David Dinoia Email & Phone Number

Newark, Delaware, US

Responsible to develop. manage and support key, strategic healthcare clients and OEM partners. Accountable for cultivating and nurturing new relationships with leading customers that can benefit from the Laurel Bridge Medical Imaging Workflow Orchestration suite of tools, products and services.

Raleigh, North Carolina, US

• Identify customer needs, market trends and explore business opportunities.
• Communicate requirements clearly to all internal and external stakeholders.
• Act as a key change facilitator within Intelerad.
• Deliver new solutions that provide tangible business benefits.
• Assess the impact of change, capture and document requirements and ensure that those requirements are delivered by the Company while supporting the business through the implementation process.

Towson, MD, US

• Held various roles in Business Development, Solution Architecture, Professional Services, Program Management and Project Management.
• Built relationships with strategic partners, OEM suppliers and end users to provide specific products and services necessary to complement partners’ portfolios and solve client needs.
• Created Professional Services Team consisting of Solutions Architects, Project Managers, Implementation Specialists and Service Support Engineers to guarantee successful system design, installation and support by.
• Maximized utilization of specialized resources for all aspects of a project to decrease cost of sales, implementation time and support costs while providing superior customer service.
• Employed management and leadership skills to provide exceptional working environment and motivated personnel and inspired personal growth through career development.
• Utilized team building techniques to encourage communication throughout the organization.

• Created Strategic Partner Team within new Business Development Department to further advance existing National Channel Partnerships as well as develop new relationships.
• Chartered to increase overall sales through partnerships to 50% in FY2007 from 21% in FY2006 accounting for approximately $7M from 161 new customers.
• Utilized existing relationships within Strategic Partner companies to develop formal sales programs and technical interface options to increase InSite One revenue from products sold through channel.
• Managed Strategic Partnerships to increase portfolio of InSite One products and services sold through channel.
• Provided training to Strategic Partner sales & technical personnel to allow Strategic Partner sales teams to resell InSite One product and services without InSite One sales or Professional Services support.

• Instrumental in Channel Partner development - dealers, resellers, licensed resellers, OEMs. Implemented comprehensive testing and validation program.
• Continuously developed new architectures to allow interfacing with non-DICOM archive capable PACS systems and directly to modality systems.
• Support new product introduction program.
• Managed personnel and budgets for PS department.
• Developed individual growth plans for each PS team member.
• Used consultative selling techniques to close numerous multi-year, multi-million dollar contracts.

• Employed consultative sales techniques to assess customer needs, pain points and short term / long term goals to provide a solution using available products and services from InSite One and our partners.
• Designed numerous standard system architectures based upon single product definition to provide solutions for customers with various image and data archival needs.
• Directed Integrating the Healthcare Enterprise (IHE) Support Team.
• Provided technical pre-sale support to potential customers resulting in steady increase of monthly billable recurring revenue.
• Implemented team sales approach to significantly reduce time to close new customer contracts.
• Convinced Radiology IHE Group to utilize InDex as the central archive for IHE Connectathon.

Round Rock, Texas, US

• Provided technical consultation in pre-sales support role to channel partners and healthcare providers.
• Established customer technical requirements, developed strategic technical project plans, managed product integration activities and supervised technical portion of new product development.
• Instrumental in building the Healthcare Solutions Group, EMC’s first self supporting vertical market business unit, positioning EMC as a viable healthcare technology solution provider meeting HIPAA compliance guidelines.
• Provided technical pre-sale support to prospective customers leading to $15M revenue growth through Q2-2001, nearly double the annual goal set for the Healthcare Solutions Group.
• Increased customer revenues while reducing installation times and costs by integrating EMC solutions with products from 12 healthcare partners.

Amsterdam, Noord-Holland, NL

• Created and managed the Systems Integration Group which incorporated Philips equipment with non-Philips medical modalities, PACS and other hospital information systems.
• Developed professional services offerings for networking, information systems integration, interoperability and clinical workflow.
• Identified and managed business partners, consultants and subcontractors.
• Successfully managed $20M PACS integration effort for multi-facility hospital network. Project was largest PACS initiative in North America and included four HIS systems, six RIS systems, four speech recognition.
• Managed PMSNA involvement with IHE for Year 1 and 2 showcasing Philips’ commitment to the advancement of data integration in healthcare.

Amsterdam, Noord-Holland, NL

• Created a national program covering the configuration, design, development, implementation, testing and documentation for integrating unique RIS-PACS-Modality configurations.
• Supported marketing, sales and service personnel by creating interoperability tools and providing telephone and on-site assistance.
• Product Manager for EasyLink RIS Interface Engine.
• Developed improved systems integration techniques resulting in shorter installation times, lower installation costs and improved customer satisfaction.
• Cross-functional technical support actions lead to increased “clean orders”, increased product revenue and reduced installation times.

Amsterdam, Noord-Holland, NL

• Developed service plan to cover PACS product line.
• Negotiated service relationships with the Product Management Group in Holland, OEM vendors and Field Service Organizations.
• Managed financial risks associated with installation, warranty and general service activities in order to increase service revenue and increase win ratio of service contracts.
• Identified and implemented relationships with essential third party vendors and service providers allowing PMSNA to offer comprehensive single source support for PACS customers.
• Trained 35 elite service specialists in LAN technology and troubleshooting techniques resulting in reduced outsourcing costs, minimized service time and increased service revenue.
• Instituted Service Product Teams to assure Field Service Organization was prepared to install and maintain new digital equipment and medical LANs.