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Who We Are
Mark ZelingerPresident and Founder With nearly 30 years of sales and marketing experience in the federal IT arena, Mark Zelinger has earned the reputation as a leader in forging commercial IT and government market connections. His ability to match the appropriate vendor, integrator or reseller with federal government IT requirements creates lasting partnerships. He understands the management and methodology of both the public and private sectors, earning him respect in both the IT industry and federal government. Mark's unique understanding of the sales process contributes to his attainment of outstanding sales-quota goals for the companies he represents. Mark Zelinger served in several executive and managerial positions for leading IT technology firms. Prior to founding Zelinger Associates, he was Vice President of Partner Relations and Product Marketing for GTSI Corp. Before GTSI, he served as Vice President of Sales for Atlantic Duncans International, a leading IT professional services firm. His managerial experience includes sales and marketing positions with BTG, Sears Federal Systems, FCP Technologies, Businessland, and Exxon Office Systems. Results-oriented, his broad sales experience gives him the ability to see relationship potential not only from the ground level, but also from the "the executive suite" in both the IT industry and the federal government. Mark is active in industry organizations, serving on the Board of Directors of the DC Chapter of the Armed Forces Communications and Electronics Association (AFCEA). He is an active member of the Industry Advisory Council (IAC). Mark holds a Master's Degree from the George Washington University in Washington, D. C. and a Bachelor's degree from the State University of New York in Albany, NY.  Chuck Whyard Executive Vice President Chuck Whyard is a sales professional with greater than 25 years directly building, and driving, successful, competitive, technology sales forces. Chuck designs and develops sales strategies for technology organizations that have experienced exponential growth. Chuck creates scalable and repeatable client acquisition models and elevates the sales strategy for his companies. Chuck joined ZAI Solutions in June 2009. Chuck leads the client acquisition efforts and is responsible for large transaction sales campaigns for ZAI Solutions tier 1 clients. Prior to joining ZAI Chuck honed his skills at Advanced Strategies Consulting, Enterprise Optimization Platforms, Bowstreet, Inc., Inktomi Corporation, Netscape Communications Corporation, Sybase and Andersen Consulting (Accenture).  Jim Guilfoyle Vice President, Capture and Strategy Practice Mr. Guilfoyle is a seasoned Business Development executive with twenty five years experience in systems, services, products and solutions for the Defense, Intelligence, Homeland Security and Civilian Sectors of government. He has led and managed business development teams that delivered revenue and growth results that span from $50M to $1.6B. He has experience with greater than 75 program wins totaling approximately $6B. During his career, Mr. Guilfoyle has worked with Veridian, Compaq SAIC, CSC, TRW/ESL, Martin Marietta, McDonald Bradley and NCI. He has won numerous company awards for his contributions to top line sales growth and has participated directly effecting several acquisitions. Mr. Guilfoyle is a retired Air Force Reserve officer having spent 24 years in both active and reserve duty as an Intelligence Officer. He is currently a business development consultant advising companies on business strategy and capture and proposals. He currently holds a Top Secret/SCI clearance.  Jim Herbert Vice President, International Business Development Jim Herbert is a highly accomplished business executive and strategist with 25 years of experience in International Business Development, entrepreneurial start ups, corporate joint ventures, M&A, Divestitures, and non-profits. He quickly assimilates a strategic vision of the client’s objectives, then finds and engages relevant prospects for the desired business development outcome. For international business development Jim works with USA based companies seeking global growth through channel partners, license agreements, joint venture, acquisition of foreign target, or green field startup. He also works with foreign companies seeking partnerships with USA businesses or U.S. federal contracts for business development. Jim has worked extensively in the UK, the EU, throughout the EMEA region, Eastern Europe, India, the Far East, Japan, China, Canada, and Latin America.  Jim Dunn Vice President, Training and Contracting Jim Dunn is a senior-level professional with 20+ years of federal contracting and programs experience. Jim has expertise in all aspects of federal procurement regulations, small business contracting methodologies, federal sales procedures, international and intergovernmental contracting and capture management. Prior to his participation with ZAI Solutions Mr. Dunn was an Executive with Red Team Consulting. Immediately prior he was the COO and founding member of Eyak Technologies, an Alaskan native Corporation (ANC) and diversified 8(a)-certified Systems Integrator for nearly four years. Under his leadership, the company generated approximately $250 million in recognized revenue through federal contracts, with awards for additional long-term contract vehicles worth over $500 million. Mr. Dunn also served as Vice President of Business Development, including Captures and Bids, for GTSI Corporation a large federal information technology contractor, where he was responsible for capturing over $3 billion of awarded contracts. Mr. Dunn is an active member of numerous industry organizations including the Armed Forces Communications and Electronics Association (AFCEA), the Industry Advisory Council (IAC), and the Northern Virginia Technology Council (NVTC). Additionally, Mr. Dunn has taken a special interest in philanthropic activities throughout his career.  Sharon Payne, Consultant Vice President, Business Development Sharon Payne has an in-depth understanding of the Federal marketplace with over 19 years working in the Government Information Technology industry. She has achieved success by building relationships with the key stakeholders in Government IT to include government customers, the system integrator community and innovative product and services companies that serve the public sector. She has an In-depth knowledge of the core IT solutions supporting public sector specifically CyberSecurity, Cloud Computing, Managed Services, Emerging Technology and Green IT initiatives. She was the co-founder and former Vice Chair for Industry Advisory Council (IAC) Emerging Technology Shared Interest Group. Currently, she is the Vice-Chair for programs. She was most recently the Director of Government Business Development for Trust Digital. Sharon’s successful career is represented by assignments with Northrop Grumman IT, Spectrum Systems, Trust Digital, SPSS and Cognos.  Melissa Barnes Director of Operations Melissa Barnes has over 25 years of experience managing small and large offices. She has been with ZAI Solutions for 6 years. As the Director of Operations, she not only manages the daily office routines including issuing NDA, consultant agreements and reviewing contracts but is also responsible for providing our clients with opportunity research. Melissa provides insight into government contracts and spending plans and identifies key players with in government and systems integrators. Her career at Proxicom served as the incubator for her new company, having provided her with the environment to grow her skills and experience in managing projects, budgets, contracts and business events for Fortune 100 clients. She began her career in the startup stage as an Office Manager, Proposal Manager, and Facilities Security Officer. Over the next 13 years she was rapidly promoted to more and more responsible positions in the fast paced entrepreneurial environment of web services. She acquired broad based skills that ranged from Director of Administration - finding office space, building out that space, recruiting staff and managing the day-to-day operations of four national offices, with leases of $4.5M - to directing sales operations (including Siebel operations) and planning C-level corporate events. She was an integral team member, consistently relied on by the CEO and top management to work independently, solve process problems and keep projects on track.  Bill Simon Business Development Manager, Los Angeles Bill Simon's experience in high-technology sales includes 12 years as a manufacturer’s representative in Southern California specializing in complex RF and microwave components, composites, and instrumentation. As a sales engineer he called on all the major primes. In 1988 he founded a corporation to design and manufacture CCD cameras for low-light imaging applications such as astronomy. He was involved with various aspects of the electronic and mechanical design, technical documentation, and specification generation. He received two patents for an innovative thermoelectric cooling system. In 2008 he was involved in the design and fabrication of the NASA/JPL Goldstone radar receiver for the 70 meter antenna as part of the Goldstone Solar System Radar project. Bill holds a BS degree from California State Polytechnic University, San Luis Obispo, CA |
