Senior Manager, Sales Enablement

Darrell E. Burke

Atlanta, GA *****

addy17@r.postjobfree.com • 678-***-**** • www.linkedin.com/in/darrelleburke/

Sales & Leadership Enablement Manager / Training Manager

Passionate leader enabling sales and customer service professionals realize their own true potential through effective training, coaching, compelling and relevant content development and blended learning techniques. Strategic team player identifying opportunities for improvement. Creative designer of training and development activities, training plans, and learning programs focused on improving performance, developing employees, reducing costs and growing departmental and organizational revenue.

— Areas of Expertise —

Telecommunications Network Security Identity and Access Management Consultative Selling Methodologies Learning Management Systems Telecommunications Enablement Strategies Coach Training Programs Leadership Development Management, Product, and Content Consulting & Training Train-the Trainer Cross-Functional Collaboration Blended Learning Environments and Experiences

— Career Accomplishments —

Design and execute sales enablement/learning environments that are not only effective, but highly engaging and entertaining.

Completely redesigned the Thales Cloud Protection and Licensing (CPL) sales organization’s outdated 5-Day Sales Training Bootcamp by reimagining and designing a highly interactive and engaging sales lab. This 5-day interactive lab focuses on a more compelling product and consultative selling approach to engage a broader target audience, while improving business impact and positive ROI.

Reduced training costs by $15K per session by reducing the need for live trainers.

Increased participant completion rate of onboarding components from less than 40% to greater than 90% and boosted Sales Representative knowledge and performance.

Developed a 95% paper-free, automated onboarding program through the company's Learning Management System, significantly reducing company training costs.

Formally trained more than 400 Enterprise Sales Representatives for Comcast, contributing to the company's 26% revenue growth over the previous year (2014).

Professional Experience

Thales / Gemalto

Senior Manager, Sales Enablement

Dec 2016 – Present

Effectively onboard all newly hired, quota-bearing sales professionals at a global level. Successfully increase participant onboarding completion from less than 40% (2016) to more than 90% (2019). Create and deliver content for employee onboarding and continuous enablement programs by applying the most effective format and delivery vehicles. Use a broad range of modalities including infographics, animated videos, instructor-led training, Micro-Learnings, and screen captures to design sales learning experiences that are thoughtful, challenging, and fun. Create and continually manage / curate Micro-Learning Library in Cornerstone LMS comprised of various topics including sales skills, products and process. Train and coach high performing teams who consistently meet or surpass quotas.

Key Accomplishments:

Designed and introduced a New Starter Sales Lab, a 5-day ILT for new hires; and created / managed an online Sales Onboarding Plan for more than 300 global sales professionals using Cornerstone Learning Management System.

Create and deliver engaging webinars, narrate eLearnings, animated videos, and present onsite training sessions, focusing on consultative selling strategies through a blended learning experience.

Actively coach sales professionals to consistently deliver higher performance that continually reach or surpass sales and revenue goals.

Darrell Burke Training & Consulting, LLC

President and Owner

Mar 2007 – December 2016

Designed, facilitated, and applied a broad range of courseware focused on employee performance improvement in sales enablement, sales enablement leadership, and customer satisfaction. Continually developed and executed strategies that achieved or surpassed employee and management enablement goals. Worked with top telecommunications clients including Comcast Business, Time Warner Cable Business Class (currently Spectrum Business), Level 3 Communications, and AT&T. Authored and implemented detailed customer role play scenarios based on actual customer sales interactions. Developed compelling content for client course outlines and served as Subject Matter Expert during content development. Delivered coaching-to-performance and management, product, and content consulting and training for various clients including Comcast, Sprint, Time Warner Cable Business Class, XO Communications, Level 3 Communications, Kelly Services, Apple Gold Group, and FPL FiberNet.

Key Accomplishments:

Developed and delivered monthly 5-day ILT training sessions focused on prospecting, credentialing, impact statements, effective discovery questioning, solution positioning, and closing for Comcast Business, Enterprise Sales nationwide from 2010 through 2016 (average of one session per month).

Developed and delivered solutions-based selling training for Time Warner Cable Business Class, FPL FiberNet, and DukeNet, focusing on targeted-based business segments, gaining access, discovery questioning, cost justification and ROI, solution presentations, relationship selling, prospecting, research to engage, executive engagement, appointment setting, selling to verticals, and closing techniques.

Delivered sales and service training to AT&T’s nationwide Small Business Call Centers (500+ agents), focusing on sales strategy and call flow, motivation, rapport building, questioning strategies, effective discovery questions, positioning, recommendation, and closing.

Education

Bachelor of Science in Business Administration, Emporia State University, Emporia, KS

Technical Proficiencies

Training Generalist • DISC Behavioral Assessment • WebEx • GoToWebinar • Adobe Connect • Socratic Facilitation • VideoScribe • Vyond • Camtasia • Articulate • Salesforce

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