Armand Lange

About Armand Lange

I build revenue by building trust.Over the last 15+ years, I’ve led enterprise growth at the intersection of cloud, AI, digitaltransformation, and strategic partnerships, working with global systems integrators, hyperscalers,and Fortune 500 customers to turn complex environments into scalable revenue engines.My career has been shaped by alliance-led selling. Whether partnering with GSIs like Kyndryl,consulting firms like KPMG, or hyperscalers including Microsoft, AWS, and Google Cloud, I specialize in aligning ecosystems that don’t naturally move together, and creating GTM strategies that actually stick in the field. I’ve owned global portfolios, exceeded revenue targets (including 124% attainment and $11.5M+ in FY25), and helped organizations move from point solutions to long-term platform adoption across highly regulated industries like financial services, healthcare, and public sector. Along the way, I’ve learned that the most successful enterprise deals aren’t closed, they’re co-created through executive alignment, partner enablement, and clear business outcomes.What sets me apart is how I operate:• I’m equally comfortable in boardrooms and technical briefings• I lead with emotional intelligence and accountability• I coach teams while still carrying a strong player mindset• I focus on repeatable GTM motions, not one-off winsI’ve led global sales organizations, built partner ecosystems from the ground up, launched jointsolutions, improved customer satisfaction, and helped teams navigate long enterprise sales cycleswith clarity and momentum.If you’re building, or rebuilding, enterprise revenue through strategic alliances, global accounts, orcloud and AI transformation, I’m always open to meaningful conversations.Let’s connect.

Experience

1. Enterprise Account Manager, Federal Systems Integrators

   BeyondTrust

   Jan 2026 — Present · Washington, DC, US

   Spearheaded the penetration of Federal System Integrators (FSIs) to drive sales of the BeyondTrust portfolio. • Engaged with C-level executives, program offices, and cyber practice leaders to foster strategic relationships. • Managed both Sell-To and Sell-Through strategies for assigned FSIs, enhancing market presence.

Education

• Northern Virginia Community College

  Business Management

  1984 — 1986

• Harvard Business School Executive Education

  Business & Industry Insights

  2014 — 2014

• Old Dominion University

  BS in Marketing Education

  1986 — 1989

Skills

• Enterprise Software
• Solution Selling
• Channel Partners
• Pre-Sales
• Software Industry
• Enterprise Content Management
• Crm
• Sales Process
• Direct Sales
• Sales Operations
• Sales
• Business Development
• Document Management
• Strategy
• Datacap
• Account Management
• Saas
• Sales Management
• Management
• New Business Development
• International Sales
• Erp
• Cloud Computing
• Leadership
• Salesforce.com
• Sales Enablement
• Filenet
• Business Process Improvement
• Accounts Payable
• Channel Sales
• Document Imaging
• Document Capture
• Ocr
• Partner Management
• Large Account Sales
• Go-to-Market Strategy
• Content Management
• Digital Imaging
• Networking
• Executive Management