Wayne Wilkinson

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DISC Type : cis

President & Chief Executive Officer, Board Director at Integral Federal, Inc.

Vienna, Virginia, United States

Overview

Wayne Wilkinson is the President and CEO of Integral Federal, a national security solutions provider. With over 25 years of experience in government contracting, he specializes in strategic growth, M&A, and operational leadership. He holds a BS from Virginia Tech and an MBA from Marymount University and was recently recognized with a 2025 Wash100 Award.

Outside of his executive duties, Wayne demonstrates a commitment to community engagement. He actively supports and sponsors charitable organizations and their causes, frequently sharing his enthusiasm for their missions and events.

He led Integral Federals first-ever acquisition, purchasing Pragmatics in late 2024 to enhance the companys technical capabilities.

Personality Overview

Curious But Skeptical

Friendly But Slow

Requires Proof

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

M&A Strategy
Recently led the strategic acquisition of Pragmatics to enhance Integral's service capabilities and drive growth toward a stated $200M revenue goal.
GovCon Leadership
A veteran government contracting executive, he was recently named to the Wash100 list of the most influential leaders in the sector for his impact and vision.
Corporate Growth
His career is focused on enterprise value creation, having raised $500M in debt and completed over $1B in transactions to scale companies.

Media Appearances

Wayne has no verified media appearances

Work History

4-2022
President & Chief Executive Officer, Board Director at Integral Federal, Inc.
4-2021 - 4-2022
Chief Operating Officer at Integral Federal, Inc.
2018 - 2019
Executive Vice President & COO at Ace Info Solutions, Inc.
2013 - 2018
Chief Financial Officer at Whitney, Bradley & Brown (WBB)
2011 - 2013
President at Nedac LLC

Education

BS from Virginia Tech - Pamplin College of Business
MBA from Marymount University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Vienna, Virginia, United States Job Level : Leadership Designation : President & Chief Executive Officer, Board Director at Integral Federal, Inc.
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Insights For Selling To Wayne

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Help them understand the risk aspect fully while inspiring confidence
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wayne is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Wayne

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Wayne move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Wayne take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Wayne

Personality Compatibility


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