LANCE LORENZ
Flemington
Summary
Creative and strategic public sector partner manager professional
that brings over (20) years experience identifying, developing and
enabling public sector partners to drive mutually profitable business
addressing customer business challenges.
Overview
28
28
years of professional experience
Work History
Senior Channel Manager, Public Sector
Qualys, Inc.
09.2022 - Current
- Delivered and led sales/technical/executive enablement/value sessions across the partner and distributor community on an on-going basis.
- YOY 2X growth from '22-'23 to $14 million in upsell and net new business across a diverse partner ecosystem.
- Researched, evaluated, negotiated and on-boarded (14) net new public sector (SLG & Federal) partners to the Qualys partner program in 2023.
- Led and delivered joint business plans with Qualys public sector partners, mapping activity and planning to our public sector focus accounts and territories.
- Driving fundamental internal process/policy changes to a maturing public sector vertical via cross-functional internal collaboration.
Federal Partner Manager
Telos Corporation
05.2021 - 09.2022
- Successfully managed the onboarding of (14) federal and distribution partners to scale business with $400K of net new business through partners in 2020.
- Negotiated terms and redlines onboarding to (17) public sector contracts.
- Represented the firm before trades, conferences, executive forums, and industry thought leadership events to promote brand recognition and industry outreach efforts.
- Expanded role to include thought leadership role for cybersecurity to include a series of (4) webinars around public sector grant funding pursuits in the public sector.
Government Affairs Manager
SHI International
07.2015 - 05.2021
- Lead legislative, regulatory, oversight, and compliance policy efforts with technology trades, Congress, GSA, and OMB.
- Fostered and built positive relationships with strategically important government officials, opinion leaders, third-party agencies and other external stakeholders; influence public policy, monitor government initiatives and advocate for specific public policies. Represented the company at government forums and industry group meetings.
- Specific issues included Defense Authorization Legislation, Budget, Procurement, and Pandemic Legislation, technology modernization, Cybersecurity, Privacy, and the federal information technology reform act (FITARA).
- Advocacy during 2020 pandemic resulted in (5) legislative victories in 2020 on stimulus legislation generating $4.6 million in grants awarded to the firm.
- Led company advocacy with House Armed Services, Senate Armed Services, and House Government Reform Committee on IT modernization, GSA oversight, FITARA, TMF, and acquisition and cybersecurity public policy which grew the total addressable technology market (TAM) by $25 million in TMF funds in 2020.
- Enabler of federal field sales, engineering, and business development teams through legislative and regulatory mapping to communicate ROI from leadership to individual contributors.
- Produced, Hosted, and Edited Monthly C-level technology show, Capitol Ground Guests included CIOs, former CIOs, Procurement professionals, senior congressional staff, and trade association executives leading to (5) direct meetings for field teams and senior sales leadership at US Department of Commerce, FBI, and with senior congressional leaders with jurisdiction over IT spending.
- Successfully led the firm’s advocacy of the 2018 National Defense Authorization Act (NDAA) to include the new $6 billion total market for government customers to procure products and services.
Microsoft Solution Specialist
Softchoice
01.2013 - 07.2015
- Achieved 126% of Microsoft plan supporting commercial Mid-Atlantic CTM, CAM, Enterprise, and USPS teams in 2014.
- Led product marketing campaign establishing KPIs and establishing 6 SOWs around Azure platform and O365 full E4 and G4 plans.
- Established (11) net new enterprise agreements with combined revenue over $100M.
- Grew enterprise business over 2X revenue from 2013-14.
- Presented O365 value proposition to over 25 EPG/USPS customers in 2014.
- Led engagements around complex licensing scenarios for all Microsoft products specifically focused on cloud (O365/Azure/Windows) and management solutions (systems center) resulting in YOY revenue increase of 215%.
- Managed, drafted, edited, scoped, and ran capture with federal team around complex bids resulting in (3) strategic wins on our annualized target list.
Account Executive - Federal
Dell, Inc
01.2006 - 01.2013
- Exceeded 100% blended pipeline goals (7) consecutive half year targets.
- Highest quota equaled $42 million.
- Identified and qualified customer business goals at (4) cabinet-level agencies, develop sales strategies and negotiate and close profitable business with a 20% growth rate YOY.
- Established more than 20 new Microsoft-specific accounts, earning a combined profit of over $1.5M.
- Major accounts include federal civilian customers which include over $100M in Microsoft incremental, net new, and existing accounts.
- Grew Microsoft deployment and planning services in accounts 10% YOY to include training, customer white-boarding, and POCs.
Federal Account Manager
CDW-G
03.2005 - 08.2005
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
- Grew net new revenue 40% YOY in 6 months.
Director, Government Affairs
Allianz AG
08.1995 - 03.2005
- Represented the Allianz group of companies before various forums including trade associations, Congress, and regulatory agencies on issues related to financial services, homeland security, and privacy.
- Partnered successfully with trade organizations, senior management, and business groups to produce favorable legislative and regulatory outcomes.
- Spearheaded cross-functional lobbying initiative to salvage cargo theft program that is a template for the rest of the United States.
- Credited for a leading role in legislative achievement generating over $1 million per year in net new revenues.
- Increased PAC contributions 30% YOY.
Education
B.A - Political Science
University of Pittsburgh
Pittsburgh, PA05.1993
Skills
Sales and Technical Enablement
Sales Forecasting
Account Management
Territory Growth
Training and Onboarding
Salesforce CRM Software
Contract Negotiation
Strategic Planning
Lead Generation Campaigns
Affiliations
- CompTIA
- ACT-IAC
- AFCEA
- New Jersey State Society
- California State Society
- ATARC
Timeline
Senior Channel Manager, Public Sector
Qualys, Inc.
09.2022 - Current
Federal Partner Manager
Telos Corporation
05.2021 - 09.2022
Government Affairs Manager
SHI International
07.2015 - 05.2021
Microsoft Solution Specialist
Softchoice
01.2013 - 07.2015
Account Executive - Federal
Dell, Inc
01.2006 - 01.2013
Federal Account Manager
CDW-G
03.2005 - 08.2005
Director, Government Affairs
Allianz AG
08.1995 - 03.2005
B.A - Political Science
University of Pittsburgh
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