Lesley Lawrence

Experience

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  Sun Microsystems

  Jan 1996 - Nov 2001

  In new Leadership Role, created/achieved area goals, objectives, strategies and tasks in order to attain SMI channel revenue requirements and specialized initiatives. Surpassed sales goal *Identified, recruited and managed existing/new partners; increased indirect contribution of government sales from 36% to 55% and drove IRS TDPI vehicle revenue increase of 43% in one year ($17m to $30m). Surpassed sales goals for each year*Achieved Sunrise Club 4 consecutive years (FY98: 103% of quota; FY99: 107% of quota; FY00: 110% of quota; FY01: 118% of quota)

  • Manager, Government Channels - Services Sales

    Aug 1996 - Nov 2001

  • Channel Account Manager

    Jan 1996 - Jan 2001
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  Electronic Systems, Inc.

  Jan 2002 - Jan 2003

  Director Of Federal Sales

  Responsible for leadership and development of Federal Division management and individual contributors, and specialized initiatives (including GSA Schedule, vendor relations, compensation, matrix management). Increased YOY business by 38% and had Lowest SG&A in Information Systems Group relating to expense.

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  Paragon Systems, LLC

  Feb 2003 - Feb 2004

  Director, Federal Strategic Sales

  Individual Sales Contributor: Achieved $3m in direct sales with totally unique customers (not in company’s previous customer base) and created successful teaming partnerships for Program Capture (COMMITS, Seaport 21, GSA, etc.)

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  Sun Microsystems Federal

  Jan 2004 - Jan 2010

  Government Channels Program Manager, Contracts & Sales Operations

  •Drove expansion/development of government channel capacity; •Created, implemented and measured incentive programs in support of Sales Operations •Government liaison to distributors; •Managed federal partner Compliance to manufacturer guidelines • Contracts Management to include GSA Schedule Partner management; and Program Capture through partners for vehicles such as Army ITES 2H, NASA SEWP IV, DHS FirstSource and more.

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  Oracle

  Jan 2010 - Mar 2010

  Business Development Consultant, Public Sector Channels Hardware

  • Assisted Mergers and Acquisitions with Partner/Government contracts terms and conditions, to include termination

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  Adobe Systems

  Mar 2010 - Mar 2014

  Director, Public Sector Digital Marketing, Digital Media Sales Operations, North America

  • Created Government Channel Route-to-Market and Solution Implementation strategies through cross-functional alliances with Adobe Business Units, Channel Ops, Compliance, Finance, Legal, Licensing, Order Management, Pricing Teams, Product Management, Sales, and Supply Chain• Government Contracts Management, Negotiation and Governance: U.S. GSA Schedule Partner Management (CSP Development/Process); Canadian SLSA; Adobe DoD Enterprise Software Contract (>$50m) - recurring revenue of $15m annually; Distribution, Enterprise and Prime/Sub Channel Partner Contracts• Created Digital Media Government Specialty Program, requirements and related metrics for Adobe Americas Channel Program. • Collaborative creation of unique term license offering for Governments/commercial clients who must operate behind firewall (private Cloud), through tight alignment of a cross-functional internal team. Along with Licensing, Gov Channel Sales and Field Marketing, created collateral, launch plan, internal/external-facing presentations and FAQs. Resulted in net new revenues of approx. $1m• Developed qualifications/criteria, program guide and engagement process for unique Government Digital Marketing Solution Resellers (SaaS Co-Sell, Resell, Professional Services Delivery). Show less

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  NetApp

  Jun 2014 - Oct 2015

  Senior Manager WW Partner Programs, Americas & Public Sector

  *Develop and implement key channel partner programs to support NetApp's Americas and Public Sector, in alignment with its worldwide channel strategy.• Develop and deploy best practices for channel program expansion in regards to investment programs, MDF, deal registration, value based competencies, incentive programs and promotional campaigns• Manage programs through all phases of the development cycle; from analysis and design through implementation and tracking • Interface with finance and legal to maintain compliance requirements• Build rapport and effectively communicate key messages from partner stakeholders • Work closely with cross functional sales and marketing teams to align program goals with business requirements • Create and maintain all partner facing program materials• Work with channel program management to determine and ensure delivery of necessary infrastructure/system changes to support program requirements • Work closely with worldwide and geo channel communications team to define partner program launch requirements and support the development and execution of launch plans and materials • Manage partner program compliance; utilize appropriate guidelines for partner level changes and communicate the results to stakeholders• Created 2 Quarter Incentive that yielded $60m in incremental revenue, at 1% COS Show less

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  LDLawrence Consulting, LLC

  Jan 2016 - now

  President & Owner

  LDLawrence Consulting’s flexible business framework offers expertise to law firms, insurance companies and individual consumers in the areas of:Personal Property Authorized Appraisals • Written property appraisals for estate settlement, IRS charitable donations, marital dissolution, resale value and more • Member of ISA (International Society of Appraisers) with over 20 years of experience • Core Course Completion, Certification • USPAP 2020-2021 (Uniform Standards of Professional Appraisal Practice) Course Completion, Certification• Specialized Coursework in Wine, Stamps, Coins, Prints, Chinese Art, Bronzes, Ceramics,Woods and Jades, North America Native Arts, and moreAreas of Specialization• Oriental Rugs• Orientalia• Fine Arts: 20th/21st Century Art: Artists include (but are not limited to) Werner Drewes, E.C.Fitsch, G. GIlkey, R. Cheney, P. Holtz, A. Caras (majority Bauhaus Artsts), Wolf Kahn,Dimitri Berea, and more (to include pottery, oil/acrylics/gouache on canvas/paper, etchings,ink, lithographs)Professional Background• Dealer in American antiques and collectibles, 2000 to date• Estate Sale Valuation Services 2000 - Present• Founded LDLawrence Consulting LLC, March 2016• Qualified as Candidate Member, International Society of Appraisers (ISA) 2004• Qualified as Member, ISA 2020 (Completed USPAP and Core Course) Show less

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  Apple

  Jul 2016 - Mar 2018

  Product Specialist

  • Developed technical solutions based on customers’ specific needs; resource for customers and team members through translation of complex technical terms into easily understood vocabulary and analogies* Promoted and engaged internal and external customers on the vision of Apple* Collaborated with clients/Apple Retail Business (primarily SMB) through new introductions• Proficiency in consultative sales to uncover any customer need (Personal, Business or Tertiary)• Maintained Visual Standards across the retail store• Participated in multiple product launches, developing new strategies for customer management. Show less

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  Microsoft

  Mar 2018 - Nov 2019

  Licensing Executive

  *Responsible for providing innovative and highly customized business solutions by directly negotiating complex business, financial and contract terms in support of Federal Civilian Agencies (Federal Reserve, Department of Interior, USDA, FAA, DOT) and Public Sector Federal Tribal Government accounts in the United States;*Actively partners with sales and sales-related technical teams to include customer on sites; internal sales planning; understanding of customer business needs and objectives; and implementation of deal ideation, development, and creation to address customer objectives and maximize annuity revenue; *Identify and resolve agreement issues, recommend compromises, prepare contract amendments and price sheets, and coordinate the execution and distribution of final agreements; and *Implement and influence solutions developed by Microsoft's Azure, O365, WW Licensing and Pricing groups, with particular attention to Government-specific requirements. Show less

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  RSVP Northern Virginia

  May 2021 - Feb 2022

  Program Manager

  *Manages data collection, reporting, demographic information, compliance and annual renewal or re-competition of Federal grant;*Manages Program Operations, including budget/fiduciary responsibilities*Creates/Maintains required Compliance documentation including MOUs, ADA Compatability, Background Checks *Builds and Maintains Community Partnerships*Supervises staff including RSVP Volunteer Specialist, Grants Manager, Marketing and Outreach Specialist and interns/office volunteers*Serves on the Volunteer Fairfax Management Committee*Prepares bi-monthly Program Updates for VF Board of Directors Meetings Show less