Lance Pate
Fuquay-Varina,NC
Summary
Experienced Strategic Sourcing professional focused on SaaS contract negotiations and stakeholder collaboration. Proven ability to achieve cost-effective procurement outcomes while fostering teamwork. Principal Analyst proficient in analyzing complex data sets to improve operational efficiency and guide strategic decisions. Acknowledged for strong leadership, problem-solving, and communication skills that contribute to process optimization.
Overview
21
21
years of professional experience
Work History
Principal, Analyst
Gartner, Inc.
, North Carolina
01.2023 - Current
- Conducted 1,000+ client-facing interactions and contract reviews, maintaining a Quality Value Rating above 4.9/5.
- Verified significant client savings through strategic sourcing and contract analysis.
- Led an onsite SaaS negotiation workshop for federal clients in Raleigh, NC.
- Proficient in ServiceNow workflows, licensing terms, and Microsoft Unified Support coverage.
- Compelling Interactions
- Personal Training and Business Development
- Mentored multiple research analysts and facilitated team meetings to support professional development and knowledge sharing.
- Created a ServiceNow licensing cookbook with pricing comparisons to streamline sourcing decisions.
- Collaborated with Program Management to enhance tools and streamline the proposal review process.
- Create Must-Have Research (Client Facing)
- Delivered strategic insights for Sourcing, Procurement, and Vendor Management leaders through authorship of 13+ research notes, including multiple lead contributions.
Senior Specialist
Gartner, Inc.
, Florida
06.2018 - 01.2023
- Supported key accounts (Siemens, McKinsey, Broadcom/CA, Unisys) by partnering with internal stakeholders to drive retention and upsell opportunities.
- Mentored colleagues through Peer Partner Program and led onboarding for new hires and contractors.
- Drove change management and tool adoption initiatives in collaboration with leadership.
- Conducted beta tool testing for Program Management and provided feedback to help drive change management.
Claims Customer Service Coordinator
Blue Cross
, South Carolina
03.2018 - 06.2018
- Led a five-person customer service team, resolving escalations and complex claims while ensuring timely and accurate outcomes.
- Communicated benefit explanations to members and maintained HIPAA compliance when handling sensitive information.
- Completed the Blue Steps (Ulysses) Service Mentor program, demonstrating strong organizational, written, and leadership skills.
Senior Executive Administrative Assistant
Cowan Real Estate Company
Roseville, California
07.2016 - 11.2016
- Reviewed real estate contracts for accuracy and completeness, ensuring compliance with company standards.
- Managed internal and external communications, sales leads, office calendar, training schedules, and payroll.
- Revamped and maintained a five-year database; created reports for cross-market analysis and performance comparisons.
- Coordinated inspections, repairs, supply orders, and data entry to track profits and potential prospects.
Technical Support Engineer
Act-On Software Company
Roseville, California
03.2014 - 07.2016
- Served as Act-On software expert, supporting clients with technical issues, integrations (Salesforce, Zendesk, MS Dynamics, etc.), and practical business applications.
- Increased account revenue through live software demonstrations that led to successful upsells.
- Onboarded 10+ new hires in one year and developed structured onboarding plans to accelerate team readiness.
- Maintained 100% customer satisfaction, earning “Tech of the Quarter,” and created client workarounds to address critical priorities.
Legal Service Specialist
United States Marine Corps
, Marine Corps
08.2004 - 01.2014
- Mentored Marines and completed leadership training to enhance team performance and readiness.
- Served as Clerk of Court for the Western Judicial System, coordinating travel and lodging for military judges and providing legal services to Marines.
- Conducted POW operations in Helmand, Afghanistan, collecting intelligence and using Palantir software to support long-term detainment decisions.
- Held Top Secret clearance and supported mission-critical legal and intelligence operations in high-security environments.
Education
Master's Degree - HR - Inclusive Leadership
University of Oklahoma - Norman Campus
Norman, OK06.2025
B.A - History
California State University – Sacramento
CA12.2017
AA - History
Sierra College
Rocklin, CA11.2016
Skills
- Project management
- Microsoft Office proficiency
- Data analysis and reporting
- Contract negotiation
- Training and mentoring
- Stakeholder engagement
- Change management strategies
- Technical support services
- Team development
- Product adoption initiatives
Websites
Timeline
Principal, Analyst
Gartner, Inc.
01.2023 - Current
Senior Specialist
Gartner, Inc.
06.2018 - 01.2023
Claims Customer Service Coordinator
Blue Cross
03.2018 - 06.2018
Senior Executive Administrative Assistant
Cowan Real Estate Company
07.2016 - 11.2016
Technical Support Engineer
Act-On Software Company
03.2014 - 07.2016
Legal Service Specialist
United States Marine Corps
08.2004 - 01.2014
Master's Degree - HR - Inclusive Leadership
University of Oklahoma - Norman Campus
B.A - History
California State University – Sacramento
AA - History
Sierra College
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