Cybersecurity Technical Overlay – AT&T Public Sector (Education Segment), 2021
When AT&T Senior Sales Management launched a new Education vertical serving both Higher Ed and K-12 institutions, I was selected as the cybersecurity technical overlay for the initiative. The organization hired 125 new direct sellers plus business development, marketing, and technical support staff.
To accelerate their readiness, I developed and delivered a multi-module sales enablement curriculum focused on cybersecurity fundamentals, solution positioning, and technical literacy. The program equipped sellers to:
Confidently initiate and lead cybersecurity conversations with Education customers.
Understand the broader AT&T security and network portfolio and its relevance to academic environments.
Access structured study content for ongoing technical development.
This initiative established a consistent cybersecurity messaging framework across the new Education team, improving collaboration between technical overlays and sales leadership while shortening ramp-up time for new sellers.
Conclusion.
The results from this training were exceptional. We performed this training over a four-week period, which the Education Sales Management Team allocated. The course averaged about 85% participation from the sales teams. The Sales Management deemed this training a significant success. We had a few thousand hits on the PSCCE website, where sales executives from every sales team in AT&T visited the site to view this sales enablement training information.
Results.