Oracle Sales Skills Program Owner in Bedford, Massachusetts
The Instructional Designer will produce the courseware to support the training programs defined by Program Managers. This includes conducting needs assessments to identify strategically aligned learning and development initiatives, designing and developing training courseware in a variety of delivery modes (e.g., instructor led training, self-paced training, virtual, blended), managing external vendors to collaborate in content creation, as well as providing input on measures regarding business impact and effectiveness of deployed learning solutions.
Creates courseware design, development, and deployment strategy for world class blended learning programs that are experiential, drive behavior change and increase performance within our global Sales business units. Develop learning curricula that align with learning and performance strategies. Manages the design and execution of junior staff creating courseware. Build and maintain valued relationship with key internal and external stakeholders. Develop assessment approaches that conform to global accreditation strategies and processes. Evaluate the business impact of learning programs through use of learning and performance metrics.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Recognized as a subject-matter expert within Oracle. Typically 8 plus years relevant experience in Sales and Sales Enablement plus knowledge in the Applications, Technology or Hardware sectors is needed. Coaching and Project Management experience across a variety of delivery mediums. Deep experience designing and developing learning programs across delivery mediums (mobile learning, e-learning, virtual learning, live simulation, and live classroom). Proficient in establishing learning and performance metrics and measurements (ROI & Benchmarking). Strong in building relationships and maintaining relationships. Experience in analyzing business needs and selling value to customers. Previous project/program management experience. Experience delivering facilitation, training, coaching and/or development of learning programs. Self starter with high energy, drive, enthusiasm, initiative, and commitment. Excellent communication, facilitation and persuasive skills, both written and verbal. Ability to build strong relationships and navigate through senior stakeholder discussions. Experience leveraging standard eLearning tools and web-based meeting tools. Team player. Leadership skills. Business travel of up to 30 percent annually may be expected of this position. Knowledge of Instructional design authoring tools preferred. Fluency in English, working knowledge of other languages is an asset. Bachelors Degree or equivalent experience.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
We are looking for an experienced sales training professional or sales enablement professional who is passionate about sales skills and successfully leverages this experience to create a global enablement standard across skills training. Ideally you will have 10 years of experience in sales training roles and/or sales enablement, built on practical Sales Engineering or Field Sales. You will demonstratelearning development and development experiencewith strong stakeholder management, combined with a consultative approach and a good understanding of the process and requirements of sales skills training. Experience with formal sales methodologies would also be beneficial.
The role is highly collaborative and will include liaising with the OSPA regional performance partners and sales leadership to understand the business requirements as well as the global program leads. You will be able to integrate all these aspects to create programs that integrate into the sales skills learning path and badging framework.
There will be travel involved with both domestic and international assignments (approximately 10%).
Knowledge and experience of training in core sales skills: Discovery, Presentation and Negotiation
Knowledge and experience of Social Selling training programs
Experience in delivering change programs, interacting and influencing senior level stakeholders
Consultative approach to identifying, assessing and prioritizing requirements
Strong communication (written and verbal), presentation and facilitation skills
Experience of designing and leading Train the Trainer programs, preferably global
Flexibility, agility and problem solving skills to operate in a dynamic environment
10 years professional sales and/or sales engineering experience/learning & development
Experience working with Instructional Designers and Developers to create eLearning and in-person training courses and materials
Experience of Sales Engineering would be advantageous
Build and maintain programs for sales skills that align to the business needs OSPA standards to ensure the global community is fully supported for skills within the overall employee lifecycle
Engage and manage relationship with key stakeholders from global leadership by providing a platform for their input by participating in steering boards and on the creation and evolution of the enablement path for sales skills training
Understand business requirements and KPIs and be able to transform and create a programmatic intervention that effectively supports the metrics through gap and impact analysis
Work with internal OSPA groups to align, plan and execute delivery of assigned programs
Will be actively involved in the creation and updating of the sales skills training programs leveraging expertise and business input from key stakeholders (internal and external to OSPA)
Participate in a global community for sales skills that will encompass business stakeholders and regional partners
Drive adoption of new and existing sales skills programs
Be a recognized point of contact for direction and specialist knowledge on sales skills training lifecycle to both the individual contributor and Manager communities and other stakeholders
Link sales skills competencies and proficiency levels to curriculum and OSPA badging; defining what great looks like for sales skills across role specializations through documented best practice and benchmarking
Ensure that sales skills training and enablement programs and initiatives meet the business needs of Managers and support their ability to lead and coach others on them
Degree level qualification minimum and relevant training qualifications would be an advantage.
Detailed Description and Job Requirements
The Sales Skills Program Owner will be responsible for creating and maintaining sales skills programs for the sales community that encompasses all aspects of sales skills, including Discovery, Presentation and Negotiation throughout the Sales Process Framework Lifecycle of an opportunity.
Within each of these disciplines, the Skills Programs Program owner needs to understand the requirements for each to enable individuals to achieve the best performance.
In order to understand the learning needs for the individual and Manager, the program owner will facilitate discussion with OSPA regional performance partners and global sales leadership to understand the specific requirements and business priorities from the regions, translating this into an enablement path that successfully addresses them.
Will maintain a cadence of the discussion to continuously update and improve assigned programs, evolving the programs and presenting the results and actions that have been achieved to OSPA leadership. A key activity for this role will be to work with the global program leads to leverage and ensure that the OSPA learning portfolio reflects business needs, and that the path created effectively maximizes utilization of internal resources and learning programs.
This will be a leading contributor individually and as a team member that will also provide direction and mentoring to regional OSPA teams regarding sales skills. Work is non-routine and very complex, involving the application of advanced technical/business skills and sales skills in areas of specialization. The role should be recognized as a subject-matter expert within Oracle requiring excellent presentation, communication and writing skills. Ability to multi-task and superior time-management skills. Ability to handle diverse groups of employees, including an international audience. Ability to establish credibility and create confidence quickly and easily. Excellent organizational skills, ability to effectively prioritize and strong attention to detail to meet deadlines. Excellent verbal and written communication skills: particularly on needs analysis, positioning and business justification. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
: Yes, 10% of the Time
Title: Sales Skills Program Owner
Location: United States
Requisition ID: 18000X2T