Wayne Janzen Email & Phone Number

Washington, Dc, Us

Herndon, Va

Ashburn, Virginia

• Managed migration of 100PB data center in Ashburn, VA to Amazon Web Services (AWS) Cloud• Senior member of Data Centers Facilities (DCF) team responsible for creating audit standards, engineering designs, operating procedures, organizing resources as well as managing operations and budget planning forecasts.

• Provided executive leadership for team of senior sales consultants and business solution specialists selling IBM Cloud, Big Data Analytics, IBM Watson, Security and Mobile (Apple+IBM) solutions to Retail, Consumer Products, and Travel & Transportation customers• Delivered over $590M annually in combined software and services revenues in omni-channel commerce, predictive customer intelligence, real-time personalization & promotion optimization, partner analytics, B2B commerce, merchandising & supply networks, intelligent asset management, retail payments security, mobile endpoint management, in-store beacon location networks and enterprise back-office transformation • Achieved over 120% annual growth rate during two year period

• Managed team of 97 senior sales consultants and solution architects selling Information Management, Data Analytics, Governance and Enterprise Content Management solutions to Banking, Insurance, Distribution, Automotive, Manufacturing, Government, Healthcare, Media & Telecommunications customers • Achieved an average over 220 client engagements per year and $380M+ in annual software license revenues in master data management, data warehousing, performance management and information lifecycle governance• Achieved 244% of sales plan in year 1 and 157% of sales plan in year 2 for combined 65% YOY revenue growth

• Led start-up team of 38 global sales consultants and solution architects for Federal, State and Local Government • Developed solutions in the following areas: - Social Services & Social Security – including integrated case management, citizen-centric service delivery, data security & privacy and shared services solutions - Customs & Border Management – including integrated security intelligence, fraud detection, entity analytics and identity management solutions - Public Safety – including integrated law enforcement management (crime data warehouse), first-responder and emergency management center solutions• Achieved an average over 220 client engagements per year and $271M+ in annual software license revenues • Overachieved individual quota assignment (303% year one / 371% year two / 173% year three) and team quota objectives (113% year one / 156% year two / 169% year three)

• Managed executive relationships with Gartner, Forrester, AMR, IDC and other analyst firms worldwide • Advised IBM senior executives group managers of key industry trends/issues observed by analyst community • Led public relations programs to manage IBM responses to analysts’ product reviews and evaluations • Developed media programs and events targeted to key influencers across 11 global industries• Increased IBM media share by 21 points YTD and helped achieve brand profit objectives by improving overall IBM brand image in key markets (84% “favorable” rating across multi-media campaign launches)

• Managed global government industry marketing programs and sales campaign activities for existing & prospective customers • Responsible for opportunity analysis, solution design, product naming, routes-to-market program planning, demand generation and solutions enablement • Created relationships with technology partners & systems integrators to market newly developed solutions• Supported community of 300+ Government Industry Solution partners with product enablement by designing and delivering industry-specific product demonstrations and presentation materials on solution capabilities and ROI• Delivered industry event keynotes, conducted executive briefings & press interviews, and authored 20+ op-ed articles published in Enterprise Systems Journal, Government Computing News and Washington Technology magazines

• Managed team of industry sales consultants and marketing managers for Banking, Insurance, Distribution, Manufacturing, Government and Healthcare industry verticals• Accountable for $750K marketing program spend & events budget and creative design of online marketing campaigns• Teamed closely with Product Development and Market Research teams to define “new-generation” of industry solutions designed for enterprise search & retrieval, information categorization, collaboration and analysis• Led monthly global sales campaigns which achieved 14% increase in Lotus market share and 35% increase in top 100 client account penetration

Master’S Degree, International Executive Mba

International residency projects for IBM China Group (Shanghai, Hong Kong and Beijing) and Doğuş Finance Holding Group (Istanbul, Turkey)

Bachelor’S Degree, Finance / Spanish

Activities and Societies: Sigma Chi