JUDY MCKINLEY
Leland,NC
Summary
Ambitious, strategic Executive with a strong career spanning over 25 years in the healthcare technology industry.
Innovative and adaptive professional who excels in meeting goals through a consultative approach in building trust within the client. Looking to apply knowledge and expertise to contribute to business sustainability and growth.
Overview
29
29
years of professional experience
Work History
LEAD HEALTH NETWORK STRATEGY EXECUTIVE
Oracle Corporation (acquired Cerner Corporation)
2019.11 - Current
- Manages client strategy and consulting relationship across the client (Population Health, Clinical, and IT) including C-Suite to support retention and growth
- Measures and tracks leading performance indicators that align with key client initiatives and goals.
- Serves as the client contact to share best practices, product releases, assist with escalations (projects and post support) to ensure client satisfaction and value.
- Cultivates strong client relationships to establish referenceable clients and work to build case studies.
- Assisted with renewal extension of large enterprise client (1.2M over 3 years)
- Met target goal of obtaining references across my largest clients
STRATEGIC CLIENT PARTNERSHIP DIRECTOR
IBM Watson Health
2015.10 - 2019.10
- Manage large healthcare clients to ensure client satisfaction and identify expansion opportunities with value-based care programs
- Established C-Level relationships (CMOs, CEOs, CIOs) to uncover strategic initiatives and align opportunities with Watson Health’s Population Health Management solutions.
- Successfully partnered with internal teams (Product, DEV, Delivery, Sales) to meet customer KPIs and deliver a custom solution that met NY State Medicaid regulations
- Lead Client Relationship owner and oversight of ongoing client needs to consult, solve problems, and deliver best in class solutions
- Exceeded client renewal targets of 100%, increased contract value with add-on solution
- Obtained client references with 2 key accounts
STRATEGIC ACCOUNT DIRECTOR
Silverlink Communications, A Welltok
2014.09 - 2015.10
- Identified new opportunities cold calling managed care organizations
- Worked largely with CMOs, VP Medical Management, and COOs
- Presented consumer engagement solutions that promote healthy behavior and self-management of chronic conditions
- Closed large BCBS plan for first time in history of company; 3M ACV revenue
- Renegotiated existing contract term to expand term and suite of services by 20%
VICE PRESIDENT CLIENT SOLUTIONS
Healthx
2012.08 - 2014.03
- Identified new opportunities for prospective payors for member and provider portals
- Worked largely with C-Level (COO, CMOs, CIOs) to uncover strategic initiatives
- Attained 190% quota over last 3 quarters 2013-1014
SENIOR ACCOUNT EXECUTIVE
Kronos
2011.05 - 2012.08
- Uncovered new opportunities within an existing base of hospital customers to expand revenue
- Attained 162% of year one plan in CY2011; Successfully won highly competitive initiative at Children’s Hospital of Philadelphia
NATIONAL DIRECTOR CLIENT SOLUTIONS
WebMD Health Services
2007.01 - 2010.12
- Selected to manage large payor (BCBS) clients for strategic positioning of our solutions
- Responsible for client attainment, renewals, and satisfaction
- Demonstrated a broad line of consumer portal treatment/benefit decision support and health and wellness solutions and services
- Won multiple competitive client bids (Horizon BCBS NJ, BlueShield CA); expanding revenue within existing client base; total contract revenue of $2.4 million
- Attained 112% quota
- Attained 125% quota and sold complex enterprise platform solution to Independence Blue Cross ($9.8M total contract value)
REGIONAL SALES MANAGER
Medecision Inc.
2003.04 - 2006.11
- Consultative selling to identify new opportunities with payors for care management system
- In-depth knowledge of the critical business issues faced by executives (i.e., Chief Medical Officers, VPs Medical Management, and Chief Information Officers
- Clearly articulate the value delivered by products to clinical and technical audiences
- Negotiate high-ticket license fees (excess of $1 million over multi-year contract term)
- 1 Sales Rep - Year 2005
- Largest Sale in History of the Company to HCSC – BCBS IL, TX, NM, OK ($40 million over 5-year term); Obtained over 300% of plan
MANAGER, STRATEGIC ACCOUNTS
VIPS
1999.12 - 2003.03
- Selected as subject leader for launching new product to market
- Met revenue target and closed largest company plan client ($4.5M total contract value)
- Established new vendor partner alliance to provide combined solution ($500K contract)
REGIONAL ACCOUNT EXECUTIVE
Mckesson Corporation
1996.06 - 1999.12
- 1999 136% quota attainment ($1.8 million quota); President’s Club; 1998 161% quota attainment ($1.2 million quota); President’s Club; 1997 – 360% quota attainment
ACCOUNT MANAGER
Aetna / US Health care
1995.04 - 1996.06
- Attained 122% quota in 1996; attained 105% quota in 1995; retained 95% of customers in the face of significant rate increases
Education
B.A., Business Management -
Gettysburg College
Skills
- Client Partner Executive
- Enterprise Strategic Growth and Retention
- Consultative Partnership Building
- Account Management
- New Business Development
- Solution expertise in: Population Health, Care Management, Risk Management, Health Equity, Consumer / Digital Health
- Cloud, SaaS-based, complex technology solutions
Timeline
LEAD HEALTH NETWORK STRATEGY EXECUTIVE
Oracle Corporation (acquired Cerner Corporation)
2019.11 - Current
STRATEGIC CLIENT PARTNERSHIP DIRECTOR
IBM Watson Health
2015.10 - 2019.10
STRATEGIC ACCOUNT DIRECTOR
Silverlink Communications, A Welltok
2014.09 - 2015.10
VICE PRESIDENT CLIENT SOLUTIONS
Healthx
2012.08 - 2014.03
SENIOR ACCOUNT EXECUTIVE
Kronos
2011.05 - 2012.08
NATIONAL DIRECTOR CLIENT SOLUTIONS
WebMD Health Services
2007.01 - 2010.12
REGIONAL SALES MANAGER
Medecision Inc.
2003.04 - 2006.11
MANAGER, STRATEGIC ACCOUNTS
VIPS
1999.12 - 2003.03
REGIONAL ACCOUNT EXECUTIVE
Mckesson Corporation
1996.06 - 1999.12
ACCOUNT MANAGER
Aetna / US Health care
1995.04 - 1996.06
B.A., Business Management -
Gettysburg College
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