1. WAYNE AANENSON Lincoln, CA 408-429-3635
wja103@gmail.com • http://www.linkedin.com/in/wayneaanenson
SOLUTIONS ARCHITECT / PRESALES SYSTEMS ENGINEER - PROGRAM MANAGER
Project Management / Enterprise Solutions / IT / Systems Integration / Product Development /
Systems Design & Implementation / Presales Engineering / Technical Sales / Sales Support /
SDLC / VoIP / SIP / Bids / Proposals / RFPs / Contract Capture / Client & Vendor Relations /
Presentations / Needs Assessment / User Support / Change Management / Client Retention /
Training / Team Building / Risk Management / Disaster Recovery / Contingency Planning /
Networks / Cloud / Call Centers / Data Centers / Migrations / Process Improvement / Budgets /
Best Practices / Strategic Alliances / Planning / Telecom / Reduction / Customer Service
A versatile and multi-talented technology Pre-Sales Engineer, I have an outstanding record developing,
selling, engineering and delivering high-performance value-added IT, telecommunications, network and
call center platforms in hosted enviorments services at firms such Genband, Cbeyond, Interactive
Intelligence, Inc. and Nortel Networks. Working closely with business development, sales and
marketing teams, I have architected cost-effective systems integration solutions to win major contracts
with clients from a broad array of industries.
A strong contributor to business development, including pre-sales engineering, bid and proposal
preparation, pricing and C-Level presentations, I have been instrumental in securing contracts worth
millions of dollars from leading healthcare, telecommunications, higher education, state and municipal
government clients among others. My client list reads like a who’s who and includes customers such as
the State of California, the City of Los Angeles, the City of San Jose, Wells Fargo, Sprint,
Symantec, one of the world’s most prestigious research universities, a leading food and beverage
distribution company, several large regional health care, home/senior care, and hospital networks and the
University of California at Davis, among many others.
Leveraging strong relationship building talents, I have forged win-win strategic alliances with some of the
largest technology firms in the world as well as profitable partnerships with a multitude of value-added
resellers. My collaborations include development and deployment of complex solutions in partnership with
industry giants such as AT&T, Verizon and SBC. My background also includes proven expertise in
development and continuous enhancement of innovative new products and services, as well as
successful product launches.
At your firm, I could make a strong impact by:
 Aligning IT & systems with demanding client requirements
 Architecting & implementing high-performance technology solutions
 Leveraging technical & subject matter expertise to capture new business
 Forging profitable strategic alliances & win-win VAR channel partnerships
 Translating disruptive technology advances into opportunities to win sales
 Fostering innovation, continuous improvements & organizational excellence
 Planning & delivering complex projects within strict time & budget constraints
 Accelerating development lifecycles to speed game-changing products to market

2. WAYNE AANENSON
PAGE 2
Lincoln, Ca. 408-429-3635 wja103@gmail.com
 Converting high-trust client-centric relationships into growth & customer retention
 Capturing business by engineering solutions to boost performance while cutting costs
Known as a penetrating analyst, astute problem solver, trusted strategic partner and persuasive
communicator. In addition to studies at Skyline College in Electronics & Fiber Optics, my education,
technical training and other credentials includes numerous Avaya Professional Design Specialist
(APDS) and Avaya Professional Support Specialist (APSS) Certifications and solutions engineering
certifications in a wide variety of technical disciplines from Genband.
CAREER HISTORY & SELECTED HIGHLIGHTS
Solution Architect - Advance Communication, Verizon (TechMahindra) 2016 Solutions to quote Presales support
Professional Services Sales Factory - Prepare statement of work (SOW) documentation including validating customer
requirements and partnering with product or professional services as needed
Senior Solutions Architect, Genband, a $1B privately held leader in telecom solutions, 2014-2015.
Recruited to design, develop and promote innovative software Cloud Solutions for clients in government,
higher education and telecommunications. Notable contributions include:
Accelerated project plan wins a $1M deal. Genband client the City of Los Angeles needed
to restore critical telecom services following loss of a building in a fire. Reengineered a
proposal for a Unified Communications solution, recommending use of existing Nortel/Avaya
call servers to expedite implementation. Helped to secure a major professional services
contract add-on, participating in every phase of the proposal from needs assessment and
pricing to final presentation.
Architected a solution to capture a $3M+ contract. One of the world’s most prestigious
research universities needed to replace an obsolete telecom/call management system.
Developed a tandem Genband application server Unified communications solution with G5
gateways to avoid costly replacement of existing Avaya and Cisco call routing/ACD systems.
Combined an energy-saving high-efficiency architecture with a space-saving footprint.
Provided a path to a three-year ROI based on energy consumption savings to help close the
multi-phased, multimillion-dollar deal.
Unified Communications Solutions Architect, ArrowS3, a division of $22B Arrow Electronics, 2014.
Recruited for an interim assignment to design network, telecom, disaster recovery/contingency and other
Cloud solutions. Identified and exploited new business opportunities in close collaboration with senior
sales/account management leaders.
Senior Solutions Engineer, Cbeyond, a $450M division of Birch Communications, 2012-2014. Directed
presales support for Internet, VPN, MPLS and Cloud voice & data cloud solutions. Played a key role in
securing major new contracts and renewals. Key accomplishments include:
Developed a cost-saving cloud-based disaster recovery solution. Cbeyond was asked
by a regional accounting firm to develop contingency planning solution following a
catastrophic flood. Designed a cost-effective virtualization model, migrating accounting,
database and other key applications to the cloud. Provided robust data security, internal
access controls and always-on Internet access. Enabled the client reduce staffing,
infrastructure and related data center operations costs while providing bulletproof disaster
recovery capabilities and infinite scalability.
Created a comprehensive network solution. A large food & beverage distributor came to
Cbeyond seeking way to cost-effectively connect two remote locations. Engineered an
MPLS design with a Quality of Service (QoS) architecture to win the contract. Provided a
seamless comprehensive Cloud Communications solution, including VoIP, data and Internet

3. WAYNE AANENSON
PAGE 3
Lincoln, Ca. 408-429-3635 wja103@gmail.com
access. Ensured maximum disaster recovery survivability while sharply reducing the client’s
PSTN, hardware, climate control, energy and staffing costs.
Presales Systems Engineer, Interactive Intelligence, Inc. (I3), a $340M systems integrator, 2010-2012.
Directed design of unified communications and contact center solutions, including Cloud and CPE. Played
a key role in preparing and presenting proposals resulting in major contract wins. Achievements include:
Devised a cost-saving conferencing solution to win $200K contract. An I3 client in the
senior care referral business was looking for ways to reduce the costs of third-party
conferencing services. Designed a server/software-based solution to be added existing
platform to win a contract add-on. Generated sufficient savings for the client to capture a full
ROI in only 18 months.
Engineered a high-efficiency solution for a growing hospital network. A large regional
health network that was expanding through a series acquisitions wanted to simplify a costly,
complex multi-vendor contact center environment. Working with an I3 channel partner,
architected a solution to consolidate all call center operations into single multichannel facility.
Won a $400K contract. Provided a highly-scalable platform capable of meeting rising
demand and peak call volumes while reducing dropped calls, time-to-answer, time on hold
and other key metrics.
Presales Systems Engineer, Nortel Networks, 2000-2009. Promoted to develop and promote sales of
solutions targeting major accounts and channel partners, including Verizon, Wells Fargo, Symantec, SBC,
Qwest and Sprint. Contributions include:
Instrumental in securing a $6.2M municipal VoIP contract. Nortel was invited to bid on
an RFP for data/telecom at San Jose’s new City Center complex. Participated in every
phase of the proposal from planning and pricing to presentation. Developed a
comprehensive VoIP platform, unified messaging, data infrastructure and call center
applications. Played a key role in winning a contract with $1.2M for professional services,
$2.9M for hardware, $1.6M for managed services and $500K for implementation.
Transformed channel partnerships to double revenue to $400M. Asked to join a core
management team assembled to improve Nortel channel revenue generation. Enlisted new
channel partners. Created an aggressive training program for VAR partners using onsite and
webinar sessions to increase visibility and collaboration. Expanded VAR support for pricing,
configuration architecture, proposals, client-facing presentations and support services.
Increased independent channel partner revenues by $200M in two years.
Captured a competitive edge to win a valuable subcontract. Nortel wanted to secure a
piece of Verizon’s State of California CALNET 2 contract for IP Voice/Data/Video Services
(MAS 3) and Broadband Fixed Wireless Access/Data Services (MAS 4). Developed a
solution using a suite of Nortel data products at a lower cost than other subcontracting
competitors. Captured $1M in projected first-year revenue with options for extensions and
add-ons.
Contributed to millions in sales with high-level presentations. Tapped to join a team of
Technical Presenters at Nortel to provide technical/subject matter expertise. Conducted
more than 100+ presentations for C-level client executives on a wide range of products and
services including VoIP, Wi-Fi, unified messaging, communication server Applications (Find
Me, Follow Me, Conference Bridge and management applications with billing analysis),
contact center and data products (Core and Edge). Helped to close dozens of deals worth
millions of dollars in revenue.
Designed an incremental upgrade solution to win a hospital contract. Saint Mary’s
Regional Medical Center was looking to update features on a 12-year old Nortel
communication platform on limited budget. Because the system was discontinued and out of

4. WAYNE AANENSON
PAGE 4
Lincoln, Ca. 408-429-3635 wja103@gmail.com
production, engineered a hybridized phased-implementation option, providing the most
critical new functions in the short term via the legacy platform using while a creating a long-
term migration path when more funds became available. Met the hospital’s feature and
budget needs to secure a $600K contract for Nortel.
Played a key role in successful product launches. Nortel needed to roll out a suite of new
products. Forged strategic collaborations with key customers and VAR distributors, including
AT&T, Verizon and SBC, to conduct beta testing of the new platforms. Gained valuable
insights while building market awareness. Cleared the way for rapid acceptance of the new
VoIP, Meridian Integrated Conference Bridge and Meridian Integrated Call Director systems,
helping to generate millions in first-year sales.
Previously at Nortel, Sr. Engineer, New Product Introduction Project Manager, 1997-1999.
Earlier: Project management, technical and sales roles at FMI Communications. Served in the US
Marine Corps Reserves, attaining the rank of E-4 before earning an Honorable discharge.
EDUCATION, TRAINING & CREDENTIALS
Studied at Electronics & Fiber Optics at Skyline College.
Other training includes:
CRM SFDC, Oracle
Avaya Professional Design Specialist / Avaya Professional Support Specialist and other Avaya
certifications: APSS Contact Center Curriculum; APDS Unified Communications, APSS Customer
Experience Management, APSS Avaya Networking, APSS Avaya Scopia, APSS Avaya Unified
Communications; Avaya Contact Center Solutions for IP Office Operations, Avaya Small and Mid Market
Communications.
Interactive Intelligence Interaction Center Certified Engineer
Genband certifications: SBC 15; Qflex 15; SBC 10; A230; A211; DMS Basics
TECHNOLOGY TOOLBOX
Hardware, operating system, network and software application platforms include products from a variety
of vendors for PBX, VoIP, networking, Wi-Fi, contact/call center, ACD, VPN, MPLS, hosted voice and
data Cloud services, PSTN, CPE other solutions.
MILITARY SERVICE
Served in the United States Marine Corps. Attained the rank of Corporal (E-4) before earning an
Honorable Discharge. Assignments include Electrical Technician roles servicing A-4 Skyhawk aircraft.
PERSONAL INFORMATION
Married with two children. Member and recording secretary of the Independent Order of Odd Fellows, a
charitable and social service organization. In my spare time, I enjoy softball as a both an active player and
umpire in adult leagues.