With a career that spans public sector procurement and enterprise software sales at some of the biggest names in the industry, Lennart brings a rare mix of perspectives to his work. Since joining Middlecon five years ago, now part of Nion, he has helped customers make sense of complex IBM licensing so they can plan with confidence. Continue reading to learn more about Lennart’s role as a License Sales Specialist and his experience across this evolving collaboration.
His Role as a License Sales Specialist
Lennart started his career in the public sector, where he spent about ten years as a procurement specialist. “That gave me a strong foundation in contracts, negotiations, and understanding how organisations manage large IT investments.” he said.
After that, he worked in software sales at US companies including Progress Software, Oracle, and IBM, followed by seven years setting up Swedish sales offices for a couple of Nordic IBM Business Partners. “My focus there was mainly on solutions like advanced analytics in retail and manufacturing, as well as marketing automation,” said Lennart.
“I joined Middlecon five years ago as a License Sales Specialist. My role is primarily to help customers renew their IBM licences annually, while also identifying opportunities for additional licence sales or new software solutions that support their evolving needs.”
Projects He Works Closely With
“My work is quite broad, since I collaborate with many customers during their annual licence renewals. These conversations often lead into discussions about new requirements or future plans.” he stated, when asked about what his work looks like usually.
One recent example is a Swedish insurance company building a duplicated IT environment to secure their operations. Their goal is 24/7 uptime, which naturally requires careful planning around both infrastructure and licensing.
Why License Management Matters
Licence management is important because software licensing can be complex, especially in larger IT environments. Companies need to make sure they have the right licences for their usage, both to stay compliant and to avoid unnecessary costs or fines.
Good licence management helps organisations optimise their investments. It ensures they are using software efficiently, that they are properly licensed, and that they can plan ahead as their systems grow or change. For many companies, it is also about gaining clarity and control over their software assets, something that becomes increasingly important as IT environments expand and move towards hybrid or cloud based solutions.
What Defines the Team according to Lennart
“I would say we work in a very open and honest way with our customers. Transparency and trust are important to us. We are also very supportive, both towards our customers and towards each other internally, and we always try to keep the customer’s best interest in mind. I genuinely think that mindset characterises the Nion team. And it is always fun going to the office.”
Success One Year From Now as he views it
“Success for me would mean that we have built strong collaboration between the teams and are already seeing the benefits of combining our knowledge and expertise.”
Lennart hopes to have broadened our licence business with new technologies and be helping new customers with their purchases and management of software licences a year from now.