WILL PETRONE
Altamonte Springs,FL
Summary
Twenty-two years of IT experience in all aspects of professional services management, technical implementation, project management, and support and operations. Experienced in all aspects of the implementation project lifecycle from presales, through delivery/implementation and production support. Technical expertise includes product management, design and development; solution design and implementation; post implementation and operational support. Extensive experience in the area of professional services management, building an integration services practice, managing resources, and developing new product and service offerings.
Overview
39
39
years of professional experience
Work History
Senior Business Development Consultant
Allegiance Healthcare Solutions LLC
Altamonte Springs, FL
10.2006 - Current
- Prior experience assisting multiple startups of healthcare divisions within Mitem Corporation and MDI Solutions.
- Managed daily operations of the company including staff recruitment and training.
- Researched emerging technologies that could be leveraged by the startup.
- Negotiated contracts with vendors for resources needed for the startup.
- Increased credibility and client awareness by developing marketing collateral and presentations.
- Implemented strategic offerings to enhance company's suite of products and services.
- Leveraged trends in customer industries and marketplaces to shape solutions and approaches.
- Provided organizational leadership and collaborated with executive partners to establish long-term goals, strategies and company policies.
- Developed and implemented business development strategies through upselling and cross-selling within existing client base as well as strategically attracting new business.
- Created a comprehensive plan to identify prospective customers and develop relationships with them.
- Maintained contact with existing customers to ensure satisfaction levels remain high.
- Negotiated major contracts with clients to expand the organization's presence in the industry.
- Conducted research on potential markets and gathered competitive intelligence to inform decision-making processes.
- Established strategic partnerships with vendors in order to obtain favorable terms for products and services.
- Supervised daily operations of Healthcare Consultant team members including recruiting, hiring, training, coaching, performance management, and termination activities.
- Assisted with the development of marketing materials, such as brochures, web content, and presentations.
- Hired talented, trainable team members and drove new business strategies to grow revenues.
- Resolved customer complaints regarding sales and service.
- Enhanced sales volume through skilled support to both new and inactive customers.
- Conducted market research and reported on competitors.
- Attended conferences, meetings, trade shows, and other events to network with potential partners or clients.
Vice President – US Territory
MDI Solutions Limited - Contract
Toronto, Ontario
10.2006 - 05.2020
- Impactful sales leader with 15+ years of health care software & services experience in integration, EHR and CRM
- Built multiple channel partner programs from ground up, provided business, sales coaching and marketing strategy to partners and headed up Sales Operations for USA
- Consistently achieved goals in building sales and managing existing customer and partner channels
- Success is achieved by aligning vendor and customer goals for a mutually beneficial relationship
- The value proposition goes well beyond managing a sales pipeline by providing business and marketing consulting services along with sales coaching and execution
- Key Accomplishments: Provided the direction for a company turn-a-round, Managed sales operations for USA, Established go to market strategy for $1M in sales, achieving 105% of quota, Created 1 certified Cloverleaf consultant training programs, increasing revenue $.1M to $.5M achieving 110% of quota
Business Development Manager
MITEM CORPORATION
Menlo Park, CA
01.2001 - 01.2006
- Directed business development operations for clinical portal application development
- Experience working with health care providers to implement web-based solutions that address their business strategies
- As member of MITEM’s research and development teams, I lead projects from research and conceptual activities to consulting to the development of respective software solutions
- Contributed to concepts, specifications, and the implementation of HL7 messaging for MitemView 6.0
- Provided the business development for software development partnership and new product planning for MITEM’s Blue Iris portal technology
- Responsible for the strategic alliance formed between MITEM and Park City Solutions, a provider of Web-enabled business process solutions for the health care industry
- This partnership made it possible for health care organizations to develop an integrated healthcare portal management system that integrates legacy applications and dynamically manage and share content across a portal enabled enterprise
- Recommended the strategic alliance with SeeBeyond for extending the eGate integration engine
- Responsible for the development partnership with Alice Hyde Medical Center in building Blue Iris, a product that offers out-of-the-box integration with MEDITECH Magic
- Responsible for MITEM’s affiliations with major industry professional associations, including the Healthcare Information and Management Systems Society (HIMSS), Health Level Seven (HL7) is one of several ANSI-accredited Standards Developing Organizations (SDO’s) operating in the healthcare arena
- And MUSE which is the largest independent MEDITECH users group dedicated to providers that use the MEDITECH healthcare information system.
Vice President
SOFTWARE CORPORATION INTERNATIONAL
Toledo, Ohio
01.2000 - 01.2001
- Launched and directed business operations for eBusiness Solutions Group
- Highlight includes successful fiscal management
- Managed twenty associates
- Responsible for marketing, sales and administrative processes
- Developed and implemented IBM Business Partnership and software alliance with Seven Mountains
- Managed national sales team remarketing IBM and non-IBM services, VPN and Java based ePortal solutions.
National Sales Manager, Health Care Industry
MITEM CORPORATION
Menlo Park, CA
01.2000 - 01.2001
- Managed national sales programs for health care for the duration of 8 months
- Developed goals and coordinate all local, regional, and national training efforts
- Identified and optimized health care business opportunities
- Created brand awareness and oversee all company-directed promotional activities within health care
- Just as popular business models began to shift, promoted to Business Development Manager to work on a startup health care software development effort for MITEM Corporation as a turnaround effort, which had failed in the past
- Promoted to Business Development Manager for health care with setting the market strategy and development of a vertical solution for clinicians.
General Manager
SCI HEALTHCARE GROUP INC.
Toledo, Ohio
08.1994 - 01.1999
- Developed the Application Services Group by the recruiting of 5 consultants providing professional services for McKesson, MEDITECH and SMS health care information systems
- Developed the Integration Services Group by hiring 11 highly trained and experienced experts using SeeBeyond e
- Gate/DataGate, Quovadx Cloverleaf , Sybase Impact!, e
- Biz 2000, and Microscript, SMS OPENLink, and Cerner OpenEngine
- Built and expanded the alliance with SeeBeyond Technology Corp, a provider of eBusiness Application Integration solutions
- Responsible for strategy and implementation of integration services program directly for SeeBeyond to their eBusiness Integration customers
- Developed contracts, proposals and Statements of Work for all professional services of both groups
- Responsible for the overall contract and client management
- This included defining the vision of the account, preparing, selling, negotiating, approving and implementing specific account plans
- Demonstrated business knowledge in driving revenue, resource utilization, managing staff, planning and executing strategies
- Exhibited excellent leadership and interpersonal skills, have a high energy level, excellent communication skills and have the ability to persevere towards company goals
- Possess knowledge in marketing disciplines, business financing, and strategic planning
- 3 years of selling to large health care accounts, 2 years of P & L accountability, and developed and executed successful business account plans
- Overall possess 8-10 years business related experience
- Excellent understanding of systems, networks, and software (i.e
- AS/400, Unix, VMS, LAN, WAN, VPN etc.)
- Ownership of key vendor relationships including contract negotiation for web hosting, recruiting, software development, hardware evaluation, and telecommunications
- Responsible for the availability of the company web site and the distribution of ads to the site including reporting
- Responsible for the evaluation of new technology
- Responsible for the design and implementation of a time tracking and reporting system
- Instrumental in making and instituting several company policies and procedures implemented company wide
- Increased the business from 5 to over 70 new accounts and from $200,000/year to $1.7 million/year
- Initiated a joint-call strategy with strategic alliances of products and services, which resulted in gained new accounts through these contacts.
Senior Software Analyst / Project Manager
MCKESSON HBOC
Longwood, FL
01.1992 - 08.1994
- As a Senior Software Analyst for the Applications Services Team, Responsible for installing, maintaining, and upgrading TCN's to the current release levels for Series 2000 clients of the IBAX Healthcare Management Systems
- As Project Manager on the Upgrade Services Team, serving several Hospital clients, responsible for several functions during the Upgrade Process, such as: Planning for modifications, availability of resources, implementation, using Timeline or Project Workbench Project Plans, Scheduling Upgrade Education for End User Departments Performing Modification Analysis by identifying modifications to be eliminated or carried forward with the new software Ensuring Certification is performed and latest software patches are loaded and applied Perform Data Conversion support during 'Go Live' weekend
Technical Consultant
Gale Group
Apopka, FL
02.1992 - 04.1992
Independent Consultant
CSS Computer Software and Services
Boston, MA
02.1986 - 04.1992
Senior Programmer Analyst
IBAX Health Care Systems
Longwood, FL
12.1991 - 01.1992
Senior Programmer Analyst
Barnies Coffee and Tea
Orlando, FL
08.1991 - 12.1991
JD Edwards Developer
Royal Caribbean Cruise Line
Miami, FL
04.1991 - 08.1991
Sr Analyst, IT-Software Developer
Baxter Healthcare Corporation-Contractor
Ellenville, NY
04.1991 - 07.1991
IBM Hardware and Software Sales
Whitman Hart
Chicago, IL
01.1990 - 08.1990
JD Edwards Software Developer
Groundwater Technology
Norwood, MA
02.1989 - 08.1990
Consultant AS/400 Systems Analyst
Norton Abrasives
Worcester, MA
10.1987 - 02.1989
Teleprocessing Network Simulator (TPNS) Programmer
IBM Rochester Labs
Rochester, MN
07.1986 - 08.1987
Manager of Information Systems
National Gypsum
Wakefield, MA
02.1985 - 05.1986
Education
Bachelor of Science - Biology And Computer Science
Worcester State University
Worcester, MA05-1982
Skills
- Recruiting and Hiring
- Account Management
- Competitor Trends
- Partnerships and Affiliations
- Strategic Planning
- Business Growth and Marketing Strategies
- Contract Negotiation
- Candidate Sourcing
- Organizational Development
- Analytical Thinking
- Networking
- Computer Skills
Computer Related Skills
- Microsoft/Office Suite Products
- McKesson
- MEDITECH
- Microsoft/Visio
- Cobol
- RPG/400
- Mumps
- Data General
- IBM AS/400
- IBM RS/6000
- Microsoft/Visual Basic
- RPG400 ILE
- IBM MQ Series
- Cloverleaf
- Rhapsody
- EGate
Education
Capella University, Minneapolis, MN, Biology/Computer Science- Worcester State College, Worcester, MA
Community Service
- Orange County Firefighters - Volunteer for Financial Benefit Program
- Basketball and Soccer Coach – YMCA, Winter Park, FL
Affiliations
- YMCA Coach for Soccer and Basketball
Accomplishments
- Holy Cross College - Interdisciplinary Science HPLC Bio-methane Generation
- Harvard University - Certificate of Personal Finance
- Founder of NESTU North East System IBM Midrange Group
- Dale Carnegie Sales Training: Winning with Relationship Selling
References
References available upon request.
Timeline
Senior Business Development Consultant
Allegiance Healthcare Solutions LLC
10.2006 - Current
Vice President – US Territory
MDI Solutions Limited - Contract
10.2006 - 05.2020
Business Development Manager
MITEM CORPORATION
01.2001 - 01.2006
Vice President
SOFTWARE CORPORATION INTERNATIONAL
01.2000 - 01.2001
National Sales Manager, Health Care Industry
MITEM CORPORATION
01.2000 - 01.2001
General Manager
SCI HEALTHCARE GROUP INC.
08.1994 - 01.1999
Technical Consultant
Gale Group
02.1992 - 04.1992
Senior Software Analyst / Project Manager
MCKESSON HBOC
01.1992 - 08.1994
Senior Programmer Analyst
IBAX Health Care Systems
12.1991 - 01.1992
Senior Programmer Analyst
Barnies Coffee and Tea
08.1991 - 12.1991
JD Edwards Developer
Royal Caribbean Cruise Line
04.1991 - 08.1991
Sr Analyst, IT-Software Developer
Baxter Healthcare Corporation-Contractor
04.1991 - 07.1991
IBM Hardware and Software Sales
Whitman Hart
01.1990 - 08.1990
JD Edwards Software Developer
Groundwater Technology
02.1989 - 08.1990
Consultant AS/400 Systems Analyst
Norton Abrasives
10.1987 - 02.1989
Teleprocessing Network Simulator (TPNS) Programmer
IBM Rochester Labs
07.1986 - 08.1987
Independent Consultant
CSS Computer Software and Services
02.1986 - 04.1992
Manager of Information Systems
National Gypsum
02.1985 - 05.1986
Bachelor of Science - Biology And Computer Science
Worcester State University