William W Walker

William Walker ______________________________________________________________________________ Capability Statement for Business Development, Sales, and Marketing Consulting Services • Business Development and Sales Executive, who excels at executive level engagement, relationship building, and partnership development. • Successful record of lead generation to qualify and nurture new prospects and partners for my clients and leverage of relevant subject matter experts to increase sales. • Content marketing expertise: White Papers, eNewsletters, emails; RFP preparation and RFP responses. • Knowledge of Communications and IT technology: SaaS, Cloud, VoIP, Mobility, Conferencing (audio, web, video), IP Telephony, and Cybersecurity. Key Strengths and Knowledge: *Business Development *Sales *Marketing Strategy *Partnership Development *RFP’s, White Papers, Email content *Social Media *CRM’s (Salesforce; HubSpot) *Networking *Vendor Evaluation and Selection Experience: Woodard Walker Associates, Inc., Principal, Vienna, VA, 2009 to the Present Business Development and Marketing Consulting Services Recent, selected engagements include: • For a European Supply Chain company, executed a Business Development project for their Electronic Data Interchange (EDI) software solutions by collaborating with their marketing & sales team to penetrate the U.S. market: -Work included the identification of key commercial market segments, target messaging, and lead qualification through LinkedIn and other resources, email generation, and networking. -Key accomplishment: Connected the client with an influential association, the Automobile Industry Action Group (AIAG), whose members included Ford, GM, Chrysler, and the Tier 1 and Tier 2 automobile suppliers, their most important market. -Focused on hot buttons to warm up a list of registrants prior to the AIAG Supply Chain Trade Show to increase foot traffic to my client’s booth during the trade show; thereby increasing sales opportunities. • Helped to develop and execute a Business Development campaign for software client, GuardianEdge (Symantec), for licensing of their endpoint software encryption to 16 Federal Government agencies. Key sales result: facilitated and moderated their first sales meeting at the U.S. Department of Homeland Security, Office of the CIO, in 4 months whereas GE was unsuccessful for 2 years; followed by further introductions and proof of concept evaluations for their software encryption at TSA, CBP, FEMA, Coast Guard, and a successful RFP response which led to a $2.1 million sale at TSA. Developed a partner relationship with Lockheed Martin, which resulted in a proof of concept evaluation of their software and an invitation to bid on a HUD RFP. • For an organizational development consulting firm, JJA Consultants, cultivated teaming partners, helped write RFP responses, as well as promoted registrations through emails and calls for their Leadership Best Practices Conference to increase sales. Marketing Examples: • Marketing Campaigns for diverse C level executives (Technology, Health Care, Financial Services, Consulting), which included marketing strategy, rewriting of their LinkedIn Profiles to improve branding and use of LinkedIn’s Sales Navigator tool, personalized emails, and calls to generate new, qualified leads and build their sales pipelines. • Wrote a Mobility White Paper, “Gain Competitive Advantage with Empowered, Secure Mobile Employees” for the Executive VP of IPC Technologies, Inc., a telecom vendor, which generated new lead inquiries that resulted in sales. • For the COO of JJA Consultants, Inc. helped develop the content marketing strategy for a series of articles published in LinkedIn to generate discussion, inquiries, and leads in targeted LinkedIn groups for their Leadership Best Practices Conferences and Human Resource consulting services. Earlier Career Experience: Management Consultant for the Washington Group-Consultants, LLC and sales positions with companies acquired by Sprint & Siemens. Certifications: • HubSpot Email Marketing Certification, Boston, MA • HubSpot Content Marketing Certification, Boston, MA • HubSpot Inbound Marketing Certification, Boston, MA Education • MBA, College of William & Mary, Williamsburg, Virginia • BA, Political Science, University of North Carolina, Chapel Hill, North Carolina Emeritus Member, The Society of Communications Technology Consultants International (formerly the Society of Telecommunications Consultants), Albany, NY.