EXPERIENCE
Senior Vice President, Sales
2006 to Present
COMPANY IS CONFIDENTIAL, Dallas, Texas
Startup venture developing solutions for the healthcare ecosystem that empower patients, physicians, hospitals, and clinical research organizations by leveraging a suite of web-based applications, an intelligent collaboration hub, and connectors to existing systems.
Asked by founder and CEO to develop sales and marketing programs and to serve as senior advisor on corporate development, product strategy, and market planning.
Principal
2001 to 2006
HARRISON & ASSOCIATES, Dallas, Texas
While fulfilling a family health obligation with parents that is now fully satisfied, conducted consulting engagements in sales and marketing, strategic planning, product marketing, and business plan creation and analysis. With that obligation completed, became available full time again to help grow a company.
President
1999 to 2001
BALÉO, INC., Austin, Texas
Startup venture developing innovative Internet-based software to analyze real-time qualitative input from customers, prospects, partners, and employees. Third round funding became unavailable in 2001 during technology economic downturn.
Appointed by venture capital investors to lead company from seed-stage research project to profitable business operation. Representative accomplishments included:
- Recruited sales team and directed staff to sign 5 customers within 2 months of service launch.
- Recruited 5 industry leaders for advisory board. Built outstanding technical, support and marketing teams.
- Led development effort and first release delivery of Baléo's innovative new product, Customer Insights.
- Successfully launched product at DCI CRM Expo with press/analyst coverage.
President
1995 to 1999
HEALTH SYSTEMS TECHNOLOGIES, Seattle, Washington
Recruited by Kleiner Perkins Caufield & Byers for this startup company developing enterprise software for the healthcare industry. Raised $20.8 million in venture funding. Representative accomplishments included:
- Closed two enterprise beta customers.
- Recruited national sales team and signed first three customer agreements.
- Company recognized twice as one of the "Best Companies to Work For" by Washington CEO magazine.
- Carried out product restructuring, effectively positioning company within changing healthcare market with new product suite to support automated referral management, authorization, and benefit eligibility determination - product suite recognized by Microsoft's Industry Solution Award.
- Negotiated key strategic partnerships with Deloitte Touche, Data General, Citrix, Eclipsys, and DAOU.
Vice President, Sales & Marketing
1992 to 1995
TSS, Dallas, Texas
Communications software company providing DECnet protocols for TCP/IP network environments and OEM applications. Challenged to establish global presence through direct, OEM, and channel sales. Representative accomplishments included:
- Tripled direct sale revenue with introduction of major account program.
- Closed first million-dollar end-user sale by orchestrating European sales strategy.
- Devised strategy to provide UNIX systems vendors with tools to penetrate major accounts with VAX hardware and DECnet by enabling their customers to move to open systems and TCP/IP networks while retaining multi-million investments in existing DECnet-based legacy applications.
Senior Vice President
1989 to 1991
UNIPLEX INTEGRATION SYSTEMS, INC., Dallas, Texas
Subsidiary of Uniplex Group, a $60 million U.K.-based global provider of UNIX software. Directed sales, marketing, and customer/technical support operations for North, Central, and South America. Served on Board of Directors. Acted as COO and coordinated with corporate management in the U.K. Representative accomplishments included:
- Increased annual Western Hemisphere revenues from $1.6 million to $16 million, enabling Uniplex to raise additional capital funding and successfully position the company for sale.
- Built new market in Central and South America, with $10 million in projected annual revenue, including national distribution agreements in Brazil, Mexico, Argentina, Chile, Peru, Colombia, and Venezuela.
EARLY CAREER
BUSINESSLAND, Atlanta, Georgia
1988 to 1989
Expanded revenues from $30 million with -3% margins to $75 million with +8% margins in under 2 years as Region General Manager.
MBI, INC., Rockville, Maryland
1985 to 1987
Served as Vice President, Regional Operations and Vice President, Government Operations. Grew region revenue from under $20 million in 1985 to $48 million in 1986 while increasing pre-tax profits 37%. Drove company revenue from $25 million to $100+ million with acquisitions and opening new markets. Landed 3-year $150 million federal contract.
CCI, INC., Reston, Virginia
1983 to 1985
Region Manager. Guided development and marketing of unique product version for legal market. Landed first major account, a $25 million national agreement.
XEROX CORPORATION, Arlington, Virginia
1973 to 1983
Consistently above sales plan performance, annual President's Club achievement, and seven promotions in ten years. Positions included National Federal Market Manager, Branch Manager, Region Marketing Manager, Region Sales Operations Manager, Sales Manager, Product Specialist, and Sales Representative.
EDUCATION
Liberal Arts; Allegheny College, Meadville, Pennsylvania; 1972
SELECTED COMMUNITY ACTIVITIES
Team Coach and Manager; Reston Youth Soccer Association
PTA President; Seneca Ridge Middle School
Board Member; The Living Opera
Advisory Board; Youth Advocate Programs |
