Lance Liden Email & Phone Number

Portland, Oregon, United States

As a member of the executive level management team of Trillium Family Service, I am responsible for:- negotiating contract rates with public and private payers- developing and implementing the strategic plan- identifying potential new public and private payers and potential new services- working collaboratively with the executive team to drive improved.

Portland, Oregon Area

• Responsible for transforming IBM's sales teams to focus on hyper-profitable solutions:
• Created and deployed the One Channel Management System, to transition our IBM channel to Cloud-based solutions. Imbedded focus on both hardware and software Storage platforms, and improved overall data accuracy by 42%
• Developed the Odin Revenue Dashboard, the 1st deployment of a Dundas-based visualization tool in the channel sales community. Grew to 1900+ subscribers with over 500 regular users within 1 year.
• Created the All Fields Revenue Extract, the 1st tool to provide reps and managers with direct access to channel transaction data

• Responsible for improving the skills of IBM sales reps and channel partners, and driving increased revenues:
• Created and deployed the Channel Health Indicator Scorecard, the 1st time global IMTs could be compared across both Enablement and Performance KPIs.
• Designed and announced IBM Specialty program (which now morphed into Competency), 1st product-focused curriculum, generating $1B in annual revenue
• Served as executive sponsor for Business Partner Technical Vitality (BPTV) and Business Partner Relationship Management (BPRM), conducting weekly leadership cadence with each IBM location, delivering 37% incremental.

Portland, Oregon Area

• Responsible for growing IBM Business Partner contributions and profits:
• Changed IBM's approach to Business Partners by creating the IBM Principles of Engagement, guiding sales teams on interactions with Business Partners, resulting improved sales revenue of 18% and client retention of 12%
• Created “Move to Blue” program, which attracted and recruited over $45M in new Business Partners
• Managed “Sun Attack” program, achieving 123% of target and leading top results across 18 IBM global geographies
• Designed channel enhancements for Project x, expanding system coverage by 22%, and providing incentives for business partners that increased sales revenue by $240M

Portland, Oregon Area

• Responsible for delivering revenue and profit objectives for IBM's high volume solution set:
• Deployed 1st channel play focused on Direct Response Channel Partners and System x-authorized Resellers, securing 87% partner retention rate, and accounting for the first $100M System x partner
• Grew revenue 17% YTY, twice as fast as industry average leading ibm.com (IBM's Inside Sales organization)

Portland, Oregon Area

• Responsible for growing IBM's presence in the Intel server marketplace:
• Conducted advertising campaigns, roadshows, briefings, and distributor events enhancing IBM product awareness and increasing no-touch/low-touch sales by 39%
• Grew blade revenue 46% YTY, achieving #1 market share

Portland, Oregon Area

• Responsible for transforming IBM channel programs to improve participation rate:
• Issued consistent channel incentives of $70M across North America, with 26% increase in sales
• Developed first balanced Sales In/Sales Out incentives for IBM Authorized Distributors

Portland, Oregon Area

• Responsible to transform IBM's sales teams into an effective Inside/Outside team model:
• Led Direct and Indirect sales teams with 187 members to record-setting Intel Server sales of $1.1B in the US
• Achieved first $400M quarter in x-Series history
• Delivered revenue and profit growth for 9 consecutive quarters

Portland, Oregon Area

• Responsible for IBM revenue growth in West Region:
• Led team to Top Region status with $950M in annual sales revenue, 3 years in a row
• Increased Channel Sales by 30% YTY

Portland, Oregon Area

• Responsible for revenue and profit growth in IBM's largest clients:
• Developed Business Partner Agreements and streamlined EDI dealer reporting process resulting in 19% time savings
• Created first IBM Strike Team delivering RFP responses to customers across the US, generating an 82% win rate

Portland, Oregon Area

• Responsible for achieving sales objectives in the Pacific Northwest and Hawaii:
• Managed Sales Specialist team covering over 200 end-user customers in Pacific Northwest
• Delivered Revenue and Profit targets for two consecutive years

Portland, Oregon Area

• Responsible for IBM workstation sales in Oregon:
• Delivered IT solutions to clients in Oregon, including BCBS, Intel, Nike, Fred Meyer, State of Oregon
• Deployed the 1st Instant Driver’s License application for the State of Oregon
• Exceeded quota each year, delivering over $60M in local revenue
• First Certified Sales Specialist in IBM

Southfield, MI

• Responsible for winning competitive engagements in the Great Lakes Area:
• Created IBM’s 1st Business Solution Center (BSC), demonstrating IBM solutions to over 500clients across the Great Lakes Area
• Created IBM’s 1st Interoperability Demo, showcasing workflow between disparate platforms from IBM, Apple, Sun, and DEC
• Won General Motor’s C4 project to deliver a single Office system across their enterprise
• Created the “Mac Attack” program, successful in displacing Apple competition at GM and EDS

Southfield, MI

• Responsible for technical sales and support for General Motors:
• Network and Mainframe specialist, assigned to Chevrolet Central Office
• Migrated 4 GM data centers to 1 large EDS Information Processing Center