Wayne Guthrie

Experience

• 

  Burroughs Corporation

  Jan 1979 - Jan 1982

  Large Account Manager

  Duties included field sales work with existing large accounts and prospecting for new accounts, design of forms management programs, customer liaison, forecasting and account management.

• 

  Pacific Bell

  Feb 1982 - May 1995

  Account Executive Industry Consultant

  Responsible for leading a team of as many as 16 people in working with several Fortune 1000 Accounts. Achieved quota or above for 13 straight years. Sold the largest SMDS Wide Area Network used in the financial market in California. Graduate of the Hill and Associates Data Communications Institute. Proficient in design of Broadband networking, WAN and LAN technologies. Worked at numerous trade shows, (TCA, Interop, Texpo) giving application and product presentations. President’s Club winner (5); Sterling Club (2). Show less

• 

  Pacific Bell Internet Services

  May 1995 - Dec 1998

  Designed and help implement and integrate a new External Channel Partner Program for Southwestern Bell Internet Services. Helped design and implement Web Hosting Partner Program for both Pacific Bell Internet and Southwestern Bell Internet. Continued work in partner selection and training, sales management and training of Partner Sales Managers, technical support, public presentations, budgeting, and forecasting. Drove program sales in excess of $2,000,000 (10% of total company sales). Redesigned and implemented new External Channel program involving over 160 Partner companies. Duties include partner selection and training, sales management and training of Partner Sales Managers, technical support, public presentations, budgeting, and forecasting. Program accounted for over $1.4 Million in new sales in 1996. Responsible for start-up operations in Southern California. Duties included, training Pacific Bell account teams, public presentations on PBI services, direct sales and technical support, forecasting and administrative activities. Sold first dedicated Internet connection for Pacific Bell Internet. Recruited and trained three additional sales team members for Southern California region. Ended 1996 ahead of expectations for dedicated Internet sales in Southern California.

  • Manager - External Channel Sales Agency Program

    Aug 1997 - Dec 1998

  • Channel Manager - Partner Program

    Jan 1996 - Jul 1997

  • Internet Application Manager

    May 1995 - Dec 1995
• 

  AT&T

  Jan 1999 - Dec 2013

  January, 2011 assumed the role of Integrated Solutions Specialist 3 (ISS3) for the Central and Western Regions of the Alliance Channel. In this role I assisted Solution Providers to proactively identify and target prospective opportunities, build an opportunity roadmap and lead the sales team and associated partners in an effort to close opportunities. I also helped develop the customer relationship and anticipated client concerns/roadblocks to closing sales. My responsibilities included training, prospecting, qualifying, proposing, pricing, contracting, negotiating and closing the AT&T portfolio of managed, and emerging services. This portfolio included, Data Center Hosting, Cloud Services (Storage as a Service, Compute as a Service, Platform as a Service, Infrastructure as a Service), Application Services (Enterprise Applications [Oracle & SAP], eCommerce, Messaging and Collaboration), Security, Consulting, Professional Services, Unified Communications, Telepresence, Digital Media Solutions, Storage, Mobility Integration and Complex Networking. Show less Supervised the Technical Sales Executive team for the sales unit in California Business Sales. Responsible for selling data products, equipment and services to business customers and for maintaining and growing existing customer data products base. Applies in-depth technical knowledge of data products and services, competition, marketing objectives and sales skills to sell data products and services. Introduced IP services into the SBC Allinace Channel. Grew overall data revenue sales from 15% of the organization's revenue to 75% of the revenue. Show less

  • Integrated Solutions Specialist 3 - Alliance Channel

    Jan 2011 - Dec 2013

  • Technical Sales Manager - Data Network Consultant Team

    Jan 2008 - Jan 2011

  • Technical Sales Manager

    Jan 1999 - Dec 2007
• 

  WG Technology Consulting

  Jan 2014 - Feb 2018

  President

  Independent Consultant at WG Technology Consulting, LLC. Providing solutions to SMB for Hosting, Cloud Voice and Data Networking and Cyber Security. Over 34 years of telecommunications experience in data networking, hosting, cloud, security and business continuity services. Currently providing analysis and solutions to SMB to ensure companies are taking full advantage of the technology available to them, and ensuring they are protected from natural, and un-natural business disasters.External Partner Program Consultation. Over 20 years’ experience in external agent/partner programs. Expertise in channel design, operation, compensation, support, expansion, and channel event planning and execution. If you are looking to add an external sales channel, or improve upon an existing program, we can offer valuable insight and guidance.CISO for hire: Companies continue to struggle to comply with regulatory laws such as HIPAA, PCI, Sarbanes-Oxley, GLBA and other global privacy and security laws. Many companies have needs not only in maintaining the confidentiality of client data but also in providing assurances to clients that the security controls you have implemented conform to existing laws and regulations. Many companies do not have a Chief Information Security Officer (CISO) on their staff, or they may be in a transition phase while seeking a qualified CISO. We can supply you with a full or part time CISO to fill that gap for a short time, or for the foreseeable future. Show less

• 

  AT&T

  Mar 2018 - now

  Kicking it up a notch. Still the "Swiss Army Knife" of the AT&T Account Team. Responsible for monitoring customer services to ensure correct contracts and billing. Look for ways to improve current customer telecommunications and security. Review legacy services looking for appropriate technology migrations. Work with the assigned Sales Executive to provide comprehensive solutions to the customers. The "Swiss Army Knife" of the AT&T Account Team. Responsible for monitoring customer services to ensure correct contracts and billing. Look for ways to improve current customer telecommunications and security and work with the assigned Sales Executive to provide comprehensive solutions to the customers. Bringing over 36 years of telecommunications technology knowledge to this assignment, I will be assisting AT&T clients to improve their cyber security defenses, network designs, and telecom infrastructure to help them meet today's needs and tomorrow's goals.

  • Account Manager 3

    May 2023 - now

  • Account Manager 2

    Feb 2022 - May 2023

  • Client Solutions Executive 2

    Mar 2018 - Feb 2022