UpGuard

I lead a small but mighty team that delivers programs of work to ensure our global Sales & Customer Success teams can be at their very best.

Responsible for: 
- Design and delivery of all field onboarding programs
- Sales methodology rollout, execution and continued application
- Ongoing skills development including sales capability and product enablement
- Coaching for leaders and their teams
- Product ownership for the revenue tooling tech stack including Gong, Outreach, ZoomInfo, MindTickle and more
- Orchestration of internal resources, content and assets for the field
- Delivery of Revenue Kick-Off and Quarterly Business Review processes

Director, Global Revenue Enablement

Building a world-class enablement function and team to drive growth across our global GTM teams.

Director, Global Sales Enablement

I joined UpGuard to build our global sales enablement function. 

So far: 
• Stood up an enablement charter and clear direction for GTM enablement activities
• Rebuilt our sales and pre-sales onboarding programs, accelerating rep productivity and ramp
• Introduced product enablement to ensure our teams stay up-to-date with a rapidly evolving platform 
• Created and rolled out a competency matrix and learning resources to support career development
• Successfully implemented new tools including Gong & MindTickle. 
• Developed a competitive enablement motion to increase win rates in competitive deals

…and things are just getting started!

Sales Enablement Manager

Nathan Clark

I partner with ambitious early-stage B2B leaders and their sales teams to help them win more deals.

Current Focus: 
• Sales Coaching, Sales Process Engineering & Sales Proposal Audits
• Helping B2B founders build effective sales functions
• Implementing ‘soft-infrastructure’ to support go-to-market teams. 

Previous engagements: 
• Developed the end-to-end sales strategy for a growing AI-driven SaaS business
• Customer profiling workshop for effective product positioning 
• Designed a learning program to 'Master Conflict' for a leading eCommerce SaaS company
• High-performance Mindset training for educators at a large high-school
• Built communication skills and team cohesiveness for a SaaS Customer Success team
• Coaching for new leaders needing to have critical conversations with their direct reports

Tools & Frameworks: 
• Everything DiSC® 
• The Five Behaviors™ of a Cohesive Team
• Value Proposition Canvas by Strategyzer

GTM Enablement Consultant & Sales Coach

LEADERSHAPE Consulting Pty Ltd

Associate Consultant

Development Beyond Learning (DBL)

LinkedIn

I was responsible for the entire APAC engagement strategy with Microsoft across all LinkedIn enterprise licenced products. 

I partnered with Microsoft leaders across 20 countries to build field capabilities driving sales and talent outcomes. 

In practice that meant acting as an advisor and consultant across four solution areas, enabling:

• Sales leaders to accelerate revenue growth by finding and engaging buyers.
• Talent Acquisition to more effectively operate an insights-led talent strategy. 
• Marketing/Communications to increase brand awareness and employee advocacy.
• Learning and Development to upskill the Microsoft workforce

Regional Lead, Microsoft Success – APAC

I worked with some of LinkedIn's largest and most strategic accounts across Australia & New Zealand, as well as the broader APAC region. 

I supported business leaders and their teams to go to market more efficiently and effectively by implementing modern sales strategies that include LinkedIn Sales Navigator. 

That meant providing recommendations, training and change management expertise to drive onboarding and adoption of our product. I also worked with clients to create models that measure ROI, then collated qualitative and quantitative data that enabled them to make commercially astute renewal and growth decisions. 

Lastly, I spoke about current sales trends, unique LinkedIn data, and sales best practice at client and industry events. 

☛ Key Responsibilities: 
• Partnering with LinkedIn Relationship Managers to successfully renew and grow clients
• Creating Success Plans and driving product adoption strategies for our clients
• Providing best-in-class training—in webinar, workshop, coaching and video formats 
• Helping sales leaders measure ROI and see value from Linkedin Sales Navigator
• Partner with Sales Operations & Enablement professionals with technical solutions including CRM integration, SSO implementation and other API-driven functionality.

Senior Customer Success Manager

With a $3M+ portfolio of accounts, I supported clients through on-boarding, product adoption, education, and demonstrating ROI. 

A key component to this required looking at our service model to continually create and refine scalable, cross-client initiatives that encouraged successful use of the Sales Navigator platform. 

☛ Key Responsibilities: 
• Partnering with LinkedIn Relationship Managers to successfully onboard new clients
• Creating Success Plans and driving product adoption within teams
• Providing training in webinar, workshop, coaching and video formats 
• Develop online and offline initiatives to increasingly scale our engagement model

Customer Success Manager - Sales Solutions

rogenSi is now TeleTech Consulting, Learning & Performance

As a Senior Learning & Development Consultant, I worked with business leaders to design their people strategy, sales strategy and business processes around their customer to outperform their peers.

I designed programs that assisted predominantly in transforming sales functions, increasing team cohesiveness, and building leadership capability. 

Additionally, I helped find and create opportunities that solved organisational challenges involving data-driven decision making; insights and analytics; content and collaboration; service excellence, and digital platform deployments. 

☛ Key Responsibilities: 
• Design and development of capability programs for professionals, managers, and leaders
• Development and delivery of pitches, RFP responses, tenders, and proposals
• Sales prospecting and demand generation
• Account Management of multinational corporations

☛ Key Client Portfolio: 
Fairfax Media, Domain, HP Enterprise, NBN Co, Ramsay Health Care, Pandora Internet Radio.

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Note: At the time, operating as RogenSi (acquired by TTEC)

Senior L&D Consultant - Leadership & Sales Capability

Promoted into a management position, in addition to our training and consulting work, I took on the responsibility for the account management function for APAC. 

My key client delivery regions were Australia, Hong Kong, Singapore, Japan and Malaysia. 

Deliverable work included advisory, coaching, workshop facilitation and online learning for high-performing professionals in some of the largest organisations in the world.

Lead L&D Consultant + APAC Head of Accounts

My role was centered around three key performance areas:

★ Learning & Development
I spent a major portion of my time designing and facilitating professional skills capability programs across Australia, Asia, and Europe. I also designed a significant amount of online learning material, created and featured in online video, and created experiential learning pathways within an innovative product we developed in-house.

★ Sales & Marketing
When not delivering training, I developed proposals, pitches, and tender responses for major multi-national capability programs. I also spoke globally at industry conferences regarding modern L&D practices and assisted with online marketing campaigns and lead generation initiatives. 

★ Account Management
I managed an enterprise account portfolio distributed across Australia and South Asia. I worked closely with HR, Talent, Graduate, and Organisational Development leaders to ensure we delivered on the programs we promised. 


Clients worked with: 
Australia Post, Qantas, UBS, Bank of America-Merrill Lynch, Barclays, Royal Bank of Canada, BNP Paribas, Insurance Australia Group, Suncorp, QBE, AMP, Commonwealth Bank of Australia, Glencore, Pitcher Partners, Chartered Accounts ANZ, University of Technology Sydney, Australian Energy Market Operator, BOC, QLD Government, Federal Government.

Senior L&D Consultant

Samsung Electronics

Not long after starting at Samsung, a large project was undertaken to introduce a 'store-in-store' concept within key national retailers. Along with a colleague I developed and facilitated the new hire induction, created the retail sales methodology, product demonstration process, and wrote supporting technical documentation for product on display. I also provided direct coaching, feedback and performance review of sales professionals at these locations across Australia. 

Approaching the end of my time at Samsung, the company began the rollout of Samsung Experience Stores, where I helped train all initial staff for new store openings and provided instructional design for customer facing workshops.

Lastly, I had the pleasure of speaking and facilitating at Samsung training events nationally, as well as assisting in key marketing initiatives such as product launch events.

National Sales & Product Trainer

I was initially hired to deliver product training to retail partners (such as Harvey Norman, JB Hifi, Bing Lee, The Good Guys etc) and experiential marketing staff, within the NSW market. 

This position quickly grew to a national remit.

NSW Field Trainer

Apple

My time at Apple was both a privilege and an education.

I was hired as part of the founding team for Apple Retail within Australia and experienced the opening of the Sydney Flagship store. I quickly found myself delivering the extensive new hire training for all new staff within the Sydney market — this was comprised of customer experience, company culture, product and sales skills development.

After gaining experience in facilitating training, I was given the opportunity to be involved in several store openings across Australia and provided mentorship, facilitation and coaching to new hires including management.

Having the opportunity to wear multiple hats, I also assisted in measuring and actioning responses to NPS, facilitated customer facing workshops, regularly led the sales floor and provided dispute resolution in customer escalations.

Most importantly I learnt the value of providing unmatched customer experiences and setting high expectations on outcomes.

Expert

Sales / New Employee Training Facilitator

Specialist (Sales)

“Our job is to connect to people, to interact with them in a way that leaves them better than when we found them, more able to get where they’d like to go” — Seth Godin

I’m at my best helping people and teams acquire skills that help them to excel. Right now that shows up in two key ways: 

At UpGuard I’m establishing a modern sales enablement function to drive sales performance and support our sales organisation to scale. 

I separately operate a boutique consultancy providing training and advisory to help ambitious tech leaders unlock sales performance in their teams: https://nathanclark.net 

I'm always open to chat, so feel free to drop a message here on LinkedIn.

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