Brian Lang Email & Phone Number

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

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.
• 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

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

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)

• 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