JONATHAN A.

HANDLER
Western Springs, Illinois 60558 708-246-0016
jahandler@yahoo.com http://www.linkedin.com/in/jonathanhandler

SUMMARY OF QUALIFICATIONS FOR PAYER AND PROVIDER SALES, BUS DEV

Accomplished IT Solution Sales Executive and Healthcare Professional, based in Chicago area, can relocate: Ten years of healthcare information technology (healthcare IT HIT) solution sales experience four years selling to providers and six years selling to payers out of seventeen years in IT solution sales and more than twenty years in healthcare. Non-IT solution sales experience (AutoNation, First Data Corp.) sharpens IT solution selling skills. Solution selling strengths include: consultative selling style, hunting new relationships, navigating complex accounts, penetrating accounts, qualifying and closing in long and short sales cycles, polite persistence, long term relationship building / relationship development / relationship management, managing client expectations and communication of complex issues to key executives. Salesperson with three viewpoints in every sales situation seller, buyer and senior financial analyst: Seller since 1993. Before then, was an IT buyer (manager) in several roles. Began as a Senior Financial Analyst. Knowledgeable and experienced in all segments of healthcare: provider, payer and supplier / manufacturer (pharmaceuticals). MBA in Finance from the University of Chicago Booth School of Business. B2B Marketing major later.

WORK EXPERIENCE AND ACCOMPLISHMENTS

RARITAN Business Development Consultant Contractor 2012-Present Make inside sales i.e. qualify leads and generate web meetings for Raritan through a third party that outsources most of Raritans inside sales activity. Raritan is a twenty-five year old leader and continuing innovator in data center including cloud computing hardware and software in three segments: 1) data center infrastructure management (DCIM), 2) power management for racks and servers and 3) switches for remote server access. Business Development Consultant of the Month for one month. THE JOINT COMMISSION (JCAHO) Payer Relations Representative - Contractor 2011-2011 Started new relationships with healthcare payers for several of JCAHOs industry leading accreditation programs: the new Primary Care Medical Home (PCMH) program and several established programs for ancillary providers. Engaged payers mostly through offices of Chief Medical Officers (CMOs). Purpose of this initiative was to increase payer acceptance of JCAHOs accreditations in order to increase demand for these accreditations by providers. Targeted the 100 largest payers, penetrated 98% and connected with 90% of appropriate people. MANUH SOLUTIONS Business Development 2009-2011 Sold offshore outsourced programming services for customizing Cerner Millennium health information system (HIS / EHR) to healthcare providers across the US hospitals, health systems and integrated delivery networks (IDN). Engage providers through offices of Chief Information Officers (CIOs) and Chief Financial Officers (CFOs). Grow customer base from 350 beds to over 3500 beds. AUTONATION, INC. (AN) Sales Consultant 2006-2008 For this Fortune 122 company, often named Most Admired Automotive Retailer, used proprietary solution selling system to qualify and close vehicle sales in short sales cycles. Top salesperson at two Ford dealerships for hybrid sales (Ford Escape Hybrid). FIRST DATA CORPORATION (FDC) Account Executive 2005-2006 For this Fortune 250 company, used their modified SPIN Selling system to prospect, qualify and close payment processing services e.g. gift cards, debit cards, credit cards and checks in short sales cycles. Sold large whale account that generated 67% of annual quota goal for recurring revenue.

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CONTRACT IT SOLUTION SALES Sales Executive 1998-2005 Made solution sales of services, software and hardware as a contract (1099) salesperson for multiple clients. Solutions sold to Fortune 500 and 1000 customers: 1) native XML/SOA software, enterprise-class XML-focused applications development, consulting and training; 2) correspondence (document) management (EDM) software and services; 3) Managed care (healthcare) provider directory management and printing, 4) IT research and advisory, 5) IT staffing and 6) remotely managed, secure guest computing systems to luxury hotels. Sold native XML / SOA products to Indiana University and a marketing firm. Developed innovative way to sell pilot projects to enterprises including Northwestern Memorial Hospital, Blue Cross and Blue Shield of Illinois, Walgreens, SC Johnson, Newell Rubbermaid and BP. BLUE CROSS AND BLUE SHIELD ASSOCIATION (BCBSA) Multiple Titles Business Development Manager (BDM), Information Technology (1993-1998) Senior Consultant, Best Practices Information Technology (1988-1993) Consultant, Information Systems Strategy (1986-1988) Worked for twelve years in three roles at the intersection between BCBS plan operations and IT. In the final role, our team was a Group Purchasing Organization (GPO) that also acted as a sales partner (channel) for national IT suppliers selling into the payers in the Blue Cross and Blue Shield System. Led team of three other BDMs and one support person. Team revenues were $1million annually and expenses were $750K annually. Managed national business development across the United States of content management, document management, e-commerce and other enterprise products and services solutions. Negotiated national agreements (national contracts and strategic alliances) and grew long term relationships with suppliers by selling the benefits of our sales and marketing services solutions to these suppliers. Overachieved individual quota goals 150%+ for several years. For last twelve months, sold over $1,500,000 of software and services solutions. Largest solutions were in excess of $500,000. These solutions were: 1) a SaaS employee benefits administration system and 2) a content / document management (ECM / EDM) system for composing and outputting employee benefit books and group contracts. Promoted to managing the largest IT channel sales relationship, Xerox. It was awarded to me (and taken away from the previous BDM who had held it for five years) because of my success growing sales volumes in smaller relationships. Successfully grew the Xerox relationship from a large base by 5% for the next several years after it had experienced no growth in the previous few years. Turned around a bad customer situation for Xerox Business Services and rescued business back, closing over $250,000 in outsourcing sales in a multi-year deal and also negotiated cross-sell opportunity. Served as trusted advisor to BCBS Plan in this sale. Created integrated offering of hardware / software / supplies / services for printing ID cards for Xerox to sell to BCBS System. 1986-1998

EDUCATION
Six Sigma Green Belt (Passed Test); Chicago Deming Assoc. Six Sigma Masters Program; 2011 Taking Healthcare IT to the Streets: The ARRA Era, HIMSS; 2010 PostMBA Coursework in B2B Marketing: Strategy, Sales Channels and New Product Development; University of Chicago Booth School of Business, Chicago, Illinois MBA, Finance; University of Chicago Booth School of Business, Chicago, Illinois BA, Physics (cum laude); Washington University, St. Louis, Missouri

OTHER INDUSTRY and LEADERSHIP ROLES

Healthcare Information and Management Systems Society (HIMSS), Member Association for Information and Image Management (AIIM), Member Technology Leaders Association (TLA) / TriumphCIO, Member Chicago Booth Roundtables - Healthcare, Sales Leaders, Marketing, and Entrepreneur, Member 2010-Present 2010-Present 2009-Present 1999-Present