TROY A.

MASS
925 Coeur D'Alene Avenue * Venice, CA 90291
Phone: (480) 419-8185 * E-mail: tmab9c78@westpost.net

PROFESSIONAL SUMMARY
Results-Oriented Senior Sales and Management Professional leveraging 16+ years e
xtensive Healthcare IT-Payer/Provider Sales, BPO Sales, and ITO Sales experience
* Prolific revenue producer in Fortune 50, Fortune 500, and startup companies *
Tenacious hunter and farmer with deep understanding of the sales cycle, value p
ositioning, and negotiations * Expert value-added channel sales professional, sk
illed in large deal capture * Top-performer who thrives in high-expectation, hig
h-stress environments * Polished and influential public speaker and presenter *
Quota-breaker, consistently leading sales organizations in revenue generation *
Articulate communicator, building rapport at all corporate levels * Confident, t
ake-charge executive with exceptional follow-through and attention to detail
CORE COMPETENCIES
Revenue generation for healthcare payers/providers, exceeding targets * Direct s
ales and channel sales * Lead generation * Billing and claims processing * Colle
ctions * Revenue cycle management * Pre/post auditing * Sales forecasting * Offs
hore/onshore/nearshore outsourcing * Client win-backs * Deep understanding of th
e sales cycle, value positioning, and negotiations * Consensus building with cor
porate executives, business partners, and channel partners * Response/conversion
rate expert * Dynamic and competitive sales closer * Extensive sales experience
at the C-Level, quickly penetrating target markets * Expert in crafting proposa
ls and RFP responses * Trend analysis
PROFESSIONAL EXPERIENCE
E4E INCORPORATED
Virtual Office (Los Angeles, CA)
A $50MM start-up. e4e is an information technology IT enabled and business pro
cess outsourcing company ROI to nationwide healthcare organizations. Offerings i
nclude end-to-end healthcare billing and adjudication solutions. Employs 220+ s
oftware developers and 900 billing and claim specialists, with expertise in over
25 specialties.
Director of Business Development - Jan/2009 - Jan/2010
Reported to President of Sales. Individual contributor role, selling onshore/of
fshore outsourced revenue cycle management services to healthcare payers and pro
viders nationwide.
* Closed $12MM TCV sales contract ($4MM annually for 3 years) against a $3MM quo
ta.
* Marquee new logo clients included Arcadian, Carefirst, and Kaiser Permanente.
* Deal sizes ranged from $1MM to $3MM annually.
* Grew revenues by 20% in 12 months, all new logo business.
* Grew embedded account revenues by $2MM annually.
* Developed sales pipeline from zero to $20MM.
* Built strategic partnerships in selling revenue cycle management outsourcing;
partners included HealthData Insights, EZ CAP, PinStripe Staffing, and Banctec.
ANODYNEHEALTH (AN ATHENAHEALTH, INC. OWNED COMPANY) Virtual Office (Phoenix, A
Z)
A $189MM provider of web-based software and services to health care organizatio
ns, streamlining practice management, workflow routing, revenue management, pati
ent information management, billing, and collections. Offerings also include cli
nical cycle management services that automate and manage medical record-related
functions for physician practices.
Director of Business Development- Mar/2007 - Dec/2008
Reported to Vice President of Sales. Individual contributor hunter role, sellin
g outsourced revenue cycle management services within the ambulatory space. Off
erings included billing, collections, medical coding, claims adjudication, and t
ranscription services to medical billing companies, providers, physician group o
rganizations, and business partners.
* New logo clients included Arizona Physicians Association, Catholic Health Syst
ems, and Arizona Heart Hospital.
* Leveraged strategic business partners and physician group organizations, gener
ating $2MM in annual revenue in 2007 and $3MM in 2008 against $1MM quotas.
* Deal sizes ranged from $1MM to $2MM.
* Grew revenues from $2MM to $5MM.
* Marquee partners included NextGen and United Healthcare Group.
RADIANT SOFT SOL, INC. Virtual Office (Phoenix, AZ)
A $12MM start-up software and services company providing healthcare informatics,
compliance, and BPO services.
National Sales Manager - Feb/2002 - Dec/2006
Reported to President of Operations. Individual contributor hunter and departmen
t head role. Responsible for selling offshore BPO call center solutions, ITO, an
d consulting services to F500-F1000 companies.
* Consistently generated $2MM-$3MM in annual revenue against $1MM quota.
* Marquee clients included Cigna, New York Life, Oracle, and DHL.
* Deal sizes ranged from $100K to $500K annually.
* Grew territory revenues from zero to $3MM annually, all new logo business.
* Developed sales pipeline from zero to $5MM.
EDS CORPORATION (A HEWLETT PACKARD OWNED COMPANY) Virtual Office (Phoenix, AZ
)
A $115B global provider of hardware, software, and services. Its products includ
e PCs, servers, storage devices, printers, and networking equipment. The company
's services unit provides IT and business process outsourcing, application devel
opment and management, consulting, systems integration, and other technology ser
vices. The company markets to customers in more than 170 countries.
Senior Sales Executive Oct/2000 - Jan/2002
Reported to Regional Vice President of Sales. Hunter/farmer individual contribu
tor role selling business process management services and call center outsourcin
g solutions to healthcare, technology, and government verticals.
* Averaged $6MM+ in annual revenues against $5MM quota.
* Marquee clients included Adobe Systems, Medi-Cal, and GlaxoSmithKline.
* Received Top 10% Sales Achievement Award in 2000 and 2001.
* Deal sizes ranged from $1MM annually to $3MM annually.
* Developed $10MM annual sales pipeline.
PINACOR INC. (A MICROAGE, INC. OWNED COMPANY) Tempe, AZ
At $6B, one of the nation's largest resellers of computer equipment and systems,
offering customers over 20,000 products from more than 500 vendors including su
ch leading manufacturers as Compaq, Hewlett-Packard, IBM, Apple, and Microsoft.
Channel Sales Manager - Jan/1996 - Aug/2000
Reported to Vice President of Sales/Marketing. Managed 3 inside sales professio
nals, responsible for selling computer hardware, packaged software, networking g
ear, and telephony products to large IT infrastructure VARS including Unisys, ED
S, and IKON.
* Averaged $8MM-$10MM in revenues through channel sales programs, resellers, and
VARs.
* Marquee channel partners included LUCENT Technologies, IBM, and Computer Assoc
iates.
* Mentored new distributors, growing their revenues generated by 30% on average.
* Developed and maintained over a dozen Tier One Top 20 distribution partners na
tionwide.
* Developed key strategic sales campaigns with channel partners, including solut
ions based sales, products training, consulting services, support services, and
ISO 9000 supply chain management processes.
* Won #1 VAR Channel Award in 1996 and 1997 for multi-million dollar production
volumes.
PRIOR POSITIONS HELD
COMPUTER ASSOCIATES Client Sales Representative
Jan/1994 - Oct/1995
SITEL CORPORATION Call Center Manager
Feb/1990 - May/1993

EDUCATION
UNIVERSITY OF NEBRASKA, Lincoln, NE
Bachelor of Arts, Marketing and Communications
PROFESSIONAL DEVELOPMENT, NOTABLES
* Sales training has included:
* Miller Heiman Sales Institute, Consultative Sales Strategies
* Sandler Sales Institute
* Franklin Covey Training
* A.T. Kearney Consultative Selling Training
* IBM Mainframe and AS400 Training
* Computer Associates Software Sales Training
* Other training completed includes Enterprise Software Training (SAP, Oracle an
d Microsoft)
* Certifications achieved:
* Prince II PMI Certified
* Lucent BCMS Call Center Certified
* Professional Regional and National associations include:
* MGMA
* HBMA, BONES, NERVES
* HIMSS
* Big Brothers/Big Sisters, Member
* Business travel tolerance up to 100%
* US Citizen, willing to travel internationally