Robert Refvem Email & Phone Number

Phoenix, Az, Us

Raleigh, North Carolina, Us

Manager of Client Success team for the Mid-Market client segment.

Raleigh, North Carolina, Us

Role transitioned to Intelerad through acquisition.Maintain and grow Client Relations with book of customers consisting of academic medical centers and integrated delivery networks. Primary focus is Business Relationship Management through retention of existing business, while identifying high-value, strategic growth opportunities within the assigned customer accounts utilizing Business Analysis during onsite and remote meetings. Responsible for achieving an assigned annual sales and profitability goal; performance is measured against adoption, retention, and the satisfaction of assigned customers.• Develop strategies and initiatives to support and achieve customer objectives by establishing strong relationships with key external and internal stakeholders.• Formulate new strategic business opportunities and initiatives by collaborating with the New Business• Development and Marketing Teams. Maintain open dialog to understand and communicate customer issues, competitive pressures and activities and proactively manage customers’ satisfaction and service delivery by anticipating potential service problems, and monitoring solution satisfaction.• Manage annual contract renewals and ensure that Life Image is effectively positioned to result in increased revenue and expansion by fostering Net New interest in the Life Image Suite of Image Management services. Monitor and report utilization of Life Image SaaS services to ensure account alignment with appropriate service volume tier. Maintain a client book ARR of $2.75M• Develop customer account plans for all assigned customers that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.• Manage assigned customers’ transition from the Implementation team to Support team during system implementation. Assist Client Services with strategy, planning, and other activities as necessary.

Newton, Ma, Us

Maintain and grow Client Relations with book of customers consisting of academic medical centers and integrated delivery networks. Primary focus is Business Relationship Management through retention of existing business, while identifying high-value, strategic growth opportunities within the assigned customer accounts utilizing Business Analysis during onsite and remote meetings. Responsible for achieving an assigned annual sales and profitability goal; performance is measured against adoption, retention, and the satisfaction of assigned customers.• Develop strategies and initiatives to support and achieve customer objectives by establishing strong relationships with key external and internal stakeholders.• Formulate new strategic business opportunities and initiatives by collaborating with the New Business• Development and Marketing Teams. Maintain open dialog to understand and communicate customer issues, competitive pressures and activities and proactively manage customers’ satisfaction and service delivery by anticipating potential service problems, and monitoring solution satisfaction.• Manage annual contract renewals and ensure that Life Image is effectively positioned to result in increased revenue and expansion by fostering Net New interest in the Life Image Suite of Image Management services. Monitor and report utilization of Life Image SaaS services to ensure account alignment with appropriate service volume tier. Maintain a client book ARR of $2.75M• Develop customer account plans for all assigned customers that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.• Manage assigned customers’ transition from the Implementation team to Support team during system implementation. Assist Client Services with strategy, planning, and other activities as necessary.

Newton, Ma, Us

Solutions sales of lifeIMAGE software and services with emphasis on enterprise viewing in deconstructed PACS implementations and unified visualization and clinical workflow scenarios between VNA's, PACS, EMR and data exchange.• Developed and delivered presentations, proposals, quotations, plan customer meeting and product demonstrations for the enterprise viewer solutions.• Develop and maintain consultive sales relationship with key influencers in customer organizations. Partner with visualization partners, Account Managers and Regional Sales VP's to advance product awareness and sales in IDN's, strategic accounts and client base.

Raleigh, North Carolina, Us

Managed all sales processes for the Western US region (Texas to Hawaii) utilizing consultative sales and account management skills to develop prospective clients and promote growth of existing accounts across the Intelerad solution portfolio. Developed and managed a $9 Million pipeline in territory.• Consulted with prospective clients from end user to executive suite on PACS solutions, Cross Enterprise Imaging workflow and interoperability to increase imaging efficiency, lower operational costs and increase profitability.• Responsible for technical delivery of the Intelerad Medical Informatics solutions and driving engagement process with new and existing clients around product demonstrations, proof of concept trials and developing understanding of the ROI to drive the sales process to closure.• Prospect, qualify, and capture new business opportunities, develop strong customer relationships by providing superior customer service and manage client relationship post initial engagement.• Active in all phases of sales development: prospecting, proposal development, negotiation, and account management. Communicate total cost of ownership and alignment to industry trends.

Round Rock, Texas, Us

Developed the Pacific Coast sales region for Dell Unified Clinical Archive Healthcare Cloud Solutions. Utilized consultative sales skills and in-depth technical knowledge to educate stake holders and senior leadership of strategic healthcare systems. Efforts created a $7.5 Million pipeline in previously underserved territory and resulted in a 20% annual growth of imaging data to the cloud archive.• Consulted with customers from end user to executive suite on Clinical Informatics, Business Continuity and Disaster Recovery solutions, Vendor Neutral Archive, Health Information Exchange, and Meaningful Use.• Responsible for technical delivery of the UCA/DCCA solutions and assisting other Dell teams with their deliverables, determining the appropriate UCA partner/GTM approach for each customer opportunity, driving new engagement process and understanding key objectives to drive the sales process to closure.• Prospect, qualify, and capture new business opportunities and developed strong customer relationships by providing superior customer service. Managed client relationship post initial engagement through transition to production support..• Active in all phases of sales development: prospecting, proposal development, negotiation and account management as well as engaging medical archive technology and channel/ISV solution partners. Communicate total cost of solution ownership, industry trends, and critical success factors to key client stakeholders to ensure effective solution roll out.

Round Rock, Texas, Us

Cloud Storage Solutions Pre/Post Sales Engineer for the Dell Unified Clinical Archive and Dell Cloud Clinical Archive solutions for the California sales territory. Responsible for technical delivery of the UCA/ DCCA solutions and assisting other Dell teams with their deliverables, training, and education of core account teams to identify and qualify the UCA solution with customers.• Recognized as top Sales Engineer out of eight peers for superior performance in 2011 and 2012.• Lead sales pursuit and delivery of over $2.1 Million TCV solution sale in 2011. This was the first major new logo solution sale for the Dell Cloud Clinical Archive solution since acquisition of the service by Dell in 2010. Obtained 70% of assigned FY quota with 6 months in position.• Lead development and delivery of the sale of a $9 Million solution for a major healthcare integrated delivery network in 2012. Sales team recognized for the Services Solution Sales team of the Year. Exceeded quota by 333% for FY.• Organized Executive Briefings with customers, at Dell facilities and in the field at customer facilities.• Coordinated solution architecture requirements and system security review in support of new business activities and system upgrade processes.• Active in management of medical archive technology, channel/ISV solution partners and fostering strong customer relations throughout the territory as a Trusted Advisor.

Rochester, Ny, Us

Managed Health Care Information Systems Service Contract audit and renewal process for the US and Canada install base. Conducted process improvement and training for all field engineering personnel in auditing requirements and install database updates and corrections. Resulted in $1 Million revenue net gain in FY 2007 and continued service revenue renewal of $2.97 Million for FY 2009.

Rochester, Ny, Us

Imaging Informatics (RIS/PACS) Specialist providing technical service support and system administration services, service engineering and PACS Front Office applications training for Diagnostic Imaging Centers and Medical Center Imaging departments using Kodak/Carestream PACS systems. Services include hardware and software support, database administration, end user application training, systems implementation and upgrade, service engineering support, display protocol development and new system administrator training.

Provided remote and on-site systems diagnostics, customer support, Implementation, and upgrade of Kodak Computed Radiography units and Kodak PACS Systems. Conducted Field Integration and Validation of EMC RAID storage for PACS solutions and data migration between archive systems. Ensured diagnostic Image Quality and security of patient information, data backups and disaster recovery operations. Provided technical Pre-Sales support to sales professionals during RFP and project implementation.

Cemax Icon Radiology PACS System Field Engineer. Provided onsite customer support for southwestern US.

Washington, Dc, Us

Managed Electrical Division of 14 personnel and supervised 45-man Engineering Department on six US Navy Nuclear Submarines. Held senior positions as Electrical Division Manager, Quality Assurance Supervisor, Nuclear Engineering Systems Technical Writer, and Nuclear Engineering Project Manager.

Washington, Dc, Us

• Served as LAN Administrator - Network Security Manager from Jan 1999 to Dec 1999 on US Navy Nuclear Submarine. Maintained >90% uptime in mixed environment of HP-UNIX and Novell 3.12 servers with Windows workstations while ship was deployed to the Arabian Gulf theater of operations. Network supported the crew information and training programs, Ship’s Supply and Financial software and Tactical Information system.

Bs, Computer Science

Oracle Certified Professional Dba, Oracle 9I

Scsa Certification, Solaris 9 Certified Administrator