William Gurney sits at the intersection of Business and Technology. With his education in Computer Science and multiple years developing software, combined with a decade of experience managing the implementation and delivery of commercial applications across the industry’s largest/global, mid-sized, small/pre-market pharmaceutical and medical device manufacturers, William is able to bring value to the business and innovation to IT.
After completing University in the UK, William started his career as a Systems Developer at Eli Lilly in Frankfurt, Germany. In 2004 he moved to the United States to continue his focus on Healthcare as a Management Consultant. William has helped his clients achieve their Enterprise Information Management (EIM) objectives through the deployment of Master Data Management (MDM), Data Warehousing and Governance technologies and solutions. Most recently, William was hired to build the Enterprise Strategy Business Development team at Komodo Health, a forward deployed team of senior level sales executives.
For work ethic, William doesn’t settle for mediocrity, but has high expectations of himself and those around him. He strives to excel in all areas to deliver the very best product. He is an innovator at heart and uses Design Thinking practices for developing and presenting materials to his audience. This solution-driven, creative approach, produces tailored recommendations and results. For these reasons William has become a well-respected employee, colleague/mentor, partner and manager in all positions held throughout his career.
Professional Experience
Senior Vice President, Head of Business Development, Enterprise Strategy
Komodo Health, NYC & San Fransisco (July 2021-Present)
Appointed to build the Enterprise Strategy sales team, focused on client acquisition/expansion and top line revenue growth. Hand selected the hiring of 12 direct reports to construct the Business Development & Enterprise Strategy sales team, tasked with rapid expansion at an enterprise level across large, mid and emerging Life Sciences and Bio Techs.
Orchestrate cross-functional selling processes with Account Managers/Directors, implement compensation plans to incentivize desired behaviors, advise senior executives on structures and GTM models to mature Komodo and acheive hyper-growth, develop sales materials and strategies with Sales Operations/Enablement, spearhead the Executive Exchange (for community development and relationship building at the C-Suite level), and the Sales Team Enablement Program (for individual contributors to express their voice and promote their objectives, as well as collaborate with cross-functional teams in Product, Finance, Marketing, and Operations).
Managing Director, Information Management
IQVIA, Plymouth Meeting, PA (Sept 2013-July 2021)
Joined IQVIA as part of a strategic corporate initiative to help transition IQVIA, known for Data alone, to become a software and services company. Responsible for the build out of software products & service offerings in anticipation of market trends, as well as targeted offerings tuned to individual clients within the Information Management (IM) division. Accountable for Business Development and creation of go to market strategies. Work closely with other cross functional teams (CRM, Business Intelligence, Performance Analytics, Multi-Channel Marketing, Compliance and others) to orchestrate and execute on broader, more value-add, solutions for our pre-market, small, medium, large and global sized clients
Key Achievements:
* Exceeds Targets/Plans: Continuously exceeds expectations by meeting and exceeding plan and targets for a $100M+ business unit within a global organization.
* MDM as a Service (MDMaaS): Part of the senior leadership team providing direction to recent acquisition building out the MDMaaS solution. Helped define minimal viable product, market differentiators, a go to market strategy, education/mentoring of sales personnel and generation of excitement within the organization in anticipation of product launch
* Strategist: “Able to work with anyone”, able to understand client goals and build consensus between client and vendor. Continually creating win-win scenarios for the company and client, allowing for deeper and longer term relationships
DIRECTOR MDM MANAGED SERVICES
HighPoint Solutions, LLC, East Norriton, PA (Apr 2012-Sept 2013)
Strategically selected for promotion, tasked with building a dedicated product and team offering: MDM Managed Services.
Key Achievements:
* Built “Solution Offering”: Formulated MDM Managed Services as a solution/product. Established a go to market strategy to addressed market needs, increased market share, generated new revenue streams and exceeded expectations
* Assembled a winning team: Planned and executed on recruitment initiatives to ensure MDM Managed Services is appropriately resourced and is poised for success and growth. Nurtured existing employees, built Subject Matter Experts (SME) and promoted corporate loyalty and commitment
* Established Sustainability: Drove sales, developed relationships, implemented and streamlined repeatable processes/procedures and continued to evolve the solution
PRODUCT/PROJECT MANAGER (April 2007-Present)
HighPoint Solutions, LLC, East Norriton, PA (Nov 2009-Present)
Computer Sciences Corporation (CSC), New York City, NY (Aug 2008-Nov 2009)
Paragon Computer Professionals, W. Conshohocken, PA (Aug 2007-Aug 2008)
Continued solid track record as “forerunner among peers” with expertise recognized through recruitment and project offers. Manage advanced IT-business solutions for global leaders in Life Science arenas (developers and manufacturers of leading-edge Pharmaceuticals and Medical Devices). Hold full responsibility for SDLC (project planning through deployment), ownership of post-production software enhancements, all related budgeting, estimating, actuals, forecasting and resource recruitment/management. Proactively identify new business/value-added initiatives.
Collaborate closely with Senior Leadership (Owners, Company Presidents, Executives and Steering Committees), Operational Teams (Consumers/End Users, Sales, Customer Service, Logistics, Marketing, Pricing, Contracting). Responsible for both US-based and International IT implementation teams (Business Analysts, System Developers, Production Support Personnel, DBAs, UI Designers and Testers) and external vendors/partners (Informatica/Siperian).
Key projects/roles:
* Leadership Team: Member of the leadership team to expand/enrich Solution Offerings provided by HighPoint (Business Development) to their clients. Point person for new employee recruitment, on boarding and mentoring within the MDM practice
* Customer, Product and Sales Alignment MDM implementations: Deeply integrated master solutions to enable Sales Analytics, support of Federal/State Spend Reporting requirements and Sales Force Alignment across global user base. Negotiate scope and budget. Saved client multiple million $ in efficiencies and improved end user satisfaction.
Computer Sciences Corporation (CSC), New York City, NY (Jun 2005-Aug 2007)
Served as Business Analyst / Designer / Test Lead / Team Lead on key nationwide and global projects for Fortune 500 Pharmaceuticals companies. Held leadership roles throughout project life-cycles for commercial off-the-shelf and custom-designed applications. As Team Lead, managed project specifications, timelines, milestones, supervised up to 25-member teams, problem resolution, documentation, compliance (QA / standards compliance with federal, state and industry-specific regulatory agencies, company, global standards).
Key projects/roles:
* Customer Master Data Manager implementation: Leading role in $2M+ project to consolidate customer data across multiple subsidiaries, impacting customer service, overhead, data accuracy and data access. Directed 25-member client team in Test Execution process and managed five direct reports.
* Content Management implementation: Multi-system integration to centralize Controlled and Non-controlled documentation, facilitating enterprise-wide data access. ~$1M, 9-month project (rolled out 1Q2006).
SYSTEM DEVELOPER (2002-2005)
Automated Currency Instruments (ACI), West Chester, PA (Feb-May 2005)
Eli Lilly and Company, Giessen, Germany (Jun 2002-Aug 2003)
Joined ACI (manufacturer of “ATM-like” ticket redeemable for cash kiosks for the travel/leisure industry) as company’s sole full-time System Developer servicing installations throughout the US.
Year-long college internship with Eli Lilly, provided IT solutions to company sites in 159 countries. Combined responsibilities included application development, software enhancements, updates, branding, design, development, unit testing, troubleshooting and debugging.
Key projects/roles:
* Consumer User Interface System Development: Designed and developed kiosk system to facilitate hardware-software interaction, user interface customer-software interaction. Business office remote monitoring and reporting of kiosk.
* Customized Database Applications: System analysis and development, database configuration, installation and user training. Doubled database sales within three months of hire through prioritizing and targeting of most requested features by end users.