Roger F. Zudekoff
Allen, TX,USA
Summary
Sales professional with proven success in generating new SaaS sales and enhancing revenue in Provider, Payer, and Life Sciences sectors. Expertise in developing and implementing strategic plans that drive long-term client relationships and sustainable growth. Strong focus on EHR, Population Health Management, and Analytics vendor accounts.
Overview
31
31
years of professional experience
Work History
Strategic Account Director
Health Language (Wolters Kluwer)
Denver, CO
01.2021 - Current
- Hybrid role of new business and account management in the terminology management space.
- Concentration on a portfolio of 41 EHR, Population Health Management, and Analytics vendor accounts (100+% revenue retention) which service the Provider and Payer ecosystems.
- Developed 10 net new business wins in the following markets: EHR, Analytics and Life Insurance (Insurtech).
- Stratified a named account portfolio focusing on an account planning process based on key criteria including current revenue, account vulnerability and whitespace opportunities.
- Developed and executed remediation plans for two inherited accounts with low NPS scores which were nurtured into reference accounts.
- 2022 Account Management Excellence Award; 2023 & 2024 Top Revenue Generator Awards.
Regional VP Sales
Verinovum
Tulsa, OK
07.2018 - 12.2020
- Sales of a data enrichment/curation solution to large payers and IDNs.
- Sold Verinovum’s first deal for a clinical data quality scoring project at a large Blues plan.
- Built from scratch a 2.5x quota pipeline by targeting Payers (senior-level analytics and quality audiences).
Senior Account Manager
Infor
New York, NY
11.2014 - 04.2018
- Hybrid role of new business and account management in the healthcare integration space.
- Sold new Cloverleaf channel partner accounts, including: Syapse, Flatiron Health, Varian NTT Data, Sentry Data.
- Managed a portfolio of 17 Cloverleaf (interface engine technology) customer accounts (95% revenue retention).
- Transitioned to the Customer Experience team in a strategy role, developing positioning for Payers and Providers.
Senior Account Executive
SAS
Cary, NC
04.2013 - 11.2014
- Hybrid role of new business and account management in the healthcare analytics space.
- Managed 13 key accounts (EHR and Population Health vendors) with a $4.5MM SaaS revenue base.
- Accountable for maintaining customer success, strategic account planning and driving up-sell opportunities.
- Developed 3x pipeline in first year, with majority generated by focus on Customer Experience and BI solutions.
- 100+% revenue retention during tenure.
- Saved an inherited account previously earmarked for non-renewal.
- Left SAS on pace for new business quota attainment – recruited to work for previous management team at Infor.
Senior Account Executive
Infor
New York, NY
07.2011 - 04.2013
- Managed Health Information Exchange (HIE) business (17 accounts) with SaaS revenue of $5+MM as well as Cloverleaf (interface engine) business key major accounts.
- Exceeded 325% of 1st year sales quota (2012 Circle of Excellence Member) and 95% quota in 2nd year.
- Retained 2 HIE accounts which had committed to decommissioning the Cloverleaf HIE solution prior to my tenure.
- Managed HCA Cloverleaf business, resulting in a 4x expansion of their Cloverleaf environment.
Consultant
Self-Employed
02.2011 - 06.2011
- Developed a sales plan for a start-up HIE provider, targeting Payers, IDNs and Large Medical Practices.
- Created a business plan for analytics firm specializing in Search Engine Optimization (SEO).
Senior Account Executive
Allscripts (formerly Eclipsys)
Irving, TX
04.2007 - 06.2010
- Owned a portfolio of 6 existing Allscripts customers.
- Managed sales effort for hospital software add-ons for named accounts (clinical, revenue cycle and decision support solutions).
- Sold major IDN deal ($15MM in new software revenue) plus contracted for 3 other 7-figure TCV deals.
- Retention of 100+% of customer revenue for territory over three-year tenure.
- 2009 President’s Club award.
Vice President, Strategic Consulting Group
Epsilon
Irving, TX
12.2004 - 09.2006
- Served as lead relationship marketing consultant and drove sales of analytical and strategic consulting services for the Hilton HHonors account.
- Led 3 person think tank responsible for developing creative ways to use the Hilton database as a strategic asset.
- Developed unique HHonors member segmentation and reporting dashboard frameworks used for Hilton account.
VP, Strategic Planning & Analysis
MRM Partners
San Francisco, CA
07.2003 - 11.2004
- Founded and managed an analytics & strategic planning group.
- Led analytics sales efforts for Microsoft account.
- Exceeded sales quota for research services.
- Managed 5-person team of analysts responsible for measuring effectiveness of Microsoft’s digital ad spend.
Vice President, Strategic Business Analysis
Targetbase
Irving, TX
11.1996 - 06.2003
- Exceeded revenue targets for services (including primary research and quantitative analysis) 5 of 7 years.
- Served as analytics sales lead for net-new business wins in pharma vertical: GSK, Schering-Plough, TEVA and Alcon.
- Targetbase Leadership Award 1999, 2002.
Director of Client Services
DSS Research
Arlington, TX
12.1994 - 11.1996
- Headed sales and customer success for a marketing research firm, specializing in MCO and IDNs.
- Grew sales over 65%, due primarily to establishment of efforts with NCQA HEDIS managed care survey work.
- Specialized in customer satisfaction, product and brand design and pricing research.
Education
MBA - Marketing Research/Information Systems
University of Texas at Arlington
Arlington, TX01.1995
BS - International Business
Quinnipiac College
Hamden, CT01.1990
Skills
- Account planning and revenue generation
- Data analytics and EHR solutions
- Business development and strategic sales
- Sales strategy and problem solving
- Effective communication and negotiation
- Team leadership and financial acumen
- Stakeholder management and collaboration
- Sales presentations and pipeline management
- Negotiation tactics
- Client onboarding and relationship management
- Territory management
- Sales funnel optimization
- Upselling and cross-selling
Special Sales Training
- Miller-Heiman (Blue Sheet, Gold Sheet, Challenger Sale)
- Acclivus (Sales Excellence, Coaching, Negotiation, Presentation courses)
Software Proficiency
- Microsoft (Word, Excel, PowerPoint, Access, Project, CoPilot)
- SAS Enterprise BI
- Salesforce
Timeline
Strategic Account Director
Health Language (Wolters Kluwer)
01.2021 - Current
Regional VP Sales
Verinovum
07.2018 - 12.2020
Senior Account Manager
Infor
11.2014 - 04.2018
Senior Account Executive
SAS
04.2013 - 11.2014
Senior Account Executive
Infor
07.2011 - 04.2013
Consultant
Self-Employed
02.2011 - 06.2011
Senior Account Executive
Allscripts (formerly Eclipsys)
04.2007 - 06.2010
Vice President, Strategic Consulting Group
Epsilon
12.2004 - 09.2006
VP, Strategic Planning & Analysis
MRM Partners
07.2003 - 11.2004
Vice President, Strategic Business Analysis
Targetbase
11.1996 - 06.2003
Director of Client Services
DSS Research
12.1994 - 11.1996
MBA - Marketing Research/Information Systems
University of Texas at Arlington
BS - International Business
Quinnipiac College
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