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I've spent the majority of my career at The TriZetto Group, the market-leading vendor of payer healthcare enterprise software solutions and associated business/professional services.At TriZetto I acquired extensive experience managing a Professional Services practice area, where my primary roles encompassed recruiting, developing and supervising senior client-facing professionals; providing executive engagement for new implementation and aftermarket projects from the sales cycle through go-live;forecasting and fulfilling resource demand in a matrix-management capacity across the Professional Services organization; managing to P&L targets, including personal sales of services; and undertaking strategic initiatives to improve company performance and market position.In subsequent VP roles at eHealthPartners and Catalyst Search (both healthcare IT agency recruiting/consulting firms) I've led talent acquisition, mentored and developed staff, managed the operations areas, and driven new business development. 

I'm skilled at developing, motivating and supervising people; building and cultivating client relationships, and becoming a trusted advisor up to the C-suite level; and program-managing large projects.I have very strong communication, presentation and learning skills.

Work experience

Early Career (details on request):

Product Consultant, Erisco

Model Office Lead, US Life Insurance Company, New York, NY

Nov 2007Present

VP, Strategic Business Alliances

Catalyst Search, LLC

Catalyst Search is a Healthcare IT Recruiting/Consulting firm

Leadership and management of 25+ Sales and Recruiting resources.Lead new business development activity.Mentor and educate staff in specifics of payer healthcare market segment served by company.Develop marketing collateral and messaging, and deliver executive presentations to prospects.Manage to P&L targets.

  • Recruited from prior employer to hire and mentor staff for new regional office. For fiscal year 2008, office generated 35% of company revenue with 20% of overall resources.
  • Implemented process improvements in Sales and Recruiting work streams, improving turnaround times in job requisition to candidate fulfillment by 25%.
  • Implemented new HR procedures; streamlined resource pool 30% and redistributed resources while maintaining continued growth of revenue stream.
  • Drove multiple customer acquisitions/opportunities leveraging industry contacts.
Jun 2007Oct 2007

VP, Consulting Services

eHealthPartners is a Healthcare IT Recruiting/Consulting firm. 

Recruit, lead, mentor and manage Consulting staff responsible for implementation of TriZetto’s Facets enterprise software solution.Lead client engagement activity, ensure engagement profitability and service delivery, and lead practice development via prospecting campaigns.

    • Grew consulting base and engagement acquisition leveraging established client relationships, resulting in 20% increase in revenue in 5 months.
Sep 2001May 2007

Sr. Director, Professional Services

The TriZetto Group

TriZetto is the market-leading vendor of healthcare payer enterprise software solutions and associated business/professional services.

Professional Services leader in enterprise-level new software implementation and aftermarket projects. Develop and present implementation methodologies and resource/cost estimates to C-level prospect executives in Sales cycle.Lead pre-implementation assessment activity. Construct implementation services budgets, engage with clients in project planning, and lead project teams through implementation lifecycles in complex environments.Negotiate bill rates; sell professional services to new accounts and up sell to existing accounts. Develop and sustain client relationships at all levels through frequent site visits and as executive issue resolution pathway.

Coordinate/manage cross-departmental activity on solution creation and delivery. Balance resource capacity against demand in matrix management model across Professional Services organization. Oversee and ensure adherence to practice area financials, e.g.,project profitability, utilization targets, contribution margins. Complete RFIs/RFPs, prepare and execute Professional Services contractual documents (MSAs, SOWs, etc.)Manage and maintain relationships with consulting partner organizations providing professional services staff augmentation.

  • During tenure as TriZetto Sr. Director/ Erisco Director, led engagement teams on approximately 25 full-cycle implementation projects.
    • Developed/managed budgets of $3M - $6M per project in services contract value; supervised 15-30 resources per project in matrix model.
  • Recruited, developed, deployed and directly managed 15 direct reports.
  • Consistently met or exceeded personal services sales and revenue managed targets.
    • Last full year (2006) sales driven: $8.3M (6.3M over target)
    • Last full year revenue managed: $5.96M (50% of gross dept. revenue)
  • Consistently drove department resource utilization levels to meet or exceed 80% target.
  • Ensured that gross contribution margins met or exceeded expected 50% target.
  • Engaged in and led organizational development projects.Examples:
    • Task force member charged with developing uniform implementation methodology for company’s software product lines.
    • Drove internal Government Programs/CMS Training Seminar to increase organizational awareness of emerging market segment.
    • Co-authored white paper on fast-tracked alternate implementation methodology, developed to capture lower-end market segment.
      • Model delivered $1- $2M in services revenue.
      • Successfully deployed this model on multiple implementation projects.
May 1995Aug 2001

Director, Manager, Facets Consulting

Director, Facets Consulting (1998 - 2001)

Manager, Facets Consulting & Training (1995 – 1998)

Erisco was a payer healthcare software and services vendor acquired by The TriZetto Group.

Supervise and lead junior- to mid-level professional services personnel deployed on enterprise software implementation projects.Lead project teams in Program Director role through project lifecycles.Support Sales efforts, inclusive of executive presentations to prospects.Drive resource augmentation, margins and overall relationship management with selected vendors.Lead and develop Training team inclusive of course curriculum.

  • Developed and rolled out Quarterly Regional Training Program which is still in existence.
    • Conceived as break-even marketing strategy to drive new business opportunities, program delivers approximately $50K annually in net profit.
  • Developed and deployed strategic initiatives to improve dept. performance and profitability.


Rich Kerian

I have known Rich for 20 years, working under his direct leadership for a number of those years at TriZetto.

Rachel Hennig

I have known Rachel for 7 years, first as a vendor while I was employed by TriZetto, and currently as my boss.

Rob Scavo

I worked with and for Rob for 7 years following TriZetto's acquisition of Erisco Managed Care Technologies

Tom Kearns

I worked with Tom for 7 years following TriZetto's acquisition of Erisco Managed Care Technologies in the year 2000.