Walter Yesid Malaver Guiza Ingeniero Electronico

Senior director, healthcare business development & innovation

SAP

Apr 2011 - Feb 2023 (11 years 11 months)

- Business development executive for enabling healthcare business transformation and innovation leveraging sap software technology and platforms - Manage strategic alliances for healthcare including the most successful strategic partner epic systems.

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Vice president sales and marketing

Healthation, Inc.

Nov 2010 - Mar 2011 (5 months)

- Resposible for demand generation and new business growth for the next generation of core administrative systems.

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SVP Sales

Med- Plane

Mar 2008 - Jul 2010 (2 years 5 months)

- Closed four new customer agreements within first twenty months (BlueCross BlueShield South Carolina, Florida, North Carolina and Tennessee ) - Responsible for defining and executing sales strategy, building team, expanding pipeline and closing new business. Increased pipeline by 135% to $60M in TCV - Established Healthcare Transparency Initiative for sharing provider performance information across Blue Plan service areas. Established proven consultative sales team and pipeline management system for forecast reporting and opportunity management

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Vice president payer practice

Initiate Systems

Aug 2006 - Current (20 years)

- Responsible for new sales and business development in payer market for the leading provider of Master Data Management technology. Within first 17 months built sales team, value based messaging and increased pipeline by 167%. - Closed three new customers contracts State of Nebraska, Active Health and Independent Health Plan. - Authored an article and white paper on Payer B2C transition

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Vice president payer solutions

MedeAnalytics Inc

Jan 2005 - Aug 2006 (1 year 8 months)

- Hired to diversify the company's core competency in provider-based performance analytic into the payer market, including market development, product management and customer operations. - Researched potential markets and developed a new targeted strategy for a collaborative performance analytic solution between providers and payers. - Established the new division and managed it with full P&L responsibility. Organized and staffed new teams for product and customer services management. * Within one year, led team to define, validate and build the new solution, designed to reduce administrative costs, improve planning certainty and contractual terms between health care stakeholders. * Successfully signed two early adopter agreements with

Senior vice president VIPS

General Dynamics Information Technology

Jan 2002 - Jan 2005 (3 years 1 month)

- Responsible for overall strategy and management of business development, customer operations and product development for the Health Payer Group (HPG). - Exceeded total contract value sales objective of $18.4 million in 2003. Added 14 new customers to company portfolio in 2003. Increased business consulting revenue by 135% in 2003 - Launched new product solution offering for predictive risk management, evidence based clinical care alert and pay for performance. Successfully established strategic solution selling methodology and automation for improved productivity

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Managing partner

HEALTHCARE SECURITY LTD

Jan 2001 - Jan 2002 (1 year 1 month)

- Start-up consulting practice Sourced and successfully completed consulting engagements for BCBS of South Carolina, Australian based clinical analytic company and Canadian based personal health record company.

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Senior vice president sales and marketing SXC

Bona Vida Catamaranes

Jan 1999 - Jan 2001 (2 years 1 month)

- Responsible for sales, marketing, and product management for the market leader in pharmacy benefit management application product & service solutions. Closed largest US based customer sale in company's history- TCV $ 8.3 million. - Successfully built consultative sales and marketing team and operational infrastructure including field sales automation, management reporting, contract guidelines, exposure and lead generation program. - Successfully established a Product Management process, infrastructure and steering committee for product direction and investment decision making. Closed 4 Early Adopter Customers for new Application Service Provider offering in FY01. Increased overall revenue by 42% in FY 00 to $27M. • Successfully formula

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Executive vice president sales

Health Systems Technology

Jan 1998 - Jan 1999 (1 year 1 month)

- Responsible for strategic direction and tactical execution of sales effort for a Kleiner Perkins backed start up providing web based provider network management software to the Integrated Healthcare Delivery System market. - Board assigned to company's Office of the President to play instrumental role in merger and acquisition activities. Completely rebuilt sales team with an aggregate total of 72 years of proven enterprise and managed care solution selling experience. - Established automation infrastructure and procedures for prospect management, management reporting, field sales communication and market analysis. Formulated and executed a R.O.I. driven selling methodology and field sales automation tools.

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Vice President Sales AMISYS

DST Systems, Inc

Jan 1995 - Jan 1998 (3 years 1 month)

- Responsible for planning, operations and support of all software, hardware and third party selling functions for the market leader in health insurance based managed care system solutions. - Completed the largest quarter (Q1-98) in AMISYS history at $17.7million in revenue and $ 3 million in profit, which included the largest single new customer sale and two new customer sales in one day. - Directly responsible for a compounded growth rate of 40% in revenue over the last two fiscal years representing 46 million in 1996 and 58.5 million in 1997. Successfully formulated and executed a customer showcase program for developing dependable reference sites. • Established a win/loss reporting mechanism for analyzing competitive positioning and m

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Vice president sales and marketing

Hospital Cost Consultants

Jan 1992 - Jan 1995 (3 years 1 month)

- Responsible for planning, operations and support of all sales and marketing functions. Successfully formulated and executed a sales and marketing integration plan for company merger - Increased revenue by 35% to $ 8M and generated $1.6M FY94. Developed and rolled out a communication and marketing program focused on thought leadership, exposure and lead generation - Achieved 123% of 1992 annual quota for new client revenue

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Sales executive

IBAX

Jan 1987 - Jan 1990 (3 years 1 month)

Administrative coordinator

The George Washington University Hospital

Jan 1984 - Jan 1987 (3 years 1 month)

Walter Yesid Malaver Guiza

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Walter Yesid Malaver Guiza