• Leveraging best practices in client management and technical innovation to ensure maximum retention and growth • Focusing on customer intimacy to deliver business impact and innovation to a customer’s business by truly understanding the customers’ key business issues and opportunities• Creating and executing strategic customer plans that define performance objectives, customer success metrics, financial targets and critical milestones for short and long-term periods • Providing executive oversight and partnership to orchestrate cross-functional team members, including support, service and management resources, to ensure any customer priorities are resolved effectively• Analyzing customer growth strategies and aligning solutions with a focus on adoption resulting in continued customer loyalty and referenceable customer.

• Execute a cross-segment engagement strategy to drive adoption, usage and customer satisfaction, resulting in continued customer loyalty and referenceable account.• Drive revenue through strategic account management by identifying additional locations and upsell opportunities, while meeting expected profitability per account • Leverage best practices in client management and technical innovation to ensure maximum retention and growth through appropriate cost and touch models• Focus on customer intimacy to deliver business impact and innovation to a customer’s business by truly understanding our customers’ key business issues and opportunities• Create and execute against strategic customer account plans that define performance objectives, customer success metrics, financial targets and critical milestones for short and long-term periods; account plans are agreed to and approved by the client • Provide executive oversight and partnership to orchestrate cross-functional team members, including support, service and management resources, to ensure any customer priorities are resolved effectively• Establish and cultivate productive, professional relationships with key personnel • Build, motivate, manage and lead high-performance cross functional teams and deliver effectively in a matrix environment

• Defined a data driven sales engagement model and used the Miller Heiman strategic selling methodology to track and operationalize the cycle in Salesforce. Organized strategic funnel reviews that prioritized the sales opportunities and outlined the critical steps to closure. • Used target market analysis to drive high probability leads into the sales cycle via the Salesforce tools. • Developed data-driven return on investment analysis that includes population health measures to be used when selling to health plan and care delivery organizations who are managing risk for population health.• Developing analysis and business cases for new sales opportunities that provide justification for product purchase and the quantification of the benefits over time of the solution and services being offered.• Worked with the sales support and demo team to develop an ROI driven product demonstration. This also includes prospect discovery questions and formulated value conversations with the prospective customer.• Experience giving presentations to customer senior leadership team and communicating throughout the organization.

• Created a value-based sales engagement methodology to introduce our company, the solution offering and value proposition. Developed a data driven return on investment analysis that summarized the value of the solution’s benefits as compared to the investment. The outcome was a positive return on investment analysis that aligned the offering to the value at each stage of the sales engagement methodology which led to increased sales bookings. • Led the sales solution demo team to align the corresponding product demonstration to value proposition as well. Conducted market research leading to prospecting and defining the addressable market.• Managed client “referenceability”, KLAS scores and Case Studies.• Successfully improved product growth and messaging integral to the sales process for both new sales and customer retention. Worked directly with customers to help achieve overall adoption and support ongoing organic sales.• Experience with sales tools such as Salesforce.com, forecasts, budget and market analysis using HIMSS analytics and definitive.com.

• Utilized product lifecycle management methodology to build product roadmaps for the research and development team to build the quarterly and yearly product release using Agile SDLC methodology. • Awarded a US Patent for a visual business rules engine that displays hospital process steps in a geospatial format• Aligned product management, strategy, development, marketing and sales by developing business cases that outlined the scope, organization involvement and the justification of the investment in the product roadmap for McKesson’s hospital and health system capacity management and performance analytics solutions. • Developed healthcare experience in hospital workflow across clinical and operational teams to help them on their mission to increase productivity and to ensure better quality of care. Additionally, worked with those hospital teams in focus groups and requirements gathering to better understand the effectiveness of the products we offer and to engage around requirements for improvements. • Product manager for the McKesson analytics solutions that used a define, measure, analyze, improve and control (DMAIC) methodology to develop business intelligence that identifies healthcare data trends for reducing operating costs and improving patient health.• Successfully improved product growth and messaging, product roadmap, and gaining buy-in across teams. Experienced and integral to the sales process including presenting to customer c-suite. Worked directly with customers to ensure overall adoption.

• Used Agile software development methodology to build epics containing user stories, estimate using story points, track using burn-down charts and validate the build on a regular basis. Additionally, validated the deliverables through quality assurance and requirements validation. Also, included in the effort was the building and upkeep of custom hardware build as an appliance mode. • Lead the development for McKesson's patient flow solution, McKesson Performance Visibility. McKesson Performance Visibility is the industry’s first enterprise patient care visibility system, a new category of health IT that uses visual controls to deliver real-time, at-a-glance information that puts everyone involved in the care process on the same page.

• Lead various high profile and strategic efforts to add to product and customers to existing legacy systems as part of the overall business growth and development plan. These projects include:• Development of a software system that provides a Customer Service Module for Healthcare Payers.• Lead a team building a new and strategic product that processes Health Reimbursement Accounts, Health Savings Accounts and Flexible Spending Accounts.• Lead the development of a Workflow Automation/Business Process Management system.• Lead the development of requirements, research, and planning for the Government HIPAA EDI Regulations.• Lead a "swat" team conducting a large-scale benchmark and performance stress test of the software and networking and was jointly executed in partnership with CIGNA Healthcare and IBM.

• Director of Information Systems for the 2 large-scale software applications designed for the needs of healthcare payers such as Blue Cross Blue Shield and CIGNA. • Involvement in the sales process, giving presentations, and customer relations, extensive travel to customer sites, presenting ideas, showing products, and gathering requirements.• Accomplishments include completing business plans, project planning, contracting, and administering a $16M budget including technology vision and direction.

• Successfully implemented software system modifications needed by clients.• Travel to client sites to discuss and plan software development projects.• Responsible for system direction and design team.• Lead software design efforts for all custom modifications needed by Blue Cross Blue Shield of North Carolina to go-live.• Dramatically improved project status tracking for all development projects by implementing a project tracking system.

• Ran daily operations for an outsourcing data center. Including system security, backups, telecommunications, system programming, networking, and disaster recovery.• Responsible for establishing a help desk, call logging, and assigning problems to system operators.• Planned and executed moving the data center to another location, including building the data center, power requirements, installation of phone lines, installation of a raised floor, and system setup.

• Designed modifications to the system based on analysis gathered from the client.• Team leader designer and programmer for modifications and new development.

• Development programmer using Microfocus COBOL to convert a payroll system from an HP3000 to run on a local area network.