Brian Lang Email & Phone Number

Verona, Pa, Us

Verona, Pa, Us

Pittsburgh, Pennsylvania, United States

• Senior-level healthcare experience in go to market strategy, target account plans, product positioning, messaging, demand generation, and pipeline initiatives.• Expert in target outbound executive-level prospecting, provide technical product and solution mapping to business needs, coordinate presentations, and support proposal generation• Build multiple pipelines of qualified prospects for field sales and demonstrated ability to move accounts through the process to qualification, managing multiple sales engagements • Present enterprise healthcare software solutions using a highly consultative sales approach and techniques, leveraging solutions engineers and product experts • Proven record of success in consultative selling to senior level decision makers within the healthcare provider industry• Background in ambulatory, patient access and operational processes within healthcare systems• Global domain knowledge in the evolution of digital platforms, embedded applications, value propositions, and competitive landscape • Maintain strong relationships with healthcare stakeholders including CIO, CTO, Chief Digital Officer, Chief Medical Information Officer, and VP of Patient Access• Work closely with the leadership team to develop commercial strategy, goals, and actions to accelerate pipeline and revenue.

Greater Pittsburgh Area

• Expert Sales Development Contractor-Consultant to software companies without full-time SDRs or augment in-house SDRs with over-quota performance delivering 10M in new pipeline per year• Senior-level expertise in developing Sales Qualified Leads that convert to revenue including Target Account Prospecting and Existing Customer Cross-Sell to new divisions• Expertise in positioning complex, new paradigm, disruptive software solutions to Director/ VP-levels that shorten cycles to meetings and SQL conversion• Ability to profile and map title paths in target accounts that provides a professional, senior-level introduction for your company and sales team• Experienced in customizing value propositions to company and contact specific business drivers using research and social-media techniques

Greater Pittsburgh Area

• Consistent over-quota achievement for sales qualified leads converted to revenue for the NAMER Enterprise Software Group (3.3M-FY08, 4.1M-FY09)• Assisted Field Marketing and Lifecycle Marketing in refining-tuning current telesales demand generation strategies and programs to increase the quantity and quality of leads for enterprise software demand generation programs• Partnered with Corporate Marketing to establish telesales campaign pipeline goals, target market definition, outsourced telesales budgets, and agency performance metrics for their software marketing campaigns• Managed, mentored, coached outsourced telesales agencies and in-house contract telesales teams to improve lead quality and performance metrics against budget• Attended weekly cross-functional team operations meetings for Field Marketing, Corp Marketing, Lifecycle Marketing, Volume Software Sales, and Systems Inside Sales• Ongoing training of new and existing team members on new marketing materials, sales promotions, call flow, technical elements, and product awareness• Communicate all new process changes and goal adjustments to team members in a timely manner• Implement & execute detailed plans to help team members set production goals & put a plan together to achieve their goals• Maintain data integrity within lead management systems to maximize the tracking and accuracy of the campaign lifecycle• Continuously evaluate outsourced telemarketing agencies to ensure consistent performance, training, budget, pipeline goals, and ROI• Delivered regular updates, ROI and teams performance reports with recommendations to Software Practice Leadership• Maintain consistent communication with Field Software Sales and Systems Account teams

Knova

• Managed team to 8 consecutive quarters of 100% or greater of total quarterly US new license revenue driven by Inside Sales • Encourage and mentor (6) Inside Sales Representatives in the US/ EMEA to meet and exceed their goals• Develop telesales/ e-mail strategies and programs to meet the assigned revenue objectives• Responsible for driving revenue growth by recommending, developing and managing a business development strategy that will create new opportunities, alliance relationships, and cross-sell/ up-sell existing accounts• Establish performance measurements, tracks performance against those measurements and provide constructive feedback• Provides leadership and management guidance on the delivery of key sales and marketing programs, channel development and third party relationships• Manage and develop accurate forecasting processes utilizing existing sales force automation system• Responsible for staffing, training, meeting revenue objectives as well as monitoring performance of the sales team• Communicate with Executive management regarding territory planning, sales activities and weekly/monthly pipeline/forecast reports• Ensure that the divisions goals and policies are communicated and implemented• Provide team coaching in product/ industry knowledge, solution selling, and advanced prospecting skills

Serviceware

Greater Pittsburgh Area

VP Sales-Service: 1999, 2000, 2001: 500K quota – over-quota (7/98 – 3/02)• Target account strategy, client relationship management, and up-selling into existing accounts• Doubled sales from $750K to $1.5 million by increasing software licensing sales pipeline levels• Developed and executed lead generation programs: seminars, tele-prospecting, e-mail marketing• Assisted Account Managers in preparation of bids and presentations• Outside sales calls, technical presentations, business analysis, and proposal generationSenior Account Manager: 240K quota – over quota, 1998: 300K quota -over-quota (3/97 – 6/98)• Inside and outside sales of hardware, software, and support services• Prepared sales presentations, proposals, and service delivery• Started an IBM AS/400 consulting practice for mainframe network integrationAccount Manager (5/96 – 2/97)• Tele-prospecting and sales to IT professionals for technical training courses • Participated in trade shows for marketing of training classes• Managed student sales and registrations for Computer Telephony (CTI) training program

• Solicitation, sale, and processing of personal and commercial lines insurance policies• Responsible for meeting district sales goals and product specific initiatives• Initiated auto insurance referral program to local car dealers