet customer’s needs and are cost efficient to the business. In summary the Solution Engineer’s role is to ensure that products and services are properly designed, marketed, delivered, and accounted for.
Sales Engineering
- Define capabilities and coordinate with SMEs and customers and internal teams to build comprehensive training solutions
- Maintain sound understanding of Operations and delivery capabilities and limitations coordinating with Product Management, Project Management, and Operations teams on a regular basis
- Attend weekly Business Training operational review meeting to identify any known upcoming delivery challenges and/or issues and understand upcoming new product releases
- Work with SMEs to understand the curriculum flow and capabilities and limitations of each course
- Team closely with Program Management for design and execution of custom solutions for managed program Enterprise Deliveries
- Identify new opportunities for potential products and specify requirements
Marketing/Capabilities
- Develop detailed capabilities documentation as part of Sales Tool Kit
- Build/Distribute Sales Sheets along side Product Management
Sales Support
- Maintain tracking documentation for all open sales support requests
- Assist with completion and sign off on all sales engineering checklists
- Help with customer satisfaction issues that may arise as appropriate
- Point of contact for problem resolution
- Answering questions from customers
- Recommend the right course or training solution based on customer need
- Participate in Sales Training and Product Updates
- Setting up initial SME calls to enable customer to ask specific questions
- Scoping custom and/or tailored work
Sales Training
- Participate in Sales Training focused on Business Training, GK Solutions and capabilities
- Must be proactive in carrying out the responsibilities detailed above and the projects associated with them. Will be held accountable for all projects in which this person is the project manager or principal individual contributor.
- Must be able to prioritize workload on the fly. Must be flexible in shifting priorities and must be able to make independent decisions in prioritizing as well as take direction in setting priorities.
- Must manage up in providing ongoing reports and status checks with the Product Director / VP product and other individuals within the organization.
- Must proactively assemble and manage cross-functional teams as necessary to implement and manage key business initiatives.
- Must have excellent written and oral communication skills
- Must be able to recognize, suggest and take action on new opportunities and projects on their own initiative.
- Will be expected to develop full plans and programs often with limited or only outline level direction from management.
- Experience in solution selling required.
- Specific solution knowledge of project management specializations including IT project management is preferred.
- IT background is preferred.
- Experience in a customer-facing role required.
- Strong presentation skills required
- 5-10 years project management experience required
- 5-10 years business analysis experience required
- Bachelor’s degree
- PMP certification
Diversity is part of the way we think. EOE
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