Roy S.

Dunaway III
4111 E. Madison Street #47
Seattle, WA 98112
(334) 695-8907
rdunaway@eufaula.rr.com
SENIOR ACCOUNT MANAGEMENT
-Recipient of multiple awards for exceeding expectations
in Sales, Service, and IT Implementations-
-Pioneered sales and development of key accounts for
Siemens business applications and IT Solutions-
Accomplished and highly versatile Senior Account
Executive offering 15 years of successful experience in
positions of progressive responsibility at leading
technology corporations. Track record of comprehensive
achievements and key contributions in developing
top-producing accounts, supporting sales growth,
generating new revenues, and leading large-scale IT
implementation projects. Possess unique blend of
business and technical acumen. Accustomed to developing
new business opportunities, negotiating complex
contracts, and closing multimillion-dollar deals with
members of C-suite. Polished communicator who can
customize conversation to specific customer requirements
and build strategic relationships. Demonstrated ability
to drive strategic growth and product visibility in
global, competitive markets. Core Competencies:
Management
* Project Management & Leadership
* Account Management & Development
* Strategic Business Planning
* Sales Cycle Management
* Contract Management & Negotiation
* Market Positioning & Analysis
* Customer Relationship Management
* Presentations & Demonstrations
* Corporate Event Planning
* Sales Forecasting / Trend Analysis
* Customer Needs Assessment
* Outsourcing
* Brand Management
* Team Building / Management
* Consulting
* Budget Management & Development
* Cash Flow Analysis
* Risk Assessment
Information Technology
* Deployments / Migrations
* Business & Technology Solutions
* IT Strategies
* IT Infrastructure / Design
* Process Improvement
* Software Development
* Quality Assurance / Control
* Technical Support
* Information Management
* Application Development & Support
* Technology Integration & Ideation
* IT Procurement
CAREER PROGRESSION
SIEMENS MEDICAL SOLUTIONS, INC., Charlotte, NC 2000 - 2009
[Siemens AG is a global powerhouse in electronics and
electrical engineering, and operates in the industry,
energy, and health care sectors. Siemens employs 428,000
people in 190 countries and generates nearly $117 billion
in sales annually.]
Account Executive
Developed and implemented strategic sales plans to sell
multifaceted, IT solutions to health care and government
institutions throughout 6 states with annual quotas ranging
from $10 to $25 million. Oversaw territory consisting of
approximately 20 accounts. Intervened to resolve complex
sales issues and closed deals. Forged customer
relationships and delivered presentations at board,
executive, departmental, and end user level. Served as
primary contact for sales, project, and support teams
assigned to accounts. Met with customers to develop their
IT strategic plans and budgets. Created executive
proposals of Siemens and 3rd party solutions for clients,
including capital / operating budgets, detailed cash flow
analyses, and technical and administrative product
information. Designed and presented application roadmaps
to meet specific needs of customer. Drafted contracts for
various business situations and negotiated terms and
conditions with corporate executives, financial officers,
and attorneys. Settled disputes involving accounts
receivable and revenue audits between customer and
corporate financial officers.
* Closed 8-year, $22 million contract extension at
multi-entity, health care organization, revamping all
core business and clinical hospital information systems;
defeated key incumbent competitor by leveraging customer
executive visits to headquarters, new product
differentiation, onsite participation of Siemens
executives, successful contract negotiations, and
sophisticated pricing model.
* Secured 10-year, $12 million contract extension at rural
community hospital, outsourcing entire IT department and
incorporating federally mandated IT solutions; closed
first outsourcing deal for Sales Manager, proving Siemens
ability to outsource IT departments within small
hospital marketplace. Invited by hospital's CEO to
deliver presentation on Tsunami relief efforts in Sri
Lanka, where $500,000 was raised by Myers Park United
Methodist Church.
* Won 2 Siemens Crest Sales Awards and received 10-year
and 15-year Service Awards.
* Coordinated efforts of 2 German-based R&D doctorates,
Chief Medical Officer, and Clinical Director to develop
new applications of disease management IT solution for
diabetes and congestive heart failure.
* Drafted a new master agreement, incorporating 25+ years
of amendments, contract extensions with custom provisions,
and additional amendments for software, professional
 services, and hardware.
* Leveraged strong relationship with CIO to coach local,
national, and German-based sales team members to ensure
that assigned account with ideal characteristics was
signed as Beta site for Siemens's 1st key integrated
RIS / PACS solution.
SHARED MEDICAL SYSTEMS, INC., Charlotte, NC 1994 - 1999
[Shared Medical Systems ranked as the leading developer
of information solutions for health care providers
worldwide and generated $1.2 billion in annual revenues.
Company was purchased by Siemens in 2000.]
Senior Consultant (1999)
Managed multiple, large IT implementation projects
involving multiple environments and sophisticated designs.
Estimated time frames and resources required to implement
highly complex projects. Resolved problems to ensure that
projects were completed on time and within pre-set
budgets. Customized system architecture and designed
application workflows to meet end users' information
needs, support specialized processes, improve patient
satisfaction, and streamline departmental procedures.
Built relationships with client's management and end
users via project status meetings and offsite meetings to
ensure hospital ownership outside of IT Department.
* Implemented enterprise registration and tracking
application for patients, physicians, and insurance
companies at for-profit health care corporation,
including 8 acute-care hospitals and outpatient
clinic. Project included integration of 2 corporate
cultures as 2 health care organizations, each with 4
hospitals merged before implementation began.
Additional results included consolidation of clinical
and business workflows of 2 corporations and 8
different hospitals into enterprise model within 1
year.
* Received implementation awards for Outstanding
Contribution and Team Achievement for project.
Account Manager (1998)
Designed and managed comprehensive support plan for more
than 20 customers using 100+ proprietary 3rd party IT
solutions. Visited all assigned accounts at least once
per month. Interacted with client's management and end
users to determine IT needs and sources of required
data. Developed and supported complex database systems
required for effective functioning of the departments.
Organized and conducted regional and local system
optimization seminars.
* Prepared for Y2K readiness assessments, conducting
local and regional seminars.
Consultant (1994 - 1998)
Oversaw medium to large-sized individual or multiple
projects within multiple customer environments. Prepared
estimates, timeframes, quality, and quantity of
resources necessary to implement complex projects.
Established Director, Manager, and End User relationships
through project-status and offsite meetings to ensure
hospital ownership outside of IT Department. Assisted
hospital staff with implementation tasks to ensure
on-time completion of projects. Directed process of
capturing, converting, and loading existing database
files into Siemens application database files to
ensure high-quality migrations.
* Honored with Implementation Achievement Award for
successful project implementations.
* Spearheaded implementation of enterprise and
event-tracking application for patients, physicians,
clinics, and insurance companies at for-profit health
care corporation, including 27 acute-care hospitals.
* Led implementation of patient-management system for
inpatient admissions, outpatient registrations, and
discharges, including multiple demographic,
insurance, guarantor, physician relationships, and
event tracking for acute-care facility.
* Headed implementation of enterprise registration and
event-tracking application for patients, physicians,
clinics, and insurance companies at for-profit health
care corporation comprised of 4 large acute-care
hospitals and an outpatient clinic.
EDUCATION & TRAINING
Georgia State University, Atlanta, GA
B.B.A., Computer Information Systems
Successful Large Account Management, Miller-Heiman
Situational Sales Negotiation, BayGroup International
Who Sells Who* and The Art of Mutual Agreement, Dennis
Williamson & Associates
Resolving Objections, The Right Question, Enterprise
Strategy Plan, and Advanced Closing Techniques,
Brennan Sales Institute
COMPUTER SKILLS
Microsoft Office, Siebel, Kronos, Lotus Notes,
WordPerfect, FoxPro, Dbase, JCL, Platinum Utilities,
QMF, SQL, COBOL, COBOL II, C, C++, Fortran, Pascal,
BASIC, DB2, Siemens Applications: Enterprise Access
Directory, INVISION, MedSeries4, Novius, Radiology,
Siemens Pharmacy, Novius Laboratory, Siemens
Decision Support, Enterprise Document Management
CIVIC ACTIVITIES
Alumni Member, Alpha Kappa Psi business fraternity
Honorary Member, Rotary International, Lenoir Club,
Lenoir, NC
Multiple international and local missions on 3
continents as member of Myers Park United Methodist
Church, Charlotte, NC