Experience

Castlight Health

• United States
• Hospitals and Health Care
• 300 - 400 Employee

• Regional Sales Manager

  • Apr 2015 - Present

  As an employer, besides coping with the extraordinary expense of enterprise healthcare, you face other complex problems. Like, how can you transition to a consumer-directed health plan without causing a riot? What do employees really want from their health benefits? And, will my employees embrace shopping for doctors and services? Sure, enterprise healthcare is complex. Full of pitfalls and possibilities. But, we can help you manage it. With Castlight you can: Control costs: Control healthcare costs—without sacrificing quality—or employee benefit satisfaction. Manage change: Roll out new health plans with less confusion, disruption and pushback. Boost employee satisfaction: Ensure employees fully understand and value their benefits Integrate benefits programs: Create a single, integrated employee experience. Unlock the true potential of all your benefits programs in a single platform. Improve health and productivity: Limit absenteeism, boost workplace performance and reduce the complications of poor care. Enterprise healthcare isn’t going to fix itself For large U.S. companies, healthcare is a top-three business cost — 30 percent of which is waste. Castlight can help. See a Demo-We’re fixing enterprise healthcare one company at a time. You’re next. As an employer, besides coping with the extraordinary expense of enterprise healthcare, you face other complex problems. Like, how can you transition to a consumer-directed health plan without causing a riot? What do employees really want from their health benefits? And, will my employees embrace shopping for doctors and services?



Teradata

• United States
• Software Development
• 700 & Above Employee

• Senior Sales Specialist- Life Sciences and Healthcare

  • 2010 - Apr 2015

  Individual contributor with direct responsibility for driving revenue for new “Life Sciences/Healthcare” accounts. Selling a platform family of hardware, software and consulting solutions for use from: single business unit or data marts, to enterprise data warehousing for Big Data, also selling the database platform along with a “best of breed” host of applications directly related to complex analytics and data warehousing. Built significant pipeline ($8m) in three major “green field” life science companies. Able to penetrate and build pipeline in accounts that were considered “Anti-Teradata”



Attunity Software

• Senior Account Executive - Life Sciences

  • 2005 - Jan 2009

  Directly responsible for penetrating and expanding the life sciences vertical, enabling “IT-optimized business”. My duties included: Facilitating a business-focused IT strategy, enabling seamless collaboration with customers- corporate and employees, empowering a proactive response to performance data, corporate mandates, and rapid changes allowing tracking, monitoring and ability to change “on the fly, as needed” through dashboards and triggers. This allows companies to be equipped and ready for optimal business execution through their current and future IT infrastructure. Led negotiations and signed a top 5 Life Science company to contract for $10.5m Executed direction needed to penetrate the Life Sciences vertical and helped define value proposition while rolling out solution to potential customers.



Troux

• United States
• Software Development
• 1 - 100 Employee

• Director Sales ,Life Science, Mid-Atlantic

  • Aug 2003 - Jul 2004

  Hired to focus on F-500 accounts from Virginia through NYC. Providing and delivering Software solutions that enable companies to align business and financial goals with their IT infrastructure. Areas of focus are: Financial Planning, Enterprise Architecture Management, Change Planning, Security & Information Privacy, Regulatory Compliance, Business Continuity Planning, Outsourcing Management and Application Portfolio Management. Built a significant pipeline and strong relationships with companies such as: GSK, MERCK, Pfizer, MBNA and Met Life. Agreements with: GlaxoSmithKline, MERCK, and Met Life. Designed and executed the direction needed to penetrate the Pharmaceutical market and helped define value proposition while rolling out solution to potential customers.



Jeeves Solutions

• Director Software Sales

  • Jan 2002 - Jul 2003

  Charged with opening building and expanding pharmaceutical vertical while managing sales team of five. Created and implemented vertical strategies. Established sales plans/goals while providing leadership and mentoring to team. Personally focused my efforts on account penetration for the Pharmaceutical and Healthcare vertical. Managed pipeline activity of Sales Reps for the Financial, Government and Insurance verticals including companies maintaining a large web presence. Utilized extensive relationships in the region, CxO event coordination, mailings, webinars, intensive cold-calling campaigns and vertical market vendor relations. Built pipeline of $8M within first six months by using an effective combination of new product introduction, focused customer management and targeted market penetration. Developed sales strategies targeting national accounts such as CIGNA, Highmark, Blue Cross of PA, Johnson & Johnson, Pharmacia, GSK, DuPont and MERCK. Successfully penetrated major accounts and secured over (143% quota) first year, (160% quota) second year. Led negotiations for $900K+ licenses agreement with large pharmaceutical company. Surpassing initial contract of $100K by promoting/delivering value proposition that outlined need for more than one technology within multiple business units (R&D, Marketing, Product Management and Procurement).



Informix

• Senior Sales Executive

  • 2000 - 2002

  Recruited to rebuild company and open new territory selling to Fortune 500 companies in PA, DE and NJ. Primarily companies in the pharmaceutical, Insurance and financial verticals. Was solely responsible for creating all sales, marketing and account development; cultivated relationships with key decision makers through a variety of market penetration and relationship building techniques. Successfully gained significant market share within new territory by achieving 200% of $1.5M quota. Employed pure solution-selling approach and utilized professional networking base to penetrate challenging accounts. Captured competitive market advantage, outselling key competitors by providing “end-to-end” customer solutions with high attention to value added solutions that met or exceeded business requirements. Landed $1.2M deal with Cigna despite position as new player and competition from Oracle by gaining customer confidence and following through on promises.



MicroStrategy

• United States
• Software Development
• 700 & Above Employee

• Sales Executive

  • 1999 - 2000

  Directed all account management activities in accounts with annual revenues of $1B or less. Created entire scope of account penetration strategies, coordinated CxO events and oversaw resource management. Delivered $3.2M in sales in less than six months (160% of quota) through an effective mix of direct selling and capitalizing on strategic relationships with SI partners, resellers and hardware vendors. Formulated sales and account penetration strategies to gain entry in accounts under the IdeaLabs (VC) umbrella. eToys, FreePC, Buy.com and many others. Landed three of the company’s first licenses agreements in the .com space.



Platinum Technology

• Account Manager

  • 1995 - 1999

  Challenged to increase sales, revenue and market share through the sale of over 180 software products including those in database/systems management, application life cycle, data warehousing, decision support and security. Focused solely on BI/DW business solutions Exceeded sales quota by 237% (total $3.7M) in the second year. First year, over 113%. Focused primarily on Pharmaceutical and Healthcare verticals. Customers included: University of Penn, Mercy Health, Mayo Clinic, GSK, Catholic Healthcare, CIGNA and AstraZeneca. Personally opened healthcare/pharmaceutical vertical market from conception to rollout; established overall business plan, determined products and solutions offered and outlined potential benefits for Life Sciences.