Nick Lawrence

Sales Academy, Global Sales Enablement

Databricks

Manager, Global Sales Enablement

Snowflake

Sales Enablement Professional

Curriculum Design Manager, Learning Experience

People.ai

Leading the development of a value and methodology-based curriculum for the People.ai sales team. 

Serving as an integral member of the Sales Enablement team, I'm responsible for designing the curriculum and training content to improve sales productivity by partnering with Sales to assess learning needs and create the appropriate learning experiences to address them. 

Applying adult learning principles, learned from my Master Instructional Designer Certification, to ensure program effectiveness by incorporating ongoing assessment and continuous learning.

Incorporating measurement, support and accountability components to all programs, learned from my Kirkpatrick Model of Evaluation Certification, to evaluate the degree to which targeted outcomes occur as a result of the program.

Specific responsibilities:

- Partner with Sales, Marketing, and Product to capture curriculum requirements 
- Assess current training programs and content
- Design a role-based curriculum for Sales Reps and Sales Managers
- Capture content and best practices from company-wide SMEs and apply adult learning principles in building training materials
- Develop online and instructor-led training materials in different media formats
- Develop skills assessment and evaluation framework to ensure program effectiveness
- Update and maintain content in LMS/CMS at frequent intervals

Lead Instructional Designer

Hyland

As part of the Sales Academy team at Hyland Software, I am responsible for designing, creating, executing, refining and maturing the tools and content utilized for training programs that enable best-in-class selling for the company's sales employees and partners.

Specific responsibilities include:
- Design, create, refine and maintain tools and content for sales academy initiatives that is relevant, accessible, timely and meets the evolving needs of sales employees
- Assist, in collaboration with defined subject matter experts, in the generation of content and design elements for video based training courses
- Coordinate and track, in collaboration with Translation Services, the translation of standard course materials into required languages in support of our global sellers
- Facilitate the delivery of specific courses in various mediums including classroom, self-study and videos
- Understand and educate sellers on the main processes, procedures and line of business systems utilized within the Sales department
- Understand available capabilities and solutions of specific company industries
- Utilization of a Learning Management System (LMS) to track achievements and allow sales management visibility
- Utilization of Project Management software to ensure projects and initiatives are completed fully and on time
- Measure key outcomes and training ROI
- Support members of sales academy and overall sales organization, including the sales executives
- Work closely with new, tenured and promoted sales employees to accelerate success
- Grow knowledge and be aware of best practices and market trends

I'm responsible for assisting and supporting the day-to-day activities of Sales Account Managers while developing critical sales skills with the objective of effectively transitioning to an outside sales job in the Hyland Sales organization.

Specific responsibilities include:

-Assist Account Managers with entering information to Saleforce CRM; ensure accuracy and timeliness of inputs

-Perform Salesforce CRM data audits; ensure all data is up to date, accurate and in compliance

-Provide information and support for RFP/RFQ/RFI requests

-Participate in lead registration process; call and confirm registration facts

-Accompany Account Managers to customer meetings; actively participate in meeting

-Assist with sales, conversion and up-sell campaigns; manage email distributions and participate in phone campaigns

-Assist with OnBase sales classes and reseller/customer visits

-Provide direct support and coaching to customers/partners; operate as their liaison to Hyland resources

-Work as a liaison between Account Manager and Order Processors to resolve question or issues related to client invoices or billing questions

-Complete self-directed training plan which includes modules on solution selling, OnBase products and solutions, and Hyland operational processes

Sales Support Representative

GenToX

Pharmacogenomics is the study of a person's unique genetic makeup to determine their ability to metabolize drugs into their active forms. A brief description of my efforts include:

•Marketing and promotion of pharmacogenomic testing services to healthcare providers throughout the United States

• Promotional activities such as trade shows, service presentations and sales calls 

• Provide after-sale support to providers such as alternations and cautions for medication and continually provide clinically significant data

Sales Consultant

ProStar Marketing

- Contracted products and services to customer bases solely established for Cooper Disposal and Benjamin Obdyke

- Traveled to over 100 sites, including follow-up sales calls, in efforts of obtaining contracts and increasing sales revenues for Cooper Disposal

- Conducted and observed numerous meetings in order of initiating new contracts for Cooper Disposal and Benjamin Obdyke

- Gained valuable experience in the operations of various sales and business transactions

Independent Sales Representative Intern

I build "Enablement Environments" that enable reps to produce the outputs that determine performance.

As a certified Master Instructional Designer, Change Management and Sales Effectiveness Professional, my experience in Human Performance Management and sales best practices enable me to design highly relevant sales programs made up of accessible information, support assistance, communication, reinforcement, scenario-based eLearning courses, performance training, and OTJ coaching that accelerate and maintain sales productivity. 

I spent five years on the Purdue wrestling team, where I received All Big Ten honors, qualified for the NCAA tournament, and won the 2015 Most Dedicated Wrestler award at Purdue University. The sport of wrestling has instilled exceptionally high levels of accountability, ownership and dedication in me. The most influential lesson I took away from the sport was to "get comfortable while being uncomfortable." I'm able to maintain a high-degree of energy and enthusiasm when adversity strikes.

Most importantly, I'm a husband and father of two young daughters. Sharing my love of exploring nature, hiking through the woods, and reading books with my family has been the most enjoyable and rewarding experiences of my life. In fact, I'm so passionate about learning and development that my wife and I are homeschooling our daughters.

Rodney Noriega

Stealth Startup

Senior Manager

Indeed.com

I managed learning, development, and enablement programs to our global client-facing and support teams (a population of ~7000+ employees worldwide). Our team's focus is on the build, maintenance, and evolution of the end-to-end learning journey of the audiences that we serve. 

Specifically, my role involved working cross-functionally with other enablement teams and business leaders on strategy, implementation, and evaluation of learning programs that are impactful, learner-centric, and results-driven.

Program Manager, Global Learning & Enablement

This was a multidisciplinary role that supported Indeed's Product and Tech teams out of the Vancouver office, a hub for new product innovations.

In helping launch new product ideas, I have provided strategic and tactical support in the following:

•Customer (User) Research and Discovery
•Sales and Go-to-Market (GTM) Strategy
•Industry, Competitive, and Product Intelligence
•Product Growth and Adoption
•Partnership Outreach
•Team Training & Enablement
•Project Management - Running Incubator Programs
•Special Projects 

Given the nature of my role, I have been known to be the ultimate problem-solver with a breadth of skills  to offer.

Sales Intelligence Manager

RVN Sales Agent Inc.

As a consultant, leader, and contributor, I have supported companies in a variety of industries (Construction, Technology, SaaS, AIaaS, Real Estate, Industrial Automation, Wholesale, etc.) in client acquisition (full sales cycle), account management (upselling, cross-selling), sales training & enablement, and hiring for sales talent. 

If you're an early-stage startup founder that needs to ramp up your sales efforts, and you need someone to wear many different hats, let's have a chat.

Consultant - Sales, Enablement

Resume.com

**Acquired by Indeed.com** This startup formed the sales team in May of 2017, and I became the lead in managing and monetizing our employer business product. We constantly iterated our sales process until we found our sweet spot in creating a consistent and scale-able customer acquisition strategy. I was also in charge of establishing partnerships with other job publishers for our programmatic ad network.

Head Of Sales

Kryton International Inc.

I provided inside sales and business development support to our global sales team. I identified business opportunities through outreach, discovery, and presentations to engineering firms, architectural firms, property developers, commercial contractors, and ready-mix companies. 

In the complex sales cycle of commercial construction, generating and cultivating interest of our manufacturing products for a wide variety of audiences was key in getting deals closed by our Territory Managers (Outside Sales Reps). 

I also managed our Salesforce initiatives, from training our staff, outreach campaigns, and creating strategies for activity and sales pipeline tracking.

Inside Sales / Business Development

BuildDirect

BuildDirect was "the Amazon of building supplies."  I sold building products online to B2B and B2C customers. For several years I was consistently a top salesperson, as I brought in over $6.9 million in revenue (working with $2M annual quota). I was also promoted to Sales Manager for our sales weekend initiatives.

Sales Manager / Sales Representative

I obsess about fighting the inertia of the status quo, and trying to get people and companies to do things in a new way when it comes to delivering learning outcomes, measuring impact of enablement that is meaningful to both the business and learner, helping sellers sell better/faster/smarter, building great products, simplifying the hiring process, facilitating growth opportunities for companies, and unlocking opportunities for everyone to not only have a seat at the table, but to feel seen, heard, and valued.

This is not your standard LinkedIn profile where I optimize for keywords so I can be visible to my next job / business opportunity (nothing wrong with that by that way). I've been incredibly fortunate to reach a stage in my career where my core and aspirational values are solidified, and I can simply just focus on doing cool things that matter to me.

No BS. No politics. No vanity metrics or statements. Just pure freedom and authenticity to impact others.

taplio

The Battle

Nick Lawrence

Rodney Noriega

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