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Pre-Sales Solutions Consultant

Clinton, Indiana, United States
August 30, 2018

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Greater Indianapolis, Indiana

HealthTech Solutions Consultant

Solution Design Pre-Sales Consulting Revenue Growth Client Education Innovative, strategic-minded Solutions Consultant and problem solver known for providing leadership and vision in defining, supporting, and achieving client goals through technology. Possessing highly- developed skills in business strategy, process improvement, informatics and workflow analysis in the healthcare and clinical sector. Known for building and developing Best-in-Class, sustainable pre and post- sales support, customer implementations, customer success initiatives, and continuous improvement of client and patient outcomes. A change agent and master communicator focused on driving new business growth and expanding highly effective working relationships with customers/users, stakeholders, partners and vendors. Open to a variety of opportunities and roles. CORE COMPETENCIES

Strategic Planning • Solutions Architecture • Pre-Sales Support • Healthcare & Clinical Knowledge Innovation • Implementation Management • Vendor Partnerships • Relationship Cultivation Technology Knowledge & Experience • Leadership & Team Management • Problem Solving Client Education • Client Services • Learning Agility • Cross-functional Leadership PROFESSIONAL SKILLS


Persuasively communicates the value of technology solution in terms of financial return and impact on customer business goals.

Understands clinical business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value.

Extensive level of healthcare acumen; stays abreast of trends and able to converse with clients on issues and challenges at multiple levels of customer management. BUSINESS ANALYSIS SOLUTIONS ARCHITECTURE CUSTOMER SUCCESS

Engages a customer-centric focus to build strong business relationships that result in repeat and new business. Captures key accounts through superior solution development.

Utilizes active listening skills and strong business acumen to identify and understand customer's business challenges and requirements. Engages a collaborative partnership to formulate strategic and feasible solutions to meet organizational objectives.

Implements successful large-scale initiatives within large and complex organizations using exceptional project management expertise, strong business process skills, and a strategic focus. SOLUTION VALUE ARTICULATION PRODUCT PRESENTATION CLIENT EDUCATION

Builds a business case to establish value and develops and presents proposals to customers with information that demonstrates the ability of the company solution to meet the customers’ business objectives and justify the sale.

Conducts and leads events, trade shows, and webinars targeted at prospects and top tier partners.

Strong communications skills with IT and Line of Business managers, as well as C-level executives.

Leverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage.

Page 2 Michael L. Shew, M.Ed.



A provider of a SaaS-based analytics and marketing technology platform that provides enterprise-level healthcare business development and market intelligence that empowers and informs hospital and health system executives’ strategic business decisions. Regional Sales Manager

Customer-facing executive responsible for selling Tea Leaves Health software for prospective clients within an assigned geographical region.


A leading supplier of software for health care and human service providers and payers. Previously known as MediServe.

Regional Vice President Business Consultant

Customer-facing executive responsible for selling/servicing/supporting Mediware software and professional services for clients and prospective clients within an assigned geographical region.

Drove customer satisfaction, expand impact, and achieved sales revenue goals.

Presented Mediware’s suite of clinical solutions to mid through large hospitals and IDN’s, understanding concepts related to pipeline velocity, deal structure, and client coaching.

Sold at a strategic level; developed and implemented business plans; defined problems and opportunities in accounts; and provided input on goals, programs, and account strategies.

Leveraged competitive information to support Mediware’s efforts in all defined opportunities.

Managed all aspects of the relationship between the client and Mediware.

Developed and executed creative and innovative campaigns to influence sales opportunities.

Managed forecasting, pipeline management, and demand generation.

Maintained compliance with documentation and forecasting within

Attained over 110% Quota attainment FY2017 with $1 Million Quota. Business Consultant

Established and maintained new and existing, long-term relationships with customers. Primary responsibilities: managed and interpreted customer requirements; persuaded clients that MediServe products or services would best satisfy their needs; attended trade shows, conferences and other marketing events; developed and delivered product presentations; and provided pre- sales technical assistance and product education. Initially served as a Clinical Consultant.

Member of team who standardized MediServe’s Implementation Documentation and Processes.

Frequent Presenter at MediServe Annual Conference. VANDERBILT UNIVERSITY MEDICAL CENTER (VUMC) 2003 – 2007 VUMC has hospitals, clinics, physician practices and affiliated specialty units covering nine hospital systems and 48 hospital locations, serving an extensive patient base. Assistant Manager, OIFC – A Technology Intensive Position (2005 – 2007) Led and provided oversight of Vanderbilt OIFC, including budget and staffing. Primary responsibilities: served on MediLinks System Upgrade team and Super-user for Outpatient Therapies; Vanderbilt Lead for development of new technologies with Life Fitness and Check Free Corporations; led efforts to be the first institution in the world to integrate data from strength and conditioning equipment utilized by outpatient physical therapy with an EMR. Interim Manager, Rehabilitation Services (2004 – 2005) Clinical Coordinator, Sport Medicine (2003 – 2005) Page 3 Michael L. Shew, M.Ed.



M.Ed Master of Education, Health Promotion and Education PURDUE UNIVERSITY

BA Bachelor of Arts, Athletic Training

BA Bachelor of Arts, Health Education

Graduated with Academic Honors

TECHNICAL PROFICIENCIES PROFESSIONAL DEVELOPMENT HL7 and API Knowledge • • MS Word, Excel & PowerPoint Project Implementation Methodology Knowledge • Miller Heiman Strategic Selling and Conceptual Selling courses PERSONAL INTERESTS & ACTIVITIES

Past Marathon Runner • Avid Participant in Weight Training, Stand Up Paddle Boarding, Hiking, and Skiing • Former Member of Hot Air Balloon Crew Team

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