Wayne T. Hotchkiss
Calgary,Alberta
Summary
Dynamic enterprise sales leader with over 25 years of experience in technology sales, distribution, and channel partner management. Recognized for driving substantial business growth and exceeding sales targets. Expertise in crafting strategic sales plans and closing complex deals, generating over $650 million in cumulative technology sales revenues. Collaborative team player with a strong focus on results, adept at adapting to evolving business landscapes and implementing innovative sales strategies in competitive markets. Proven ability to launch and scale IT businesses, lead start-ups, and navigate IPOs, with deep knowledge of IT solutions, cybersecurity, digital transformation, and SaaS/MRC solutions. Poised to excel as an Enterprise Account Manager.
Overview
31
31
years of professional experience
Work History
Business Consultant
Grace Mobility
03.2003 - Current
- Led strategic initiatives to enhance operational efficiency and improve brand awareness and client satisfaction for high growth interior design business.
- Provided playbook for San Diego, CA based electronic components manufacturer expanding business into Canada
- Analyzed client needs, delivering tailored solutions to meet business objectives for US based IoT/SaaS Technology Solution Provider
- Analyzed client operations to identify efficiency improvements and cost-saving opportunities by transforming business from Distribution to Subscription based MRC model in Fleet and Asset Tracking
- Led IPO that raised $7M USD for San Diego, CA based SaaS IoT technology solution provider
- Qualified and facilitated sale of $3M IoT cellular module distribution business
- Managed inventory and supply chain challenges for emerging mobile data device manufacturers
- Developed strategic recommendations based on market research and competitive analysis for start-up cybersecurity data protection company
Enterprise Sales Director – Western Canada
THE WOLFSTRATA GROUP
05.2024 - 07.2025
- Launched a consultative IT business in a greenfield market, generating $2M in first-year revenue.
- Drove sales growth in Western Canada; expanded technology partner network.
- Built relationships with enterprise clients, enhancing customer satisfaction and retention.
- Collaborated with cross-functional teams for service delivery and business alignment.
- Led successful IT projects: tenant migrations, M365 ecosystem support, Azure decommissioning, Active Directory & Domain Controller upgrades, security awareness training, SaaS automation & backup, Teams Phone migration & training.
- Secured wins in Oil & Gas, Public Sector, Education, Municipal, and Legal sectors.
- Delivered advanced cybersecurity solutions: email/branch security, firewalls, data protection, ransomware resilience.
Vice President Partner Success Americas
TAOGLAS
04.2022 - 04.2024
- Transitioned company sales from direct to distribution/channel partner model; built IoT ecosystem.
- Established Canadian distribution channel, partnering with major national and regional distributors.
- Developed OEM ecosystem and managed onboarding of key technology partners.
- Created and executed Canadian sales playbook, targeting enterprise and manufacturing clients.
- Contracted, onboarded, and trained distributors; led training and sales enablement initiatives nationwide.
- Built and qualified $12M USD sales funnel in new IoT designs and achieved revenue target of $1M in first-year channel partner distribution revenue in Canada.
Vice President Business Development
DIRECT COMMUNICATION SOLUTIONS
09.2015 - 03.2022
- Directed strategic planning, capital funding, raised $7M USD, and led IPO in January 2020. (DCSX-T)
- Developed corporate messaging and investor presentations; established SaaS customer acquisition model.
- Led development and scaling of MiFleet IoT solution portfolio; achieved over 8,000 monthly subscribers.
- Managed Telit distribution channel, securing 26 design-win customers and $3M annual revenue.
- Facilitated sale of Telit distribution business to Techship in 2019.
Director Sales – Americas
INSEEGO
07.2001 - 08.2015
- Developed sales/distribution channel for mobile computing devices; contributed over $650M in revenue.
- Represented cellular modules/mobile data devices and solutions for OEMs, carriers, distributors, and MVNOs.
- Secured major accounts, including Bell (14 design wins, 43 SKUs), Ingram Mobility, Verizon, Reliance Communications.
- Formerly Novatel Wireless – MiFi
Sales Director – Canada
LUCENT TECHNOLOGIES
08.1998 - 06.2001
- Directed delivery of enterprise communication solutions; led team of 24 Sales Executives and 2 Inside Sales Reps.
- Increased revenues by 27% to $64M; 60% of team achieved President’s Club, personally qualified for President’s Club and Honor Roll.
Sales Director
AT&T CANADA
06.1994 - 08.1998
- Sold enterprise telecom, call centre, LAN/WAN, and digital voice/data solutions.
- President’s Club for four consecutive years; top sales achiever in 1996/97, exceeding 300% of revenue plan.
- Generated over $5M in new annual call centre revenue.
Education
Registered Representative Diploma - Finance
Canadian Securities Institute
Toronto, ON06.1992
Skills
- IT Solutions
- Cybersecurity
- Network Security
- Data Centre
- Hybrid/Public Cloud
- Azure
- AWS
- Google Cloud
- Microsoft Ecosystem
- M365
- Teams
- InTune
- Cloud-based Security Platforms
- AI Insights
- RF Technology
- 4G/5G LTE
- Mobile Internet
- Wireless Mobility
- Enterprise & Industrial Applications
- IoT
- SaaS/HaaS
- Data Analytics
- Sensors
- Fleet Tracking
- Cross-Functional Team Management
- Product Certification & Launch
- CRM
- Salesforce
- Hubspot
- Strategic Selling
Languages
English
Portfolio
DCSI IPO - ringing bell to open market
Wiz dinner in Calgary
Timeline
Enterprise Sales Director – Western Canada
THE WOLFSTRATA GROUP
05.2024 - 07.2025
Vice President Partner Success Americas
TAOGLAS
04.2022 - 04.2024
Vice President Business Development
DIRECT COMMUNICATION SOLUTIONS
09.2015 - 03.2022
Business Consultant
Grace Mobility
03.2003 - Current
Director Sales – Americas
INSEEGO
07.2001 - 08.2015
Sales Director – Canada
LUCENT TECHNOLOGIES
08.1998 - 06.2001
Sales Director
AT&T CANADA
06.1994 - 08.1998
Registered Representative Diploma - Finance
Canadian Securities Institute
Professional Expertise
- IT Solutions
- Cybersecurity
- Network Security
- Data Centre
- Hybrid/Public Cloud (Azure, AWS, Google)
- Microsoft Ecosystem (M365, Teams, InTune)
- Cloud-based Security Platforms
- AI Insights
- RF Technology
- 4G/5G LTE
- Mobile Internet
- Wireless Mobility
- Enterprise & Industrial Applications
- IoT
- SaaS/HaaS
- Data Analytics
- Sensors
- Fleet Tracking
- Cross-Functional Team Management
- Product Certification & Launch
- Excellent Communication & Presentation Skills
- CRM: Salesforce & Hubspot
- Strategic Selling
- Account Planning
- Territory Management
- Lead Generation
- Channel Partner Strategy
- Leadership
- Trade Shows
- Events
- Flexibility – Ability to Travel