Wayne Dennison

202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Sales & Business Development - Software, Services, Cloud and Customer end-client enablement sales.

Sales History
Since 2006 Accomplished Sales, Account, Business Development and Client Development Executive
 A seasoned Sales & Account Business Development Director, individual contributor.
- $130M+ in Sales and $250M+in hands-on technical sales enablement & account projects.
~ Drove operations and growth projects in high ROI, Sales Revenue Management / Revenue
Cycle Management in Public Sector & Private Sector.
- Cultivated client engagement in longer Sales Cycles, maintaining a consistent competitive
analysis, positioning, and reporting with system integration & application services projects
~ Sales and Services expertise in Client CRM, CIS, ERP, Vendors, Finance, Accounting, and
end-customer technologies facilitating account enablement and financial visibility with
xAAS, Cloud, On-premises, and Enterprise.
~ Analytical; Operations for Client Sales and Services, Software, Systems Integration,
Engineering, Infrastructure, Quality, Data Governance, Cybersecurity, Analytics and
Operations.
- Multi-channel inbound and outbound sales and service communication optimization
~ End-client; Account operations, services, customer satisfaction and resolution
management.
~ High Engagement in Targeted, Client Operation Solutions, Sales Execution (Individual
Contribution), Competitive Pricing and Vendor based Selection.
~ Created new customer sales, client acquisition, establish demand, create purchasing
enthusiasm, retain current clients and foster account growth/expansion.
~ Lead Operations customer engagement, management, creative solutions, and connecting-
the-dots with client leadership.

Consulting History
1994 to Current Accomplished Sales Consultant - Client Operations & Technical Services
- Over 12 Sales and end-customer account enablement, transformation, Business Management,
Revenue Management / Revenue Cycle Management projects in CIS, CRM, ERP, EBS, Finance,
Accounting, Purchasing, CCAAS. UCAAS.
~ Public Sector (Federal, State, Municipal, Regional, City, Courts, Utilities & Public Services)
~ Private Sector (Utilities, Energy, E&U, Telco, Telecom, Telecommunications, Banking, Financial
Services, Insurance, Healthcare, Automotive, Aerospace and Entertainment.
- Sold, facilitated, and supported Accounts with high functioning services and systems integrations.
~ CIS, CRM, ERP, Accounting, Operations, Account Based Services, Data Governance, Change
Management, Data Cleansing, Data Conversion and Business Process Optimization
- Prospected Multiple Large-Scale CRM/CIS/ERP, Billing/Accounting/Customer Account Data and Analytic
Centric Projects, Vendor and Vendor Selection based Implementations.
- Collaborated / Collaborate with Stakeholders, articulated vision, critical thinking towards operational
and tactical needs for leadership.
~ Articulated strategic vision with creativity, while cross-selling and emphasizing system
communication skills and automation.
- End-Client Sales Solutions Technical, Analytical, Functional and Operational consulting services.
~ Digital transformation, business process optimization, change-management, and technologies
enablement for inbound, outbound, sales, operations, and account services.
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Sales Execution
- Adept at establishing trust and credibility with the stakeholders and decision makers.
~ Highly effective in new business product and services positioning, development, negotiation,
establishing MSA's, problem solving and analysis. (Self, Oracle, Accenture, Cognizant, Itineris)
~ Expertise in Inbound and Outbound end-client sales and account enablement technologies and
operations.
> Sales success with go-live, lights on support, quality, outage, and operations track record
in multiple sectors. (Accenture, Oracle, Cognizant, Itineris)
- C-level sales, marketing, and business development experience; market, competitive / competition
analysis, client relations, product, and market messaging. (Cognizant)
~ Took charge of planning/executing new logos, compromised projects, conference preparation
and sales collateral. (Cognizant)
~ Account Resolution of orphaned/abandoned clients and in-flight projects; Product use, training,
change management, business process optimization, operations management, national sales,
and marketing. (Cognizant)
~ Adept at coordinating RFI/RFP / QUOTE strategy, content, sales collateral, presales, demo,
tradeshow, marketing, branding, and messaging at all pricing levels. (Accenture, Cognizant,
Itineris)
~ Demonstrated diplomacy and forbearance in dealing with customers (Oracle, Cognizant,
Accenture, Itineris)
~ Project Management, three departments, interacting daily with personnel for matrixed
organization. Coordinated a task force to prepare for Oracle OpenWorld. (Cognizant)
~ Strong executive management presentation, including strategic vision, planning, team building,
alliance building, board-level presentations, and stakeholder relations. (Itineris, Oracle,
Accenture)
- 3x developed new business development and sales processes that vastly improved messaging efforts,
enabling explosive growth, for; (Accenture, Cognizant and Itineris)
~ Presented to client and sold services, hired, and onboarded highly effective service delivery
teams, by region and capabilities, which significantly improved travel, contract fulfillment and
rate card-based profit. (Cognizant, Oracle)
~ Adept at Client Acquisition, using, Presentation Skills, Selling Solutions and programs to
stakeholders and decision makers.
- Advised management on public facing risk mitigation and disaster recovery project opportunities.
~ Skilled in issue management, problem solving and troubleshooting systems, processes and
workflows that impacted end-customer, sales enablement, and account services.
~ Customer Information Software is designed to help organizations manage multi-channel
inbound and outbound communications.
> Customer Information System (CIS) is a complete Customer Relationship Management
(CRM) Application often adapted via user-defined fields accommodating to current
business processes and workflows.
> There is a risk of over-customizing a software, which could impact industry best
practices, automation, dashboards, analytics, and business intelligence.
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Experience
WDSGC – (Sales Growth Consulting) 2016 to Current
VP Sales Growth Consulting, Business Development Director and Client Development Executive
- Resolved commercial operations Sales Growth issues, improving messaging, content and outreach for
Clients with Fixed Bid's and Change Order from End-Client Scope creep.
- Built a solid network of influential contacts based upon a quality business relationship in the industry.
~ Formed key business and government liaisons supporting new targeted proposals and
initiatives for national growth and expansion through RFI/RFP / QUOTE pipeline management.
- Sales Management Focus; Supervised client-facing, digital collateral for Client Campaign(s).
~ Created Go to Market strategic initiatives and brand / marketing messages for external partner
campaigns, through research, and secured new opportunities for sales growth, introducing two
new partnerships: Generating 15% increase in sales.
~ Provided Sales, Business Development, Management Consulting and Client Services
> Enterprise Sales, Vertical Software, CloudTech, Smart Grid, Big Data and IOT Clients.

Itineris
Director of Sales, Business Development Operations., 2015 - 2016
 Increased poor leadership proposal acceptance from (10%) in North America (to 87%) in Public and
Private Sector.
 Prospected, Cold-Called, Planned, presented, and executed 3 Alliances, 3 Channels and 2 Acquisitions
for EU based Company.
~ Oversaw segment and strategic marketing, roadmaps, product definition, partnerships, and
M&A valuation.
 Drove and maintained a strong industry-wide reputation, business relationship & service excellence.
~ Wrote, managed, edited, and facilitated.
> All RFI/RFP / QUOTE Pipeline, Tradeshow and Market Messaging Content.
 Established Market Messaging Content Library.
~ Project Management of all commercially developed system integration collateral activities.
> Including design, PR, promotions, brochures, collateral development, white papers, and
press interactions.
 Determined project selection and resource allocation for Sales and Business Development staff.
 Sold Microsoft Dynamics AX based ERP/CIS/CRM in Energy and Utilities
Big Wins: 7 of 8 @87% for Software and Services deals. Placement in Gartner CRM/CIS Review
Projects: Initial ~$1.1m, Total Projects: @6M.
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Cognizant – Utilities, E&U, Telco, Telecom, Telecommunications, BFSI and Automotive

Senior Manager - Oracle Solutions Practice, 2014 - 2015
 Enterprise IT Consulting, Services, and Integration
 Oracle Enterprise Services, ERP, EBS, CCB, RBM, RMB, CIS, CRM, CloudTech, Products and IT Consulting.

 Proven Track Record with Technical, Operational, Sales, End-Client based end-to-end integrations.
 Rapidly promoted from Practice Leader to Account Management and Oracle Solutions Practice Sales.
~ Cold-Called, Sold and Serviced Consulting Services & Solutions and Serviced each Business
Relationship to
> Autotrader, US Bank, Anthem, Tracfone, Salesforce.com, Hartford Insurance, Delta
Dental, LabCorp, The Hartford
~ Department: Oracle Solutions Practice/EDGE Software, System Integration & IT Services.
 Drove practice from 1 floundering project to 5 projects by prospecting, with an increase in 55 new staff
in 10mos.
~ Built scalable, worldwide service delivery practice to support product, project, and system
integration roadmap.
~ Built highly responsive lights on support and outage management organization to support all
product lines.
 Played essential role in opening and penetrating key new accounts.
~ Strong Business Development, by focusing upon operational failures of clients
> solving their development, quality, and system integration efforts.
 Business and Customer Insight and collaborate / collaboration with stakeholders and decision-making
leaders, on end-to-end solutions.
~ Program Practice Leader; 5 Clients: Utilities, E&U, Hi-tech, Telco, Telecom, Telecommunications,
Banking, Financial Services & Insurance (Value @$34M).
Big Win: Salvaged client/cancelled services contract; Increased to a 500% headcount in 30 days
Projects: ~$3m, Total Projects: @$34M.
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Accenture – Utilities, E&U, Telco, Telecom, Telecommunications and BFSI

Sales and Business Development Director – Principal, 2012 - 2014
- Sales and End-Client Enablement - RFI/RFP / QUOTE Pipeline, Proposal, Requirements and Project
Management
~ Packaged, Sold and Delivered CRM and CIS Software, Purchasing, vertical and Management
Consulting Services for Commercial Development.
- Gathered Intelligence, Staffed and Delivered Complicated project proposals with
~ End-Client CRM/ERP/EBS/CIS/Finance/Accounting/UCAAS, CCAAS Environment in 6 Verticals.
> Private Sector, Utilities, E&U, Telco, Telecom, Telecommunications, Banking, Financial
Services, and Insurance
- Strategized, white-boarded, story-boarded and Implemented Management Consulting Systems
Integration Services for Oracle, SAP, and Microsoft Dynamics AX products.
~ Planned, Executed, and Onboarded Revenue Management Software Clients and fostered
healthy business relationships, services, brand awareness and value proposition for Public and
Private Sectors.
- Sales Management: Implemented Strategic Initiatives, cultivating RFI RFP / QUOTE Pipeline achieving
productivity and sales quotas consistently, focusing on turnaround strategies and reuse of content
(online, RFP / QUOTE, marketing, campaigns and newsletters)
~ Developed Internal Web-based RFP / QUOTE Content Library and Cart to expand services
beyond initial project.
- Employed direct, aggressive campaigns to attain top market share of announced RFP / QUOTE
requests.
~ Trained Pre-Sales, RFP / QUOTE/Business Development Analysts to boost commercial
development of sales collateral, connections and maximize RFI/RFP / QUOTE response quality,
through customized solutions and unique visual strategies.
- Prospected, Cold Called, Developed, nurtured, and maintained healthy client relationship management
with top Managed-Proposal Firms and Services, which generated 100% of total sales.

- Strong Proven Track Record of client, stakeholder, executive and legislative relationship development
with ethical, robust, and repeatable commitment to integrity centric solutions.
Projects: Client Acceptance 20% Average Project: $14M
Big Win: Irish Water @$40M and Deals Won @$68M as of 2014. Blended Rate: @$110-210h
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Xtensible - Acquired by Aclara (Utilities Services)

Principal, Standards Development - Interoperability, Industry Integration, 2009 - 2012
- Client Management, Interoperability Campaign(s)
- Lobbying and Policymaking with multiple Public Sector Government/Industry Trade Groups.
~ Cybersecurity Standards and Interoperability. (DOT/DOE/SGIP/ZigBee/UCAIUG/IEC/ISO/SAE)
~ Lobby Campaigns: Private, HiTech, and Public Sector at Industry Tradeshows, Conferences, and
Industry Events.
- Provided Industry Policy and Strategies Consulting, based upon commercial operations with Oracle and
SME experience.
~ Helped Clients with their GIS, Asset-Management, Meter Management, Premises,
Infrastructure, Substation, Transformer, Energy Management Systems, Distributed Energy
Resources, Demand Response, ML/AI/IoT/Telematics and Smart Grid Implementations
- Technical skillsets; Including standard and interoperability experience in Device Protocols with
ML/AI/IoT / Telematics and Sensors.
~ Lobbied policy makers, maintained healthy business relationships, and updated Infrastructure
and Asset Based issues on behalf of top Energy Provider in SOCAL.
- Hunted and pursued coalition leaders & committee members with solutions and strategic technology
purchases
~ Gathered intelligence, created strategic and tactical approaches towards client purchases and
enhanced offerings.
- Verticals Served: Software Companies, Utilities, Home, and Industrial Electronics.
- Co-developed and wrote Electric Vehicle Interoperability Document for Smart Energy Profile
commercial operations.
- Cold Called and led successful lobbying efforts by prospecting in public sector and Energy Industry.
~ Lobbying produced over
> 3.5k hours of billable time
> 10 new strategic policies
> Successfully conquered 3 ill-advised initiatives.
- For Energy Management System Integrator, helped establish a common approach to consuming,
representing and displaying energy in sensor monitoring devices.
- Project Management of account penetration projects at two tier-one Energy companies.
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Oracle
Technical Consulting Manager - Client Relationship Manager, 2006 - 2008
- CRM, CIS, Purchasing, Accounting, EBS, ERP, OMS, MDM, and Asset Management Systems
~ Utilities - Managed decision makers, business relationships, implementing functional &
technology-based solutions for clients.
- Sales, Project & Business Development for Oracle Utilities Solutions for Billing, Accounting, PeopleSoft,
CRM, ERP, EBS, OMS, FMS, Change Management, Business Process Optimization and MDM,
~ Created strategic & tactical plans, technical and software solutions for client Utility Operations
and Enterprise Sales.
~ Played key commercial operations troubleshooting and technical sales role before and after
sale to Oracle.
~ Advanced functional, operational and technology work including market participation in Texas,
California, PA, AZ, and FL.
- Rapidly created and documented product development commercial operations process that met Client
objectives.
~ Received accolades as one of Oracle's most profitable and successful CRM/CIS/PeopleSoft
implementations.
~ Boosted 25% of project revenue by rescuing Client QA services contract and redesigned Testing
Services dispatch and Error resolution, resulting in client award.
~ Project Managed implementation team for CRM/CIS in 4 projects, achieving first-pass success
with no major defects for go-live.
-
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Self - Independent Contractor - Sales and Account Enablement

Technical, Operations and Revenue Growth Enablement Consulting, 1994 - 2006
- Consultant Business Development - Multiple CRM/CIS/ERP/EBS, PeopleSoft Enterprise Integration
~ Private Sector: HiTech, Finance, Banking, Insurance, Telco, Telecom, Telecommunications,
Utilities and Energy, E&U
~ Public Sector: Federal, State, Legal, County, Municipal, Regional, Tribal
- Consultant - Fixed Price, CRM/CIS/ERP/EBS Products, Services, Enterprise Sales, Vertical, Cloud and
Software
- Consultant RFPs/Bids - Hunted CRM/CIS/ERP/EBS Bids, RFPs for Oracle, Accenture, Cognizant and
Itineris
- Consultant Sales/Bid Requirements & Project Manager Public and Private, CRM/CIS/ERP – Sprint, TXU,
SCE, JEA, LVWD, MDU, Idaho Power and Cascade Gas.
- Consultant SME - IoT, Telematics, Cybersecurity, Devices, Electric Vehicles, Energy, Telco, Telecom,
Telecommunications, BFSI and Automotive.
- Consultant Technical - Projects, as a SME, CRM/CIS/Call Center/Tech Support Systems Project Manager
and Software Developer
- Consultant Data Architect – CRM/CIS State Supreme Court, IBM, Nextel/Sprint Merger, DOT, DOE,
Emergency Services.
- Project Management, product development from technical perspective for CRM/Account/CIS/Call
Center/Tech Support/Ticketing/Operations/Outage Management/
- Voiceover Artist and Books in Print Actor for the Blind

Education
Undergraduate Education, Industrial Engineering, Arizona State University, Tempe AZ
US Marines – Secret Clearance
- NATO, Mediterranean & Caribbean Deployments
- USS DD. Eisenhower (Sea Duty)
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/

Addendum: PROFESSIONAL DEVELOPMENT and TRAINING

CERT - Oracle CC&B 2.4 Functional and Technical Training (Public Sector CIS/CRM Utilities)
CERT - Oracle ORMB for System Integrators and Oracle Partners (Public Sector CIS/CRM/Taxation/BFSI)
CERT - Oracle Business Intelligence, Oracle University (All)
CERT - Oracle CC&B 2.1, SPL WorldGroup Oracle University (Public Sector CRM/CIS/Utilities)
CERT - IBM’s WebSphere WBI - Technical Implementation (Telco, Telecom, Telecommunications)
CERT - Project Management, University of Phoenix
CERT - Visual Basic, PowerBuilder, Microsoft Access & SQL Server, Midak
CERT - Statistical Process Control, Motorola University
CERT - ISO9000, Total Quality Management, University of Phoenix

PROFESSIONAL MEMBERSHIPS & AFFILIATIONS

- National Association of Sales Professionals
- SAE (Society of Automotive Engineers, Industry expert – Non-Voting) -
~ Automotive (Initial Author of SEP2.0 Electric Vehicle Addendum)
~ Electric Vehicle Communication Plug (SAE J 2836 / SAE J 2847)
~ ISO PEV (Affiliate Industry expert -Non-Voting) - International Standards/Automotive (Principal,
ISO/IEEE/ZIGBEE Harmonization Addendum)
- UCAIUG/OpenSG (Contributing Member – Non-Voting) – Utilities, Smart Energy Management,
OpenADE, NAEB ESPI, PAP10, Green Button.
- Public Sector and Private Sector, Utility, .gov, user and supplier companies, dedicated to integration
and interoperability of electric/gas/water utility systems through international standards technology.
- ZigBee Alliance-Smart Energy and IOT Solutions, SEP2 Contributing member – Non-Voting) -
Utilities/Electronic Devices/Asset Management
- NASB - (PEV. Advocate Member, Contributing & Review – Non-Voting) -
Utilities/Electrics/Charging/Automotive
> Industry forum for development and promotion of an interoperable seamless, standards-based
marketplace of wholesale & retail natural gas and electricity
- ANSI-EVSP (Advocate Member, Contributing & Review – Non-Voting) - International
Standards/Electrics/Charging/Automotive

Industry Publications and Solutions (Public and Private Standards)

- ANSI, SAE, and ISO
~ Electric Vehicle: Communication, Safety and Energy Storage ANSI.ORG.
~ Electric Plug Standards Kit -
https://webstore.ansi.org/Standards/SAE/SAE28362847CommunicationPlug
~ Electric Propelled Standards Kit -
https://webstore.ansi.org/Standards/ISO/ISO6469ElectricallyPropelled
~ Rechargeable Energy Storage System (RESS) Package
https://webstore.ansi.org/Standards/SAE/SAE234424642758ISO6469
- Zigbee Alliance
~ Smart Energy Profile (SEP 2.0)
Wayne Dennison
202-838-6297 - waynedennison.com@gmail.com • http://linkedin.com/in/waynedennison/
~ EV Addendum