Summary
Overview
Work History
Education
Skills
Associations
Timeline
Generic
Al Acosta

Al Acosta

Fairfax,VA

Summary

Objective is to bring 20+ years of related experience to an organization focus on healthcare.

Overview

26
26
years of professional experience

Work History

Healthcare Digital Services Specialist, Healthcare Strategic Account Executive, Professional Services Manager

Ricoh Americas
01.2010 - Current
  • Focus on developing IDNs, university medical centers and large practices
  • This includes interoperability technology between patient, provider, and payer that optimizes inefficiencies and addresses security vulnerabilities
  • Additionally, consult on cost reduction and right-sizing mail, commercial print, imaging, scanning and courier services
  • Position on/hybrid/on-site labor and automation that drive outreaches within marketing, correspondences, EOBs, and discharge
  • Last, devise strategies around cloud hosting and IT services for continuous day-to-day operations and support.

Director of Business Development

Azul Systems/WorldIT
01.2007 - 01.2009
  • Directed a go to market federal strategy and sales execution
  • Organically grew the government footprint and exposure into DoD, Civilian and Intel
  • Evangelized value-add solution to agencies deploying eGov, SOA and Cloud architected systems
  • Established the first federal client closing a major 6-figure contract within the intelligence community.

District Sales Manager; Account Executive; Pre-Sales Engineer

Quest Software/Dell
01.1998 - 01.2006
  • Responsibilities included sales management, individual contributor and pre-sales engineer
  • Grew teams of up to ten direct reports focus on state & local, higher education (SLED) accounts; developed C- and D- level relationships connecting business drivers and IT needs with solution offerings; expanded the channel; and every phase of the sales cycles including lead generation campaigns, contracts, negotiations and closure through to complex acquisitions.

Education

BSBA - MIS -

Old Dominion University

US Naval Academy

Skills

  • Business Optimization and Workflow
  • Clinical and Revenue-Cycle Workflows
  • Consultative and Project-Base Selling
  • Services-Led Model
  • Change Management and Version Control
  • Channel Distribution Models
  • Manage Services Support
  • SaaS Cloud-base Software
  • Closed an 18-month cycle telephony cloud TCV (total contract value) of $47M across 5-years with optional re-extensions of $50M, $53M and $57M Organically developed the customer’s requirements by aligning functional needs, technical constraints, and financial benefits Throughout the sales process, aggressively ensuring all parties commit to next steps while continually communicating compelling events and timelines
  • Heritage ValleyTCV of $12M
  • Led public sector (SLED) sales team through reinforced mentoring and coaching while adhering team and individual accountability Grew business from $755K to $98M during a 3-year span as a sales leader with up to 10 individual sales contributors resulting in an average YoY growth of 235%
  • Established a 5-year contracted healthcare portfolio value of $45M in Western PA to include SaaS and OnPrem software, IT services and infrastructure, managed services, and help desk Outcomes consists of optimizing a central scheduling center, standardizing HIM operations across remote clinical locations, and exceeding service levels of the enterprise’s multi-functional output devices
  • Fast tracked and operationalize a $425K eFAX referral and order management HL7 interoperability platform focused on lost revenue in Neurosurgery with an expansion to Oncology and Cardiology in NJ The outcomes improved overall patient experience, guaranteed 100% capture of patient referrals, accelerated physician assignment, and enabled remote work during Covid
  • Expanded account value of a NC medical university with a consulting engagement totaling $125K The outcome resulted in prioritizing 72 LEAN improvement opportunities to recoup millions of dollars in lost monthly revenue This qualitative analysis targeted Anatomical Pathology lab orders of 15 distinct lab processing areas Denoted 506 current, future, and ideal state activities while portraying relationship structures between PB/HB revenue cycle and lab management
  • Closed a $147M, $11M and recently $16M dollars’ worth of security and workflow embedded solutions as part of an equipment fleet takedown in South FL, Central PA and Central VA More importantly, established a standard platform that integrates back-office systems and workflows
  • Developed and executed a go-to-market strategy for a Java computing platform and entry into the Federal market Engaged chief scientist, CTO and engineers to organically established GSA and IC-IDIQ contracts while initiating USAF C&A and NSA Common Criteria certifications required for operational deployments Captured a sizeable 6-figure contract within Intelligence
  • Orchestrated a $35M enterprise B2G award to NGIT for the Commonwealth of VA During the 25-year sales cycle, positioned Quest/Dell as the premier Microsoft value-add partner for each prime bidding the outsource contract by influencing requirements, demonstrating solutions, building relationships, and corroborating the decision-making and acquisition processes Accelerated acquisition through aggressive T&C’s while ensuring Northrop’s P&L incentives

Associations

HIMSS National and Local Chapters

Timeline

Healthcare Digital Services Specialist, Healthcare Strategic Account Executive, Professional Services Manager

Ricoh Americas
01.2010 - Current

Director of Business Development

Azul Systems/WorldIT
01.2007 - 01.2009

District Sales Manager; Account Executive; Pre-Sales Engineer

Quest Software/Dell
01.1998 - 01.2006

BSBA - MIS -

Old Dominion University

US Naval Academy

Similar Profiles

CREATE PROFILE
Al Acosta