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About the Role

We are seeking a commercially astute Technical Sales Enablement Trainer to deliver training programs that equip channel partners with the skills to identify, qualify, and convert opportunities for OpenAI Codex and OpenAI's frontier AI platforms. This role requires a blend of deep sales methodology expertise and technical fluency to credibly position AI products in enterprise conversations.

Responsibilities

• Deliver high-quality, engaging workshops and training sessions for channel partner sales teams covering customer qualification, persona development, discovery techniques, objection handling, value selling, and pipeline management in the context of selling OpenAI Codex and frontier AI platform adoption.
• Teach partners how to apply structured qualification methodologies to assess prospect fit for AI adoption.
• Guide partners through defining ideal customer profiles for Codex and frontier AI adoption and building detailed buyer personas.
• Train partners on how to conduct effective discovery conversations that uncover AI-relevant pain points and connect these to Codex and frontier AI capabilities.
• Help partner teams articulate the value of OpenAI Codex and frontier AI platforms in practical business terms and map specific client pain points to relevant AI use cases.
• Lead training sessions with confidence for mixed audiences, including partner sales representatives, account managers, solutions consultants, business development leads, and senior commercial leaders.
• Adapt training content, role-plays, case studies, and exercises to suit each partner's market, vertical focus, sales maturity, and client types.
• Design and facilitate realistic sales scenarios, mock discovery calls, qualification exercises, and pitch simulations centred on selling AI adoption.
• Equip partners to handle common objections specific to enterprise AI procurement.
• Work with partner stakeholders to understand current sales capabilities, performance gaps, market positioning, and desired commercial outcomes.
• Guide learners through hands-on activities, provide real-time coaching during role-plays, and help participants build confidence in positioning AI products.
• Evaluate learner progress through exercises, call reviews, pipeline audits, and reflections, providing recommendations for skill development.
• Introduce best practices for using CRM systems, sales engagement platforms, pipeline tracking tools, and AI-assisted selling tools.
• Stay current with OpenAI product updates, AI capabilities, evolving enterprise AI buyer behaviour, and partner enablement best practices, continuously improving course materials and delivery.

Requirements

• Deep working knowledge of established sales qualification and discovery frameworks such as MEDDIC, BANT, SPIN Selling, Challenger Sale, CHAMP, Sandler, or Solution Selling.
• Ability to teach sales frameworks in practical, applied contexts.
• Minimum 3–5 years of experience in B2B sales, sales enablement, sales training, channel/partner enablement, revenue operations, or related commercial roles, ideally with exposure to selling technology, SaaS, developer tools, or enterprise software.
• A track record of either carrying a quota or directly enabling teams who do.
• Sufficient understanding of AI platforms, developer tools, and software development workflows to credibly train partners on positioning OpenAI Codex and frontier AI capabilities.
• Demonstrated ability to teach structured lead qualification, opportunity scoring, pipeline hygiene, and deal progression.
• Comfortable coaching teams on how to disqualify early, prioritise high-value opportunities, and maintain forecast accuracy.
• Experience building or teaching others to build ideal customer profiles and multi-stakeholder buyer personas grounded in real market data, customer research, and commercial strategy.
• Strong ability to model and teach effective discovery conversations, including open-ended questioning, active listening, pain-point mapping, stakeholder mapping, and needs-to-solution alignment.
• Skilled at teaching techniques for handling common sales objections, reframing value, navigating procurement processes, and closing with confidence.
• Outstanding verbal and written communication skills.
• Comfortable leading engaging, interactive workshops for audiences ranging from junior sales reps to senior commercial leaders.
• Proven ability to observe sales behaviours, provide constructive real-time coaching, and deliver actionable developmental feedback.
• Able to connect sales skills training to measurable business outcomes such as pipeline growth, conversion rate improvement, average deal size, sales cycle reduction, and partner revenue contribution.
• Familiarity with CRM platforms (e.g., Salesforce, HubSpot) and sales enablement tools.
• Ability to teach partners how to use these tools to support qualification workflows and pipeline visibility.
• Comfortable working across different partner organisations, industries, and sales maturity levels.
• Able to adjust training depth, examples, and pace to meet diverse learner needs.
• Ability to design or co-design exercises, role-plays, case studies, and assessment rubrics.
• Experience creating learner-facing materials such as playbooks, cheat sheets, and quick-reference guides is a plus.
• Excellent English communication skills, both verbal and written.
• Strong executive presence and confidence when working with corporate clients.
• Ability to support learners from mixed backgrounds, including business users, junior developers, senior engineers, and transformation teams.
• Comfortable delivering in-person, hybrid, and online workshops.
• Strong customer service orientation with a focus on learner experience and client outcomes.
• Ability to collaborate well within a diverse, cross-cultural team environment.

Skills

• Sales Methodology Expertise
• Technical Product Fluency (AI platforms, developer tools, software development workflows)
• Qualification & Pipeline Skills
• Buyer Persona & ICP Development
• Discovery & Consultative Selling
• Objection Handling & Negotiation
• Communication & Facilitation
• Coaching & Feedback
• Commercial Acumen
• CRM & Sales Tool Literacy
• Adaptability
• Instructional Design Awareness

Location

• Remote

Work Type

• Full-time
• Remote

Experience Level

• 3-5 years of experience in B2B sales, sales enablement, sales training, channel/partner enablement, revenue operations, or related commercial roles

Education Level

• Diploma or degree in business, marketing, communications, psychology, education, or a related field is preferred.
• Equivalent professional experience in B2B sales, sales management, sales enablement, or commercial training will also be considered.
• Prior experience training partner or channel sales teams, running sales workshops, or supporting go-to-market enablement programs is highly desirable.
• Certifications in sales methodologies or instructional design will be a strong advantage.

Salary/Compensations

• competitive

About the Company

• Skills Union combines workforce technology and training delivery to help employers, universities and governments achieve measurable, long-term employment outcomes.
• Our work spans three areas: talent strategy, industry-aligned training, and technology.
• We design programmes mapped to real job roles and the AI capabilities employers now expect, then deliver them at scale across institutions, regions, and delivery models.
• This role sits within our training delivery practice.

Equal Opportunity

• Skills Union is an equal opportunities employer and actively encourages applications from all backgrounds.