Susan Protos
Atlanta,GA
Summary
Dynamic and results-driven executive with over 20 years of experience in healthcare leadership, management consulting and technology services. Susan brings a proven track record of exceeding goals, specializing in guiding clients through complex IT challenges to achieve strategic objectives. With a strong foundation in Healthcare, Life Sciences and Technology, she is considered a thought leader and has a keen acumen for developing long-term relationships across all levels of organizations. Susan has held leadership roles at UST, EPAM, Aetna, Elsevier leading global initiatives through collaboration, partnerships and mastery of technology trends.
Overview
20
20
years of professional experience
Work History
Healthcare Industry Advisor
HTEC Advisory
11.2023 - Current
- Spearheaded B2B business development, driving market acceleration and connecting clients with industry leaders to boost brand awareness & revenues.
- Providing SME expertise for market expansion in HealthTech and Life Sciences domain.
- Served as a trusted advisor to C-suite executives, offering guidance on complex business issues and insights into emerging trends.
Head of HealthTech & Life Sciences
UST
06.2022 - 11.2023
- Led a team in HealthTech and Life Sciences, championing international revenue growth for net new and existing accounts.
- Managed a $70M portfolio, overseeing P&L, budgeting, and alliances, resulting in 43% growth in Life Sciences, 20% growth in HealthTech.
- Developing and executing a strategic vision for BU, aligning with corporate goals.
- Fostering growth through CXO networking, strategic partnerships, and startups to drive market expansion, growth and innovation.
Global Client Partner
EPAM
03.2021 - 06.2022
- Directed strategic account growth strategies for clients, managing a portfolio of $50M+ in annual revenue across key account and net new clients.
- Led initiatives for a $32M key account delivering 15+ client engagements with 300+ delivery team expanding account by 23%.
- Liaison with key partners to drive growth: GCP, SFDC, SAP, AWS.
- P&L responsibility, achieving 42% gross margin through effective contract strategies, increasing profitability by 10% while enhancing CSAT scores.
- Thought leadership over core solutions: Digital transformation, data & analytics, engineering, cloud migration, and consulting solutions.
Associate Vice President
emids
01.2020 - 01.2021
- Managing $30M book of business in technology while successfully expanding new business revenues across Payers, Providers and HealthTech clients.
- Key accounts include: IQVIA: $7M AI/ML & UI/UX, securing extension and new revenue.
- PRAHS: $6.5M digital services custom platform development.
- Change Healthcare: $5M supporting eCommerce, interoperability, and UX design.
- Adventist: $3M enterprise platform transformation and migration.
CRO - Vice President
Independent Management Consultant
01.2017 - 12.2019
- Interim and fractional leadership driving sales and revenue growth across North America
- Key client: Firecracker 2.5 years (startup acquired by Wolters Kluwer Health
- Wolters Kluwer (Firecracker) | Vice President Sales & Strategy | 06/2016 – 8/2019 Driving B2B enterprise market strategy, aiding in acquisition by Wolters Kluwer
- Drove $7M B2B new revenue in first 12 months delivering digital solutions, AI/ML adaptive learning SaaS
- Managing P&L
- Interim CRO for U.K
- Company, boosting GP 12% and increasing revenues 210%.
Vice President Account Management
Aetna (AHM)
09.2013 - 01.2017
- Led account management, driving $60m in revenue with key accounts
- Exceeding KPI’s by 120% YoY while implementing growth strategies across Payer, Provider and Healthcare clients.
Client Partner
CTG
06.2010 - 02.2013
- Exceeded quota by 108%, growing Southeast territory to $14M through consultative selling and relationship-building, achieving top-perform status
- Generating $3.5M in net new sales in first quarter by cultivating new relationships as an individual contributor across Southeast.
Founding Partner – Management Consultant
Direct HIT Consulting
12.2005 - 03.2010
- Boutique consulting firm specializing in healthcare technology providing interim C-Suite (CXO) leadership and consulting services for global clients
- Client portfolio - Select Accounts: CTG – providing staffing and interim management services
- Philips Medical CVIS: developing multi-regional launch strategy
- OrthoView: new business development of orthopedic SaaS nationally - ROI 150%
- WebMD Medscape: sales strategies resulting in 110% client growth
- Project portfolio: market expansion, GTM strategies & interim leadership.
Director of Strategic Alliances
Elsevier
01.2001 - 01.2005
- Led new product development and customer relations for Elsevier’s digital solutions including P&L for $70M product / BU
- Direct sales of digital solutions, integrating with EHR (Epic/Cerner)
- Managed global alliance sales and VARs driving 25% revenue growth.
Global Sales & Alliance Manager
Wam!Net (Savvis)
01.1999 - 01.2001
- Core team winning $6.9B DOD telecommunications contract for NMCI
- Industries: Telco, Media/Entertainment, Printing & Healthcare
- Speaker at national events.
Director of Business Development
AGFA Gaevert
01.1992 - 01.1999
- Progressive growth within imaging division – President Club
- Award winning sales performer ranked #1 nationally for revenue growth
- Managed inside sales team of 7 growing sales 80% within 9 months.
Business Development Manager
Kodak
01.1986 - 01.1992
- President Club – strategic alliances and VAR’s
Education
Bachelor of Arts -
Skills
- Healthcare Industry Advisor
- P&L Management $50M
- Global Sales Leadership & Strategy
- Revenue Growth & Strategy
- Consulting & Transformation
- Digital Services & Solutions
- Big Data and Analytics
- Customer Experience
- Cross-Functional Team Leadership
- M&A – JVs Partnerships
- Thought Leadership
- Relationship Building
- Strategic Planning
Affiliations
- HIMSS
- ACHE
- Institute of Management Consultants
Accomplishments Training
- Presidents Club
- Award winning sales performer
- Sales methodology and process
- Strategic Selling
- Spin Selling
- Miller Heiman Training
Skills Expertise
- New business development
- Building C-Suite relationships
- Fiscal accountability, P&L
- Big 5 consulting experience
- Strategic Account Management
- Complex RFI, RFP responses
- Sales methodology and process
- Technology implementations
- Corporate leadership
- B2B eCommerce
- International experience
Timeline
Healthcare Industry Advisor - HTEC Advisory
11.2023 - Current
Head of HealthTech & Life Sciences - UST
06.2022 - 11.2023
Global Client Partner - EPAM
03.2021 - 06.2022
Associate Vice President - emids
01.2020 - 01.2021
CRO - Vice President - Independent Management Consultant
01.2017 - 12.2019
Vice President Account Management - Aetna (AHM)
09.2013 - 01.2017
Client Partner - CTG
06.2010 - 02.2013
Founding Partner – Management Consultant - Direct HIT Consulting
12.2005 - 03.2010
Director of Strategic Alliances - Elsevier
01.2001 - 01.2005
Global Sales & Alliance Manager - Wam!Net (Savvis)
01.1999 - 01.2001
Director of Business Development - AGFA Gaevert
01.1992 - 01.1999
Business Development Manager - Kodak
01.1986 - 01.1992
University of Minnesota - Bachelor of Arts,
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