Jude Lancaster, CISSP, CCSP

Experience

• 

  IBM

  Jul 1997 - Sept 2003

  Managed the IBM PC relationship with its 3rd largest PC customer worldwideSuccessfully won and assisted with negotiations for a 3-year sole-source renewal of PC businessOrganized regular technology briefings to provide relevant information for customerOver-achieved sales targets by 25% Successfully sold $20M Lotus Notes and Tivoli implementation projectLed IBM sales team in relationship and solution sales to specified Fortune 500 corporate clientsWorked with IBM team to provide technology solutions for specified corporate clientConsistently achieved sales targets

  • PC Sales Specialist

    Aug 2001 - Sept 2003

  • Client Manager

    Jul 1997 - Aug 2001
• 

  联想

  Sept 2003 - Jul 2009

  Implement software products and PC hardware in complex environments and for customers of all sizesCollaborate with customers in the transition of software images to Lenovo PC technologyArticulate the Lenovo Total Cost of Ownership message to customer executivesFacilitate the conversion of several large customers from competitive products to Lenovo technologyProvide technical pre-and post-sales support for PC hardware and software to customers throughout the MidwestDemonstrate and explain IBM/Lenovo hardware differences and value to customers, including high-level executivesPerform in-depth technical demonstrations and pilots of PC management software technologies to IT staff and executives Show less

  • ThinkStation Product Marketing Manager, Americas

    Jan 2008 - Jul 2009

  • Senior Sales Engineer

    Sept 2003 - Dec 2007
• 

  LANDESK Software

  Jul 2009 - Nov 2010

  Systems Engineer

  • Expand current customer use of LANDesk systems management, ITSM, ITIL, and ITAM software and solutions by providing on-site support and demonstrations of new technologies• Perform technical demonstrations and complex proof of concepts of LANDesk technologies to prospective customers resulting in new logo business• Target and cultivate new leads to identify potential business opportunities• Plan and coordinate marketing events to attract new clients, as well as grow current business relationships• Work with regional channel partners to develop new customer relationships• Started national monthly Systems Engineer newsletter to all current customers Show less

• 

  IBM

  Nov 2010 - now

  • Lead a team of 9 systems engineers to meet $50M+ in annual quota commitment• Work with sales management to identify and hire needed sales engineering resources• Assign systems engineers to opportunities based on skill set and customer requirements• Organize and coordinate Proof of Technology events to educate customers and identify new opportunities • Devise and implement product strategy for IBM’s Mobile Device Management (MDM) solution• Act as liaison between customers and development to prioritize new product features• Provide product enablement to field sales and technical sales • Part of due diligence team for Fiberlink acquisition analyzing strategy and feasibility • Provide Technical Sales Support for IBM Endpoint Manager software to clients throughout North and South America• Assist technical sales teams in complex POCs and product briefings for potential clients• Evaluate pre-release and “beta” code and provide detailed recommendations to development teams• Perform enablement sessions for customers, channel partners, and colleagues• Closed several software opportunities including multiple $1M+ transactions

  • Manager, Storage Partner Specialists

    Apr 2022 - now

  • Cybersecurity Technical Specialist

    Mar 2016 - now

  • North America West Technical Leader Mobility and Endpoint Management Solutions

    Apr 2014 - Mar 2016

  • Product Manager, Mobile Management Solutions

    May 2013 - Apr 2014

  • Software Advanced Technologies-IBM Endpoint Manager Sales Consultant

    Nov 2010 - May 2013