Paul McRae

Digital Healthcare Technology Consultant @TheMcRaeGroup Consulting

👍 Sales & BizDevBusiness Development ManagerHead of GrowthSales Manager

Throughout my career, I have consistently and passionately impacted the operational success of the clients I support. I have cultivated a deep passion for healthcare technology, dedicating over half of my career to revolutionizing care delivery and significantly improving patient outcomes. This passion is not just a profession, but a personal commitment, rooted in a family of clinicians, where I have witnessed the challenges of providing care in an underfunded industry that is indispensable to society. The inefficiencies and outdated technology in care delivery result in waste that directly impacts patient care. In my previous role as a leader in large sales organizations, I decisively transitioned from merely selling products to providing essential solutions. I firmly believe that harnessing technology in clinical settings can curtail the cost of care and vastly enhance patient outcomes. My stints at AT&T, VMWare, ServiceNow, and AWS underscore my focus on spearheading the development, sale, and implementation of solutions using data and digital health technology to enrich patient engagement and improve clinician satisfaction. I firmly advocate that the current challenge in healthcare is not the availability of technology but rather its strategic application and efficient utilization. By optimizing technology to reduce operational costs, healthcare organizations can redirect their savings to pioneering solutions that elevate care delivery. I am fervently committed to collaborating with proactive and accomplished teams dedicated to delivering pioneering, value-added solutions to the healthcare ecosystem. With a well-established reputation as a healthcare market strategist and technology evangelist known for propelling revenue growth and reducing costs. Drawing from my extensive executive experience in Fortune 500 companies and startups, I have honed a diverse skill set encompassing sales and delivery leadership, competitive market strategy, business development, partner management, and contract negotiation.

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Work Background

HappierMeAdvisor

Jul. 2024London Area, United Kingdom · RemoteAs an advisor, I have the opportunity to provide strategic guidance and support for a revolutionary mobile platform focused on enhancing mental health for adults and teens by leveraging my expertise in sales strategy. At HappierMe, we believe in the power of proactive support for mental well-being, and my role involves steering this mission with my experience in consultative sales and client engagement. I leverage my background to empower organizations in developing solutions that foster sustainable growth and improved health outcomes.

TMG Consulting ServicesAdvisor | Consultant | Investor

Jun. 2016Atlanta Metropolitan Area · RemoteThe McRae Group Enterprises Established in 2013, TMG Enterprises provides comprehensive advisory, consulting, and early-stage investment services to a diverse clientele. Our mission is to enable small to mid-size companies scale their business models. We provide a suite of services, including advisory, solution development, value propositions, partner programs, marketing, competitive analysis and GTM sales enablement. HappierMe: mobile platform developed to proactively support adult and teen mental health. Our clients include: CourMed: Advisor/Investor (2023 - Present) Delivering concierge medicine services and innovative healthcare solutions. Empire Logistics: Advisor/Investor (2020 - 2023) Specializing in efficient and reliable transport logistics solutions. GO Media Productions: Advisor/Investor (2016 - Present) Offering top-tier media production and post-production services.(Edited)

Nordic GlobalDigital Health Solutions - Business Development and Sales Strategy

Apr. 2023 - Jun. 2024Atlanta Metropolitan Area · RemoteAs a digital health practice leader at Nordic, I collaborate with the solutions and partner teams to implement strategies supporting digital transformation in the care setting. Our team focuses on providing solutions that address the data & analytic, interoperability, cloud services, and cyber security needs of our clients. In addition, we assist clients with the acquisition, aggregation and utilization of their data needs, in an effort to meet the needs of our clients in support of Value Based Care (VBC) program attestation. At Nordic, we provide our clients with strategy and roadmap development guidance to support their modernization, transformation, and innovation journeys.

Amazon Web Services (AWS)Non Profit Healthcare - Business Development and Sales Strategy

Dec. 2020 - Feb. 2023Atlanta Metropolitan Area · RemoteJoined the team as a healthcare specialist, supporting non-profit acute providers in the US. My main role is to offer adaptable and scalable solutions to help reduce operating costs while improving patient outcomes in the healthcare industry. Additionally, I focused on creating offers and partner solutions. Leveraging artificial intelligence, machine learning, and natural language processing-based solutions built on AWS. The primary goal was to empower healthcare providers with the technology necessary to provide patient-centered healthcare, ultimately reducing infrastructure costs while improving quality, outcomes, and access for the communities they serve. Areas of focus: - Transitioning enterprise workloads in the clinical setting to the public cloud - Co-innovation with strategic partners providing solutions built on the AWS platform - Application rationalization and re-platform - Data strategy modernization and optimization

ServiceNowGlobal Director - Business Development Healthcare Solutions

Aug. 2018 - Sep. 2020Atlanta Metropolitan AreaGlobally responsible for Healthcare Strategy and Programs for the ServiceNow Healthcare vertical. Vertical includes Healthcare Providers (Acute Hospitals), Healthcare Insurance providers (Payers), and Pharma/Life Sciences markets. - Global lead providing industry expertise and oversight to solution development. - Solution development focused on the patient experience, operational excellence, and compliance a - Strategy support for the integration of key technology partners in support of platform solutions - Business case development: Total Addressable Market; Industry Priority Assessment - Partner Development and Vertical Enablement - Sales Enablement and Training Support - Industry messaging and content development support - CHIME – Industry session speaker 2018 & 2019 - 2018 – 31% y/y growth; 2019 – 42% y/y growth

ServiceNowAMS - Professional Services and Consulting for Medical, State, Local, & Ed. Mkts.

Mar. 2017 - Jul. 2018Greater Atlanta AreaRecruited to establish and manage MedSLEd (Medical, State/Local, Higher Ed) professional services organization to support the first healthcare vertical within ServiceNow. Responsible for developing the strategy and opportunity pipeline for professional services sales in North and South America. Driving client growth, transformation, and workflow efficiencies using cloud-based system automation technologies. Utilizing key strategic and technology partnerships to deliver industry-best solutions. - SME to product organization for industry-specific solution development and use case support - Provide executive oversight and financial review for all MedSLEd consulting services engagements. - Responsible for building and cultivating industry-specific strategic partnerships - Avg.: $2.6M qtr. in net new revenue production

MillimanNational Sales Director - Population Health Solutions

Apr. 2016 - Mar. 2017Atlanta Metropolitan Area · RemoteResponsible for overseeing strategy, opportunity pipeline, and sales for Milliman’s PRM Analytics platform. I have partnered with 35 healthcare, government, and nonprofit organizations to deliver population health solutions and strategies to drive value-based care initiatives. Additionally, I built and grew strategic partnerships, developed distribution channels, designed go-to-market initiatives, and assisted in the actuarial risk assessment related to patient outcomes. - PRM (Patient Relationship Management) focuses on identifying patient costs associated with poor protocol adherence and the opportunity to reduce the overall cost of care for a specific population - Defined PRM practice and marketing strategy. - Developed channel partnership strategy for joint go-to-market sales efforts. - Managed national sales organization focused on business development and supporting the population health efforts of the provider population.

AirWatch a VMWare CompanyDirector of Business Development - Healthcare

Jul. 2013 - Mar. 2016Greater Atlanta Area · RemoteRecruited by the CEO to increase sales of healthcare technology by forming partnerships and overhauling the sales strategy. I implemented a multi-faceted approach, focusing on Care Coordination, Collaboration, and Patient Engagement for our use case portfolio. I led the sales strategy and worked with the partner channel development team to identify key partners. I also conducted industry training for the healthcare sales team and provided strategic support when engaging with client executives. Additionally, I represented the company as a healthcare industry leader at HIMSS and CHIME. - Developed healthcare provider practice strategy focusing on care coordination, collaboration, and patient engagement. - Transitioned horizontal technical products into healthcare vertical solutions | Exceeded sales quotas for eight consecutive quarters. - Grew partner channel and mobile clinical solutions sales 6-fold (from <$1M to $6M annually) and elevated total direct sales from $7M to $22M annually. - Delivered secure, compliant solutions that enabled healthcare providers to be more mobile and operationally efficient. - Developed healthcare vertical practice focusing on providing clinical teams with critical clinical data at the point of care.

AT&TSCVP - Healthcare Emerging Technologies

Sep. 2010 - Jul. 2013Atlanta, GA · RemotePromoted to lead revenue growth for AT&T's ForHealth emerging solution sales organization. Recruited and staffed healthcare sales and solution architect team. Responsible for developing organizational structure and defining cross-selling opportunities and partnerships. Additionally, I served as strategic lead/SME for mobile cloud solution implementations. Collaborated with product management and marketing teams in support of market insight and strategy support for AT&T's ForHealth solutions portfolio. - The organization consisted of 30 staff across three divisions: Sales, Solution Architects, and Delivery. - Additionally, 10 GTM and sales operations resources were dotted line to the organization. - Built, staffed, and led healthcare solutions sales organization. - Implemented custom solutions in support of customer prioritized business initiatives. - Developed healthcare practice strategy focusing on HIE, virtual care, clinical data utilization, and patient engagement through cloud-based and mobile solutions. - Reignited stagnant healthcare sales, driving 350% sales growth from 2010 to 2013. - CHIME – Industry session speaker – 2011, 2012

AT&TRegional Vice President, Southeast - Healthcare

Nov. 2008 - Sep. 2010Atlanta, GA · HybridOrganizational leader for healthcare provider and technology accounts across a 6-state Southeastern US region. My responsibilities include overseeing account management, new business development, sales plan development, marketing, customer service, and strategic planning. The organization utilized a consultative approach to selling traditional network services, customer mobile applications, and complex applications to provider clients. In addition, I managed an organization of 72 sales staff, generating an annual revenue of $300 million plus. - Revitalized the sales organization, brought in new talent, and grew revenue by a net of 17% in 2 years, including 20% in revenue attrition - Transformed lowest production region into AT&T’s top healthcare sales organization (#1 of 6) | #2 region in YoY growth in 2009 and 2010. - Diamond Club award winner in 2009.

AT&TDirector - Navy & Marine Corps Government Solutions

Jun. 2007 - Nov. 2008Atlanta, GA · HybridGroup Sales Manager overseeing all tactical and strategic business development. Areas of focus: Coordinated account management and business development activities for Navy and Marine Corps accounts. - Achieved over 100% quota in 2007 with $95 million in annual revenue. - Exceeded $60 million in new contract revenue in 2008 - On target to exceed 2008 annual quota at the time of promotion.

AT&TClient Business Manager - DoD Professional Services

Jul. 2005 - May. 2007Greater Atlanta Area · HybridSenior solutions consultant supporting DoD Professional Services. Developed outsourcing programs and industry teaming arrangements to drive cost reductions. Implemented new infrastructure and workflow technology to assist DoD personnel with base transformation. - Managed $20M sales pipeline with a 7% annual growth commitment - Drove $10M+ revenue growth in 2007. - Trimester Top Performer in DoD segment.

The McRae Group - Technology ConsultingOwner

Jun. 2003 - Jun. 2013Greater Atlanta AreaFocusing on the use of healthcare technology solutions to drive better patient outcomes and improved operational workflow.

Xerox (Affiliated Computer Services)Outsourcing Solutions Consultant | Technology Strategist

Jun. 2001 - May. 2005Dallas/Fort Worth Area · On-siteManaged pursuit team focusing on large outsourcing engagements with Fortune 500 MNC organizations. Lead solutions sales executive for telecom practice. Managed large-scale enterprise server consolidation projects involving application virtualization, SaaS, and BC/DR technologies. Developed customer specific network solutions including intrusion detection, system integration, network management, and hardware infrastructure. ---HIGHLIGHTS--- * Negotiated complex contracts for enterprise class outsourcing services.

AT&TExecutive Negotiator

May. 2000 - May. 2001New York, NYTranslated competitive market analysis into negotiation strategies. Negotiated custom contracts including a portfolio of voice and data services. Managed revenue commitments exceeding $100M.

AT&TStrategic Pricing Manager

Nov. 1998 - May. 2000Bridgewater, NJManaged team that developed and implemented IP/frame relay services in emerging offshore markets. Conceptualized, designed, and developed competitive strategy for international data services. Grew international service revenue to $200M in 2 years

AT&TData Networking Sales Executive - Business Solutions

Apr. 1996 - Nov. 1998Los Angeles, CALed sales and business development group. Achieved AT&T Western Region Gold Club by achieving 800% of quota in 1997 and 400% of quota in 1998. Awarded to AT&T Leaders Council in 1997 (top 2% of all sales organizations).

Salomon BrothersEquity Trader, International Index Desk

Jan. 1992 - Mar. 1996New York, NYManaged large, US-based customers’ accounts as an Equity Trader on the International Index Desk. Researched market changes affecting international bond and equity products. Led customer program and derivative product desk supporting index program trades.

Preferred ManagementFinancial Management | Talent Marketing (Intern)

Jun. 1991 - Dec. 1991New York, NYMaintained corporate sponsorship portfolio for sports marketing, management, and financial services firm. Analyzed financial portfolio for various sports and entertainment assets.