Rayetta Lantzy
Colorado Springs,CO
Summary
Accomplished Executive Account Director dedicated to generating leads and closing sales, bringing 20 years of experience and a deep understanding of solution development, sales planning, and business problem-solving in selling high-value, complex, and long-term enterprise software and services. A proven track record of delivering essential solutions across various industries includes experience in IT, communications, cyber initiatives, tactical systems, professional and network services, and technology and modernization operations. An extensive background in the public sector provides a deep understanding of territory coverage, customer needs, and their mission, with a focus on maintaining positive relationships with senior stakeholders and staying informed about acquisition procedures. By leveraging established relationships, profitable business connections are made with key vendors, suppliers, and partners. Committed to continuously developing and maintaining both tactical and strategic plans to drive business growth. Building strong relationships at all levels within the territory, including key partners, OEM manufacturers, and system integrators, is a core strength. Skills include accurately projecting sales/revenue and effectively managing quota funnels to ensure ongoing success.
Overview
15
15
years of professional experience
2
2
years of post-secondary education
Work History
Senior Federal Account Director
Lumen Technologies Government Solutions
03.2022 - Current
- Business Development responsibilities for accounts for the Public Sector; develop strategic and tactical goals to grow business
- Identify and develop new sales opportunities, provide product solutions, ensure customer satisfaction, and maintain positive ongoing relationships to maximize sales for the company.
- Introduce company products and services to new and/or existing government entities, as well as developing and maintaining accurate sales and/or revenue forecasts and management of quota funnels
- Responsible for meeting sales goals in the Federal Market by identifying new managed and professional services sales opportunities by contacting prospective customers, including cold calling, premise visits, networking, lead generation, proposal submission, and customer appointments to meet and exceed established sales and revenue quotas
- Responsible for the account plan to drive goal attainment for assigned accounts in Federal and strengthen key vendor, OEMs, and partner alliances
- Develop and manage customer relationships to retain existing revenue and attain additional business
- Develops additional sales opportunities within the customer account(s) by implementing actions to cross-sell and up-sell accounts to increase overall total customer spend with the company.
- Established trusted relationships with key stakeholders by providing consistent communication and exceptional service throughout the account lifecycle.
- Reviewed competitor offerings to inform strategic planning efforts and ensure differentiation in crowded markets.
Senior Director Business Development and Strategic Partnerships
Infovista
11.2020 - 03.2022
- Responsible for all federal business at Infovista, including maintaining and growing sales pipeline activity, interfacing with customer at all levels
- Direct full-cycle implementation from idea generation to concept development while understanding their business/mission
- Prioritized business proposals, coordinated work of internal subject matter experts, negotiated pricing, and ensured on-time delivery
- Leveraged relationships to improve company’s brand image
- Offered value-added technical solutions, analyzed client needs, and customized products tailored to each customer’s requirements
- Conduct of comprehensive research and developed customer contact plans focusing support to Air Force and Army customers, along with DISA and DHS
- Work in team environment to meet customer’s requirements for long-term business objectives and anticipate future technical needs
- Selected and served as primary point of contact and maintained strong relationships with variety of vendors, OEMs, and channel partners; monitor activities to ensure compliance with applicable regulations and laws, satisfaction of participants, and resolution of any problems that arise
- Developed tactical and strategic vision for working with new and existing customers within given territory.
Strategic Alliances and Business Development – Senior Director
VIAVI Solutions
07.2014 - 11.2020
- Engaged with System Integrators and Channel Partners, who lead business verticals to grow new business
- Ensured cross-functional collaboration with other Business Units to ensure sold solution is presented to end user/customer which differs from our competitors
- 2019 President’s Club Circle Winner
- Responsibilities included driving new business development and sales for public sector and SLED.
- Assessed target markets to build new product opportunity pipeline growth
- Generated demand for VIAVI’s products, solutions, and services and lead generation activities by linking VIAVI’s demonstrated solutions to political sponsors’ business requirements.
- Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
- Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
- Achieved departmental goals by developing and implementing strategic plans and initiatives.
Vice President, Business Development
Scalable Networks
08.2012 - 05.2014
- Conducted one on one group presentations at the key-decision making level: mainly to Air Force
- Drove account strategies and commitments together within Services and across Account teams, and partners
- Responsible for tracking customer information and forecasting pipeline activity
- Awarded $1.6M (unsolicited) task order for modeling and simulation prototype, proposed new solution
- Cultivated relationships with customers, contractors, and OEMs, lead new business pursuits and attend industry and government trade shows
- Worked closely with subject matter experts and senior management team to ensure deal progression
- Created short and long-term marketing plans to build brand recognition
- Identified, prepared, and coordinated professional responses to federal RFQs, RFPs, and RFIs, ensuring a value-based solution, delivering all projects, on time and within budget
- Identified new opportunities for Services through existing delivery contacts and relationships developed in new and existing functional organizations
- Led complex and successful negotiations, forming strategies by employing creative approaches to problem solving and issue resolution
- Worked closely with subject matter experts and the senior management team to ensure deal progression.
Vice President Business Development - DoD
ArrowPoint Corporation
12.2009 - 08.2012
- Developed strong relationships and led complex and successful negotiations with customers, teammates, and vendors to support the capture of new business opportunities
- Created a strong pipeline of qualified opportunities of more than $190 million growing it from a base of less than $15 million
- Awarded a multi-year contract with new customer as a prime, replacing the incumbent; valued over $45M; customer was Army
- Participated in the re-compete review program to maintain a 95%+ win rate; totaling $254M in multi-year contracts
- Awarded a $120M multi-year contract with the Army, as prime (new customer)
- Developed requirements for data center consolidation strategy, working with the customer to identify new opportunities for using cloud computing
- Built an opportunity pipeline valued at over $400M of DoD opportunities
- Led a team of corporate management and senior consultants to develop a concept paper for DISA and U.S
- Army targeting data center consolidation
- Awarded one of the multiple awards on the Army APC contract; overall ceiling contract value $7B
- Developed and implemented a U.S
- Army Account Plan and engaged with senior officers to identify their requirements
- Identified information on competitors and proactively positioned strengths with assigned accounts by leveraging services solutions by creating extensive customer business value.
Education
Bachelor of Science - Business
University of Phoenix
Colorado Springs, CO 05.1992 - 05.1994
MBA -
University of Phoenix
Tempe, AZ01.2025
Skills
- Customer Relationship Management
- Account relationship management
- Professional presentation and communication skills
- Strategic development
- CRM software proficiency
- Business Development
- Customer negotiating and closing skills
- Networking Events
- Solution selling
- Territory Management
- Sales and Marketing
- Account Relationship Management
- Account Planning and Management
- Consultative Selling Techniques
Priorworkexperience
- Additional work experience provided as requested
Personal Information
U.S. Veteran - Army
Ability to pass background screening process
Timeline
Senior Federal Account Director
Lumen Technologies Government Solutions
03.2022 - Current
Senior Director Business Development and Strategic Partnerships
Infovista
11.2020 - 03.2022
Strategic Alliances and Business Development – Senior Director
VIAVI Solutions
07.2014 - 11.2020
Vice President, Business Development
Scalable Networks
08.2012 - 05.2014
Vice President Business Development - DoD
ArrowPoint Corporation
12.2009 - 08.2012
Bachelor of Science - Business
University of Phoenix
05.1992 - 05.1994
MBA -
University of Phoenix
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