Sales Instructor / Trainer (B2B/Tech, confident with AI) at Skills Union

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. It is an onsite role based in Australia. You must have the right to work in Australia. Freelance and contract positions are available.

About The Role

We are looking for a commercially sharp Technical Sales Enablement Trainer to deliver training programs that equip our channel partners with the skills to effectively identify, qualify, and convert opportunities for OpenAI Codex and OpenAI's frontier AI platforms.

This role is designed for someone who combines deep sales methodology expertise with enough technical fluency to credibly position AI products in enterprise conversations. You should be comfortable teaching partner sales teams how to build ideal customer profiles for AI adoption, develop buyer personas across technical and business stakeholders, run effective discovery conversations that surface AI readiness and pain points, qualify leads using structured frameworks, handle objections specific to enterprise AI procurement, and articulate the value of Codex and frontier AI platforms in terms that resonate with CTOs, engineering leaders, digital transformation heads, and senior business decision-makers.

The ideal candidate does not need to be a deep AI researcher,



but must understand the Codex and frontier AI value proposition well enough to train partners on positioning, use-case mapping, and commercial storytelling. You should be able to translate sales strategy and methodology into explicit, practical learning experiences that help partners improve pipeline quality, shorten sales cycles, increase win rates, and build lasting client relationships around AI adoption.

Key Responsibilities:

- Training Delivery: 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 — all in the context of selling OpenAI Codex and frontier AI platform adoption.
- Customer Qualification Frameworks: Teach partners how to apply structured qualification methodologies (such as BANT, MEDDIC, CHAMP, or SPIN) to assess prospect fit for AI adoption, including technical readiness, organisational appetite for AI, buying authority, budget alignment, and decision timelines.
- Ideal Customer Profile & Persona Development: Guide partners through defining ideal customer profiles for Codex and frontier AI adoption, including firmographic indicators (industry, company size, engineering team maturity, existing tech stack)



and building detailed buyer personas across technical decision-makers (CTOs, VP Engineering, platform teams), business decision-makers (COOs, digital transformation leads), and influencers (product managers, senior developers, L&D; leaders).
- Discovery & Needs Analysis: Train partners on how to conduct effective discovery conversations that uncover AI-relevant pain points such as developer productivity bottlenecks, software delivery speed, knowledge work inefficiencies, manual workflow overhead, and innovation capacity — and connect these to Codex and frontier AI capabilities.
- Value Proposition & Use-Case Mapping: Help partner teams articulate the value of OpenAI Codex (AI-assisted code generation, debugging, test writing, code review, codebase exploration, delegated coding tasks) and frontier AI platforms (reasoning models, multimodal capabilities, agentic workflows, retrieval, automation) in practical business terms. Teach partners how to map specific client pain points to relevant AI use cases.
- Client-Facing Facilitation: Lead training sessions with confidence for mixed audiences, including partner sales representatives, account managers, solutions consultants, business development leads, and senior commercial leaders.
- Curriculum Customisation: Adapt training content, role-plays, case studies, and exercises to suit each partner's market, vertical focus, sales maturity, and the types of clients they serve.
- Sales Simulations & Role-Plays: Design and facilitate realistic sales scenarios, mock discovery calls, qualification exercises, and pitch simulations centred on selling AI adoption to enterprise buyers with vary

📌 Onsite AI Sales Enablement Trainer (Sydney)
🏢 Skills Union
📍 Sydney