Susannah Orsuga Email & Phone Number

Scottsdale, Az, Us

Lexington, Ky, Us

• Spearheaded the creation and execution of commercial strategy and go-to-market (GTM) development, driving product commercialization and revenue diversification for software and data services.• Delivered 15% overall revenue growth in 2022–2023, with subscription revenue surging over • 70% and integration subscriptions for veterinary and dental sectors increasing by 140%.• Expanded the partner portfolio by 3.5x, growing from 9 to 32 partners in 18 months, resulting in a 6x increase in overall market footprint.• Developed product differentiation strategies, built a scalable portfolio, and established frameworks for pricing, partner engagement, and customer success.• Led the creation of sales materials, including pitch decks, agreement templates, and negotiation strategies, to streamline onboarding and improve partner acquisition, growth, and engagement.

Portland, Or, Us

• Led a 100-person sales organization, including national account managers, technical product specialists, and senior sales leaders, responsible for a $350M Home Delivery & Online Pharmacy business unit.• Drove over 20% year-over-year (YoY) revenue growth by developing and executing a sales strategy focused on customer acquisition, territory and segmentation optimizations, and aligning goals with strategic portfolio items to drive differentiation and existing customer growth.• Achieved quarterly new practice acquisition goals for three consecutive quarters, after prior underperformance in the previous year.• Served as executive sponsor for the annual sales and growth meeting, overseeing budget management, strategic planning, and collaboration with C-suite executives to align business objectives and optimize sales team performance.• Oversaw the sales department budget, collaborating with marketing, finance, and legal teams to align key strategic initiatives.

Portland, Or, Us

• Led a team of up to 14, driving enterprise partnerships with major logos and significantly expanding market share through strategic relationship building and business development.• Secured additional budget to expand the team, enhancing focus and execution, which exceeded growth targets and led to a second investment to further scale operations and drive accelerated business growth.

Westbrook, Maine, Us

• Led enterprise partner development and commercialization of IDEXX’s data-driven solutions, including syndicated data reporting, direct-to-consumer campaigns, and business intelligence services.• Achieved 4x revenue growth for the Practice Intelligence business by leveraging machine learning and Big Data technologies to drive high-value business impact and partner growth.• Managed a 35-person cross-functional team across operations and marketing, ensuring alignment with R&D and technical teams to successfully execute business objectives.• Spearheaded solution selling to pharmaceutical and nutrition companies with revenues between $2–4B, fostering strong executive relationships to drive industry-specific growth.

Westbrook, Maine, Us

• Led IDEXX’s Alliance Partner initiatives by developing strategic relationships with third-party software providers to integrate IDEXX diagnostic data into external platforms, enhancing customer experience and loyalty.• Negotiated agreements with major software companies for volume licensing, resulting in improved customer retention and competitive advantage.• Facilitated the successful rollout of IDEXX’s InterLink integration, working closely with sales leadership and technical teams to ensure commercial readiness.

Westbrook, Maine, Us

• Managed a $20M portfolio of multi-site corporate accounts, achieving compounded revenue growth of 20% over two years through targeted sales and marketing strategies.• Secured multiple agreements with corporate customers by identifying client needs, developing profitability models, and executing effective negotiations with IDEXX business units and legal teams.• Conducted diagnostic gap analyses, identifying $2M+ in revenue opportunities by increasing hospital testing procedures.

Westbrook, Maine, Us

• Led a 15-person sales team, creating compensation plans, setting sales goals, and fostering cross-functional collaboration to exceed performance targets.• Consistently exceeded sales targets, boosting customer satisfaction and revenue growth.• Contributed to the development of the CRM system and implemented the Action Selling sales model for the Inside Sales team.

Westbrook, Maine, Us

• Drove sales of in-clinic diagnostic products to veterinary hospitals, increasing utilization and market penetration across the Arizona territory.• Earned President’s Club status in 2004 and 2005 for top sales performance.• Awarded the Rapid Assay Award for exceptional sales growth.

Bachelors Of Science, Marketing/ Minor In Spanish

Masters Business Administration