Position OverviewThe Learning Strategist combines full-cycle sales ownership with instructional design expertise to identify customer needs, develop tailored learning solutions, and secure new and expanded business. This role serves as a trusted advisor to customers, translating business challenges, learner needs, and complex content into compelling training recommendations and commercially sound proposals.
Reporting to the VP of Sales and Marketing, this individual is responsible for achieving or exceeding an assigned sales quota. The role leads to prospecting, discovery, solution development, presentations, proposals, negotiations, and closing, while partnering with Training Operations to ensure proposed solutions can be delivered within agreed scope, budget, margins, timelines, and quality expectations. The Learning Strategist supports sales and solution development prior to handing off to Training Operations for implementation of project deliverables.
Duties and ResponsibilitiesCustomer Discovery and Learning Strategy- Lead consultative discovery discussions to identify business goals, performance gaps, target audiences, existing training, desired learner behaviors, and measures of success.
- Distinguish training needs from other performance barriers and recommend appropriate learning approaches based on customer goals and constraints.
- Apply adult learning principles and instructional design methodologies to recommend blended learning programs (ex: eLearning's, instructor-led and virtual instructor-led trainings, workshops, and assessments).
- Translate complex clinical, product, and sales information into clear learning objectives, design documents, learning journeys, and solution concepts.
- Partner with customer stakeholders, subject matter experts, and internal specialists to validate requirements, content availability, accessibility needs, technology requirements, and review processes.
Sales and Business Development- Achieve or exceed the assigned sales quota established by the VP of Sales and Marketing, using the sales crediting criteria communicated in the applicable sales or commission plan.
- Develop and execute prospecting and account growth plans to acquire new customers and expand relationships with existing customers.
- Manage the full sales cycle, including lead generation, qualification, discovery, solution presentations, proposal development, negotiation, and closing.
- Build and maintain a qualified pipeline sufficient to support quarterly sales goals; identify deal risks early and execute plans to advance opportunities.
- Identify opportunities for additional services and learning programs that address evolving customer needs.
Solution Design and Sales Presentations- Lead customer presentations and demonstrations, explaining the instructional approach, learner experience, deliverables, and rationale for the recommended solution.
- Develop tailored solution narratives, design concepts, design documents, sample storyboards, and presentation materials that demonstrate the proposed learning experience and its business value.
- Identify and work with resources to create targeted prototypes, sample learning assets, or demonstrations as needed to support sales opportunities, using tools such as Articulate Storyline, Rise, Camtasia, and Microsoft Office.
- Assess and recommend learning technology and publishing requirements, including LMS compatibility in collaboration with the delivery team.
- Provide selected instructional design contributions, such as learning objectives, design documents, storyboards, scripts, assessments, or job aids, when assigned and aligned with sales priorities.
Proposals for Pricing and Contracting- Develop compelling proposals and Statements of Work using Aquinas templates, clearly defining learning goals, deliverables, assumptions, customer responsibilities, review cycles, timelines, and expectations.
- Partner with Training Operations and appropriate internal stakeholders to validate effort estimates, resource requirements, delivery feasibility, pricing, and project margin expectations before making customer commitments.
- Lead customer discussions regarding scope, pricing, and contract terms within established approval authority; obtain required approvals before finalizing commitments.
- Coordinate with Training Operations on scope changes and related commercial discussions, ensuring additional work is documented and approved through the established change process.
Customer Relationships and Delivery Collaboration- Build strong relationships with customer decision makers and stakeholders to support customer satisfaction, retention, and repeat business.
- Lead handoff efforts to internal team that clearly communicates customer goals, learning strategy, scope, assumptions, commitments, stakeholders, and measures of success.
- Remain engaged as the commercial relationship lead and learning strategist while collaborating with the assigned project manager and delivery team on customer expectations, concerns, and future opportunities.
- Participate in selected kickoff meetings, status calls, design reviews, and customer discussions to maintain alignment between the sold solution and the learning experience.
Sales Reporting and Professional Responsibilities- Maintain accurate and timely account records, sales activities, opportunity stages, anticipated close dates, and forecasts in Aquinas's systems.
- Provide sales updates and quarterly performance reviews to the VP of Sales and Marketing, including quota progress, pipeline health, risks, and corrective actions.
- Stay current on pharmaceutical and life sciences training needs, instructional design practices, learning technologies, and market trends.
- Follow customer confidentiality requirements, company policies, contractual obligations, and applicable content approval and review requirements.
- Complete required administrative tasks and timekeeping; participate in company meetings, training, and events; perform other related duties as assigned.
QualificationsRequired- Bachelor's degree in instructional design, education, business, communications, marketing, or a related field, or equivalent relevant experience.
- At least five years of relevant combined experience in custom learning solutions, instructional design, pharmaceutical or life sciences training, or consultative sales.
- Practical instructional design experience, including needs analysis, learning objectives, solution design, and development of learner-centered materials across multiple delivery formats.
- Demonstrated success in a quota-carrying sales role, including managing a sales pipeline, negotiating agreements, and closing new or expanded business.
- Understanding of pharmaceutical or life sciences training needs, including product, clinical, sales, and field performance training.
- Ability to develop learning concepts, samples, and presentations using relevant authoring tools and Microsoft Office; proficiency with CRM and sales reporting systems.
- Strong writing, presentation, facilitation, negotiation, and relationship management skills.
- Ability to manage multiple opportunities and priorities, work independently, collaborate across functions, and meet deadlines.
Preferred- Experience in a custom training agency or professional services organization.
- Experience developing blended learning programs for pharmaceutical customers.
- Familiarity with LMS publishing standards, accessibility considerations, and regulated customer review processes.
Key Competencies- Consultative selling
- Instructional design and learning strategy
- Business and financial judgment
- Customer relationship management
- Communication and presentation
- Collaboration
- Accountability for results
- Organization and attention to detail
Additional Responsibilities- Model Aquinas' traits of being Reliable, Invested, Responsive, Adaptable, Passionate, and Innovative.
- Demonstrate an employee-owner mindset through accountability for quality, resources, and company results.
This description outlines primary responsibilities and is not an exhaustive list of duties. Other related responsibilities may be assigned based on business needs.
Working Conditions- Work is normally performed in an office or remote office environment.
- Up to 40% travel, including overnight trips, may be required for customer meetings, industry events, and company activities.
Conditions of Employment- Employment is subject to verification of applicable qualifications, employment history, references, required screening, and execution of company agreements.
