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About the Role

We are seeking a commercially astute Technical Sales Enablement Trainer to deliver training programs that empower our channel partners to effectively 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 discussions.

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 (e.g., BANT, MEDDIC, CHAMP, SPIN) 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 conducting effective discovery conversations to uncover AI-relevant pain points and connect them 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 focused on selling AI adoption.
• Equip partners to handle common objections specific to enterprise AI procurement, including concerns around data privacy, security, intellectual property, and ROI.
• 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 clear recommendations for ongoing 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, Codex capabilities, frontier model releases, evolving enterprise AI buyer behaviour, and partner enablement best practices.
• Continuously improve course materials and delivery based on learner feedback and commercial results.

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.
• Experience selling technology, SaaS, developer tools, or enterprise software is ideal.
• 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 for technology or platform sales.
• Strong ability to model and teach effective discovery conversations, including open-ended questioning, active listening, pain-point mapping, and stakeholder mapping.
• Skilled at teaching techniques for handling common sales objections, reframing value, navigating procurement processes, and closing.
• Outstanding verbal and written communication skills.
• Comfortable leading engaging, interactive workshops for diverse audiences.
• 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, and sales cycle reduction.
• Familiarity with CRM platforms (e.g., Salesforce, HubSpot) and sales enablement tools.
• 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.
• A 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 (e.g., SPIN, Sandler, Challenger, MEDDIC) or instructional design will be a strong advantage.

Skills

• Sales Methodology Expertise
• Technical Product Fluency (AI platforms, developer tools)
• 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
• Executive Presence
• Customer Service Orientation
• Collaboration

Location

• Australia (Onsite)

Work Type

• Onsite
• Freelance
• Contract

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 preferred
• Equivalent professional experience considered
• Certifications in sales methodologies or instructional design are 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.

Equal Opportunity

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