R. Wayne Johnson Email & Phone Number

Westlake, Texas, Us

Executes strategic leadership to expand the ecosystem of business partners to drive profitable growth. Manages cooperative relationships to drive performance, including the development of account plans, performance management, escalation management, and corrective actions. Leads cross-functional team (legal, finance, products, engineering, sales, marketing, operations) to drive business initiatives and processes. Responsible for alliance partnership activity in the areas of products/services (navigation, asset tracking, driver workflow, WSB, TPMS, etc.), integrations (TMS, ERP, maintenance, etc.), and data share/licensing (HOS/ELD, fuel tax, load tracking, payroll, etc.).

Advised clients on selling end-to-end technology solutions in the Internet of Things market. Trained teams on wireless data solution design. Capitalized on relationships with strategic partners, software integrators, and resellers to facilitate the training and implementation of wireless solutions. Developed route to market strategies, product marketing content, contract agreements, presentations, and executive summaries.Highlights:• Supported a re-Launch of OmniQuest, a CAE-FEA software company in the engineering marketplace. Created and executed on establishment of CRM, eMarketing, and Sales Operations processes. Additionally, coordinated forecasting, planning, and budgeting processes used within the department. Worked closely with channel distributors on improving their G2M strategies.• Supported the launch of Wherible – a leader in wearable GPS technology, co-creating business plan. I also developed the sales and marketing strategies for both direct and indirect channels of distribution.• Developed key opportunities for Fleetistics in new vertical markets for resellers, solution providers, and data consulting groups. Developed Co-sold solutions in vertical markets with Geotab, Gurtam, Rosco, Route4Me, and Predictive Coach

Novi, Michigan, Us

Managed support functions essential to the sales and marketing organization including planning, reporting, quota setting and management, sales process optimization, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent. Additionally, coordinated sales forecasting, planning, and budgeting processes used within the sales and marketing organization, to ensure continuance of company’s objectives. Proactively monitored and strived to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. Supported the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources. Worked closely with team members to inspect sales process quality and prioritize opportunities for improvement.

Maitland, Florida, Us

Directly oversaw the activities of the sales team responsible for growing revenue by selling new business and managing existing Harris clients. Developed and delivered RFP responses for government procurement requests, designed strategic product specifications and presentations to support winning bids. Developed and implemented marketing and branding initiatives for the company in support of the business plan with the latest marketing technologies.Highlights:• Developed value-added sales stages and designed and implemented a workflow to track the progression through the sales process in Salesforce.• Performed monthly sales forecasting and competitive analyses to determine product performance levels and the need for new product developments and modifications on an annual basis.• Provided input to the product development team to enhance and expand product offerings based on evolving market conditions and customer feedback.• Inspired the Sales team to work collaboratively toward a shared vision, while providing ongoing mentoring, coaching, and development opportunities.

Naperville, Illinois , Us

Managed global direct and indirect sales channels, including distributors, dealers, software integrators (SIs), value-added resellers (VARs), wireless carriers, and end-user customers. Developed Americas’ sales and distribution strategy for service and support. Defined product requirements, pricing, and support. Forecasted subscription growth and provided feature requests from the field. Led regional sales managers in four markets across the US. Prospected and developed sales leads for direct strategic customers by calling, networking, and attending trade events; called on C-level executives to develop new business and key software alliances. Established and administered ecosystem partnerships to supply third-party applications and hardware.Highlights:• Built systems, products, and procedures from the ground up. Spearheaded the rollout of Salesforce.com across both internal users and channel partners for CRM and designed the quote-to-cash process.• Played a key role in preparing product roadmaps and marketing communications for Infrastructure, Core, and Edge services and products in the IoT space.• Launched the initial End to End Mobile Resource Management solution, securing 600+ clients in the first two years.

Westminster, Co, Us

Oversaw sales and sales operations in the Americas Field Services division, targeting accounts from 1- 2,500 vehicles. Formed and led five regional sales departments with revenue of $120M. Developed Americas’ sales and distribution strategy. Managed global indirect sales channels, including distributors, dealers, SIs, VARs, and wireless carriers. Created and administered global channel partnerships.Highlights:• Created a brand-new channel sales model for distributors to resell solutions and signed 20+ new distributors in 12 months; signed existing Trimble dealers in other areas of business to the new program.• Drove rebuilding in the SMB marketplace to eliminate churn, reduce costs, increase presence, and boost renewal rates. Pioneered strategies to penetrate the horizontal fleet market.• Helped define product roadmaps for Plug and Play OBDii, Handset-based solutions, and Mid-market Touchscreen solutions.• Developed new features and introduced several new product lines into sales channels, including Hours of Service, Driver Safety, and Mobile Workforce Management.

Managed direct and indirect product marketing in addition to sales, strategy, planning, and forecasting. Built and led a direct sales force. Administered entire sales cycle, from lead generation and client assessment through product demo, pricing and service negotiation, and final closing. Advised on strategic objectives, prospective growth opportunities, and territory management practices. Designed and delivered sales and product presentations to key decision makers including owners and executive teams.Highlights:• Played a key role in propelling company from initial startup through successful and lucrative sale to Francisco Partners.• Leveraged strategic sales and marketing tactics to fuel substantial, sustainable revenue gains throughout tenure; sales team consistently exceeded quota and volume projections during tenure.• Significantly improved data collection efficiency and reduced costs by architecting an entire back-office CRM system for sales, customer support, and field operations.• Developed a nationwide distribution channel, including sales, service, and installation management systems.• Leveraged strategic sales and marketing tactics to fuel substantial, sustainable revenue gains throughout tenure.

Dallas, Texas, Us

Provided wireless system consulting in device integration of hardware, middleware and software. Conducted multiple group training sessions for customers and partners on the design of wireless-data systems. Developed, sold and supported several fortune 500 clients in their first wireless data solutions.

Dallas, Tx, Us

Performed as part of wireless solutions team to facilitate sale of wireless data solutions through BellSouth MNS Managed Network Services, BellSouth Mobility, and BellSouth Business Systems. Provided consulting expertise, sold, and implemented wireless data offerings to such enterprises as BellSouth, MCI, Virginia Power, Andersen Consulting, and Media One. Delivered consulting regarding device integration of hardware, middleware, and software. Led multiple group training sessions for customers and partners on design of wireless data systems. Networked and leveraged relationships with Symbol Technologies, Intermec, Itronix, Panasonic, RIM, Handheld Products, Broadbeam, Synergistic Systems, Field Centrix, MDSI, Utility Partners, Cheetah Software, and Wireless Matrix. Interfaced with partners, SI, and VARs on training and implementing their solutions on network.

Diegem, Be