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Dynamic, innovative, and results-driven, I specialize in IT Asset and Software Asset Management fields. With a career spanning over a decade in diverse leadership roles, I have a proven track record of driving business growth, enhancing customer success, and leading strategic market expansions in competitive environments.At Raynet, my role involves a multifaceted approach that integrates sales leadership, marketing strategy, and product advisory. I'm passionate about understanding organizational challenges and aligning solutions with strategic IT initiatives. My approach is rooted in a consultative methodology, focusing on building enduring client relationships and delivering solutions that resonate with their core business needs.Previously, as Director of Professional Services at USU Solutions International, I transformed Software Asset Management (SAM) services, significantly reducing customer churn and driving remarkable revenue growth. My leadership in operational modernization and team development led to team member retention and career progression.My journey in IT asset management began at Raytheon, where I managed ITAM and procurement for over 1,500 employees. The experience honed my skills in process improvement, project management, and stakeholder negotiation, laying a solid foundation for my subsequent roles.I'm a firm believer in the power of collaboration, innovation, and strategic thinking. These principles have guided my career and enabled me to contribute significantly to the companies I've had the privilege of working with. As I continue to explore new challenges in senior leadership roles, I remain committed to leveraging my expertise to drive business transformation and achieve outstanding results in IT asset and software asset management.I welcome opportunities to connect with fellow professionals who share a passion for technological innovation and business growth. Feel free to reach out for networking, collaboration, or insightful discussions in the IT asset and software management space.
Licenseware
View- Website:
- licenseware.io
- Employees:
- 13
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Software Licensing Solutions And Sam SpecialistLicensewareBoston, Ma, Us
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AdvisorCanyon Consulting Nov 2024 - Present -
Software Licensing And Sam SpecialistLicenseware Apr 2024 - PresentBucharest, Ro
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FounderOmnia Itam, Inc. Apr 2021 - Present -
Itam Solutions LeadRaynet May 2022 - Mar 2024Paderborn, Nrw, DeLed the expansion of Raynet's software solutions into the US market as part of a multifaceted role encompassing sales, marketing, product advisory, and consulting. Employed a consultative sales methodology to drive business growth and client success. Specialized in understanding organizational challenges, articulating tailored solutions, and aligning Raynet offerings with clients' strategic IT initiatives.Key Responsibilities - Customer Success: Provided strategic product advisory services to clients, aligning Raynet solutions with client needs, and architecting seamless integration of Raynet products into their operations. - Cross-functional Collaboration: Fostered collaboration between sales, marketing, and product teams, ensuring alignment in messaging, strategy, and successful product integration. - Business Alignment & Solution Articulation: Identified synergies between client objectives and Raynet offerings, ensuring a clear connection between proposed solutions and the enhancement of clients' strategic goals. Effectively communicated how Raynet solutions align with clients' broader business initiatives. - Market Expansion Strategy: Devised and executed a comprehensive strategy to expand and establish Raynet product suite within the US market, directing all aspects of market entry and growth. - Sales Leadership: Directed sales initiatives, cultivating and nurturing client relationships, securing key account retention, and advancing the sales pipeline through a consultative sales approach.Notable Achievements - Revenue Growth: Achieved a revenue growth of over 100% - Client Success: Reduced churn via a success centric approach to account management and delivering tailored advisory services, aligning solutions with client initiatives for enhanced outcomes. - Pipeline Growth: Generated a $22m greenfield pipeline in the initial 18 months through targeted campaigns and strategic guidance. -
Director Of Professional Services (Itam)Usu Solutions Mar 2019 - Apr 2022Möglingen, Baden-Wuerttemberg, DeRevamped SAM services by overhauling operations for scalability, prioritizing the growth of individuals, and client satisfaction. Achieved a 50% churn reduction, secured Gartner recognition, and drove a 400% revenue surge.Key Responsibilities- Software Licensing Expertise: Provided expert guidance to customers relating to complex software licensing contracts interpretation, compliance requirements, and mitigating the risk of non-compliant positions. - Strategy Development: Spearheaded a ‘service driven’ approach to revenue generation that included a market segmentation analysis and aligning the marketing messaging to target the right personas. - Operational Modernization: Led the development and implementation of a modernized SAM Managed Services Operation that was able to rapidly scale to accommodate increased demand. - Team Leadership and Development: Managed a cross-functional team of 20 SAM consultants, fostering a culture of collaboration, growth, customer success, and innovation.Notable Achievements - Established Customer Success program: Resulting in a 50% churn reduction within the first 12 months. The program was centered around principles of ‘customer enablement’ and ‘delivered customer outcomes’ as opposed to ‘revenue generation’. - Received industry recognition: USU (Aspera) was added to the Gartner Magic Quadrant for SAM Managed Services in 2021.Impact/Results: - Team Leadership and Development: Cultivated a high-performance culture, resulting in an increase of employee retention, and group productivity as unnecessary re-hiring & training cycles were eliminated. Mentored and developed team members, leading to two consultants being promoted to leadership roles. - Operational Modernization: Transformed the SAM Managed Services Operation by implementing agile operational frameworks. This enabled rapid scalability to effectively respond to an increase in demand, resulting in increased revenue by over 400%. -
Itam Service Delivery Manager (Usa)Usu Solutions Jun 2015 - Mar 2019Möglingen, Baden-Wuerttemberg, DeHelped customers implement SAM and evolve and modernize their SAM practice by better leveraging their SAM resources (people and technology), realizing cost avoidance, and identifying and mitigating risk.Key Responsibilities - Software Licensing Expertise: I provided customers with deep expertise in understanding the software contracts and compliance requirements for several strategic vendors including IBM, Microsoft, Oracle, and Adobe. - Software Reconciliation Expertise: On a daily basis, reconciled software usage against license entitlements, and optimized license consumption for multiple software vendors including IBM, Microsoft, Oracle, and Adobe. - SAM Tooling Expertise: Led the implementation and continued management of an enterprise SAM tool for multiple USU customers. - Team Leadership and Development: Onboarded, Trained, and Managed a team of 8 Software Licensing analysts with no prior software licensing experience. Build a strong work culture that focused on mutual growth, team success, client satisfaction.
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Software Licensing SpecialistUsu Solutions Feb 2015 - Jun 2015Möglingen, Baden-Wuerttemberg, De
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Contract SpecialistAccenture May 2013 - Jul 2014Dublin 2, IeOversaw contracts exceeding $80 million, ensuring risk mitigation, issue resolution, and compliance. Provided crucial contractual guidance to project teams, reporting contract status and ensuring adherence to obligations.Key Responsibilities - Stakeholder Relationship Development: Developed robust relationships with internal project Managing Directors, leads, and external client contract managers, fostering collaborative partnerships vital to successful contract execution. - Contract Drafting and Negotiation: Crafted and negotiated multiple contracts, statements of work, and variations. Led negotiations with clients to finalize pricing and project scopes, demonstrating adept negotiation skills. - Legal Compliance and Subcontractor Management: Collaborated with Accenture's legal team to ensure local and international legal compliance. Drafted and managed subcontractor agreements, overseeing over 50 subcontractors' statements of work. - Team Leadership and Process Development: Played a pivotal role in a 5-member contract management team, including remote team coordination. Assisted in workload prioritization aligned with Accenture's strategic needs. Developed an endorsed subcontractor management process, enhancing account efficiency. - Strategic Advisory and Support: Provided expert contractual and commercial advice to Senior Managers and Managing Directors, contributing to informed decision-making and strategic planning. -
It Asset Management And Procurement SpecialistRaytheon Dec 2010 - Feb 2013Arlington, Va, UsManaged ITAM and procurement for 1,500+ employees at Raytheon, optimizing asset procedures and implementing Six Sigma-driven improvements. Led online procurement system development, negotiated with stakeholders, and ensured timely equipment delivery in a fast-paced environment.Key Responsibilities - Developed and maintained asset management procedures, work instructions, and audit plans. - Led process improvements for IT procurement efficiency using Six Sigma methodologies. - Managed procurement activities for 1,500+ employees, including RFQ processes and supplier performance management. - Spearheaded Software Asset Management tool implementation, tracking over 2,500 software and hardware assets. - Conceptualized and contributed to the development of an online procurement system, reducing paper-based activities. - Established strong relationships with IT stakeholders, negotiated pricing, and ensured timely equipment delivery. - Oversaw RFQ processes, managing shifting deadlines to secure timely supplier deliveries. - Sourced unique IT items and contributed to RFT documentation, engaging internal stakeholders. - Collaborated with legal and contract management for supplier terms review and negotiation. - Ensured daily on-time IT equipment deliveries, maintaining operational efficiency.Notable Achievements - Developed asset management procedures, audit plans, and compliance checks, enhancing operational efficiency. - Spearheaded the design and implementation of an online procurement system, eliminating paper-based activities. -
Account RepresentativePitney Bowes Business Insight Dec 2009 - Jan 2011Stamford, Ct, Us• Analysed customer requirements and a competitor’s license model to propose and later implement a new license structure and sales plan to target Colleges and Universities which resulted in an increase in new business in that market sector.• Identified and developed key relationships with decision makers.• Required to work closely and develop good relationships with a geographically dispersed team.• Managed and sold software solutions to over 30 Federal and State Government accounts across four states.• Responsible for cold calling companies across the country to grow existing accounts and develop new business.• Required to identify customer problems and position the appropriate software solution from the PBBI suite.• Australian sales lead responsible for growing training revenue across all Public Sector and Education accounts.• Australian sales lead responsible for selling software solutions to and growing sales into Colleges and Universities across Australia. -
Account ManagerCorporate Express Oct 2007 - Sep 2009Mascot, Nsw, Au• Required to understand customer IT requirements and propose the appropriate solution.• Managed logistics, resolved disputes, managed back orders, processed quotes and orders, attended client reviews, developed strategic relationships with distributors, and performed business development activities.• Managed the largest IT account in the state which accounted for 80% of the total IT revenue for the Australian Capital Territory.• Responsible for achieving a 20% increase in revenue across my account base.• In a team of over 20 sales staff, I achieved six ‘Sales person of the month’ awards in 18 months. -
Procurement SupervisorIntact Mar 2006 - Oct 2007Canberra, Australian Capital Territory, Au• Managed IT procurement activities for the ACT Government.• Developed and implemented several process improvements to increase the efficiency of IT Procurement.• Established procurement procedures and procedural documentation.• Developed relationships with vendors and clients.• Supervised a team of five procurement staff.
Lawrence Dempsey Skills
Lawrence Dempsey Education Details
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University Of CanberraInformation Technology -
St Edmund'S College CanberraHigher School Certificate
Frequently Asked Questions about Lawrence Dempsey
What company does Lawrence Dempsey work for?
Lawrence Dempsey works for Licenseware
What is Lawrence Dempsey's role at the current company?
Lawrence Dempsey's current role is Software Licensing Solutions and SAM Specialist.
What is Lawrence Dempsey's email address?
Lawrence Dempsey's email address is la****@****ail.com
What is Lawrence Dempsey's direct phone number?
Lawrence Dempsey's direct phone number is +151084*****
What schools did Lawrence Dempsey attend?
Lawrence Dempsey attended University Of Canberra, St Edmund's College Canberra.
What skills is Lawrence Dempsey known for?
Lawrence Dempsey has skills like Contract Management, Relationship Management, Contract Negotiation, Risk Management, Business Process Improvement, Contractor Management, Account Management, Business Development, Solution Selling, New Business Development, Managed Services, Itil.
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