Wayne Clarke Email & Phone Number

Seattle, Wa, Us

Sydney, New South Wales, Au

I have built a first class team and GTM strategy targeting Mid Market and Enterprise clients in the Workforce Management space. Working at a frenetic pace to execute-pivot-execute is a great fit for my working style. I’ve doubled our business YoY with significant wins with iconic brands across multiple sectors and have built strategic partnerships to scale and launch our business to new levels.I love being part of an Australian startup where you can effect change across product, marketing as well as sales operations. Supporting a team across Sales, Presales and Customer Success allows me to support all aspects of our customer journey from prospect through to long term client. Selecting and nurturing top talent to perform at their best is the most rewarding part of this role and seeing our collective effort deliver results makes this role incredibly satisfying.

Redmond, Washington, Us

Built and led the GTM strategy for the Microsoft PPM suite of tools on leveraging PowerBI for Data and Analytics on AzureEngaged with top 300 large enterprise accounts directlySelected and onboard 3 new implementation partners to ensure timely delivery and customer retention.Informed, engaged and motivated partners to position the Microsoft Azure platform as a preferred solution to prospects.Evangelised and promoted Microsoft PPM at industry and Microsoft events

Calgary, Alberta, Ca

Managed the direct and indirect business for Replicon across APJManaged ISR's and Presales teamAppointed and enabled referral partnersDeveloped and execute GTM plan for the region – joint partner activities, pipeline generation viaevents, outbound activities

San Jose, California, Us

• Manage relationship with IBM across Australia• Plan and execute transition of joint clients to latest CA technologies• Identify opportunities across entire CA solution portfolio for new joint prospects• Territory and account planning including account-based marketing• Educate and enable IBM AE’s on CA solutions and value prop

San Jose, California, Us

Manage a sales territory to deliver revenue from the CA PPM portfolio. Co-ordinate pre-sales and architect resources to scope and implement the CA Clarity PPM solution across corporates and government organisations. Role responsibilities include:* Find, develop and close opportunities for PPM in NSW and Qld* Develop and deliver tailored business value presentations* Assist clients with business case development and approvals* Propose and negotiate commercials and contracts for product education and services* Control and manage POC’s and other technical proof exercises* Manage RFT and RFP responses* Manage pre-sales team of two* Educate and support account based reps on PPM value proposition and opportunity driversResults-----------Reliably exceeded quota year on yearMajor implementations of CA Clarity PPM across top 50 organisationsAPAC BDM of the year 2012Compass Club 2012APAC BDM of the Year 2011Compass Club 2011APAC BDM of the year 2010Compass Club 2010Mini Club 2010

Nashua, New Hampshire, Us

Sell SkillSoft e-Learning platform and content solutions to Federal Gov and managed strategic partner - Seek Learning* Established Federal Gov territory in 2000 which grew to $2.5m pa* Exceeded targets for last 5 years (105% minimum up to 115%)* Multiple million dollar + contracts with Federal and corporates* Manage complex solution sales cycles over protracted timeframes (sometimes years) * Generate proposal, discussion papers and Letters of Understanding* Manage pilots and evaluations* Negotiate contract terms and conditions* Plan themed Customer events to generate prospects* Participate and network at industry functions to generate contacts and prospects (e.g. AIIA)* Support and promote SkillSoft latest capabilities to Seek Learning sales staff* Monitor and review Seek Learning performance* Create joint GTM plans and performance goals with Seek LearningPresidents Club 2008Presidents Club 2007Presidents Club 2006Presidents Club 2005