Robert Spence
Roswell
Summary
Dynamic solutions engineering leader with a proven track record at Imprivata, driving $15M+ in annual contracts and enhancing customer satisfaction by 30%. Expert in identity and access management, leveraging strong technical acumen and team leadership to achieve 100% success in proof-of-concept implementations while fostering cross-functional collaboration.
Overview
25
25
years of professional experience
Work History
Manager, Solutions Engineering
Imprivata
01.2013 - 01.2024
- Led regional solutions engineering teams across Northeast and Southeast territories, managing 15+ technical professionals and achieving 30% improvement in customer satisfaction while securing $15M+ in annual contract value
- Executed enterprise security demonstrations for Fortune 500 healthcare clients, securing $1M+ contracts quarterly through technical expertise in identity and access management solutions
- Streamlined technical proposal processes by implementing standardized security assessment templates, reducing preparation time by 40% while improving solution accuracy and compliance documentation
- Orchestrated complex proof-of-concept projects in sensitive healthcare environments, achieving 100% technical integration success rate and contributing to 10% growth in sales pipeline
- Developed security deployment strategies for hybrid cloud environments, ensuring HIPAA compliance and seamless integration with existing clinical workflows
- Established technical mentorship programs for junior engineers, creating knowledge transfer protocols that improved team capabilities and reduced onboarding time by 50%
Principal Solutions Engineer
Imprivata
01.2013 - 01.2024
- Exceeded sales quotas consistently for 7+ consecutive years, generating $10M+ in cumulative revenue through strategic healthcare identity management solution deployments
- Reduced sales cycles by 10% through compelling technical demonstrations showcasing security capabilities both on-site and via secure web platforms
- Enhanced deployment security protocols by developing comprehensive documentation for identity and access management implementations across complex healthcare IT environments
- Facilitated cross-functional collaboration between prospects and internal engineering teams, directly informing product security enhancements and improving client satisfaction scores
- Created centralized knowledge repository for RFI/RFP responses, improving response quality and ensuring consistent security messaging across all customer communications
- Achieved 100% success rate in proof-of-concept implementations across diverse IT environments, validating security controls and system compatibility
Technical Account Manager
Bottomline Technologies
01.2009 - 01.2013
- Managed enterprise customer relationships as primary technical liaison, providing security architecture guidance and ensuring 98% customer retention rate across $5M+ portfolio
- Delivered proactive security consulting to address emerging threats and compliance requirements, demonstrating optimal use of financial technology solutions
- Architected secure proof-of-concept implementations for enterprise clients, validating security controls and system compatibility before full deployment
- Collaborated with technical support teams to enhance security documentation and knowledge base, streamlining customer communications and incident response
- Engaged executive stakeholders including CTOs and engineering leadership to provide strategic guidance on cybersecurity capabilities and risk mitigation
Director, Sales Operations
Surgical Information Systems LLC
01.1999 - 01.2008
- Directed high-performing sales operations team managing end-to-end pre/post-sales initiatives for healthcare IT solutions, reducing proposal turnaround by 50% for 50+ annual RFPs
- Achieved consistent revenue growth through customized product demonstrations highlighting security features and compliance capabilities for healthcare environments
- Implemented enterprise CRM platform that enhanced forecasting accuracy and pipeline visibility, improving lead conversion rates by 35% within three months
- Managed departmental P&L while consistently exceeding budget targets and driving profitability across multiple healthcare IT service lines
- Launched Center of Excellence program standardizing security best practices and implementation methodologies across healthcare client sites
Director, Account Services
Surgical Information Systems LLC
01.1999 - 01.2008
- Led customer success team focused on issue resolution and expansion sales, consistently exceeding add-on service quotas by 40%
- Reduced incident resolution times by 30% through implementation of streamlined communication protocols and security incident response procedures
- Drove significant revenue growth in consulting and education services by identifying high demand security offerings required by healthcare client base
Technical Account Manager
Surgical Information Systems LLC
01.1999 - 01.2008
- Designed secure implementation workflows that reduced resource allocation requirements while maintaining security standards and compliance requirements
- Maintained 100% on time, under-budget delivery record for security-critical healthcare system implementations
- Gathered and translated technical requirements through structured client assessments, facilitating development of new security functionality
Education
Master of Business Administration - Management Information Systems
Georgia State University
Bachelor of Business Administration - Management Information Systems
University of Georgia
Bachelor of Business Administration - Business Management
University of Georgia
Skills
- Identity & Access Management (IAM)
- Data Protection
- Network Security
- Risk Assessment
- Vulnerability Management
- HIPAA Compliance
- PCI-DSS Compliance
- SOX Compliance
- Security Architecture
- Incident Response
- Single Sign-On (SSO)
- AWS
- Microsoft Azure
- SaaS Architecture
- Hybrid Cloud Environments
- VMware
- Citrix
- Active Directory
- Multi-Factor Authentication (MFA)
- Zero Trust Architecture
- SQL Server
- Oracle
- Microsoft 365
- Salesforce
- Linux (Red Hat/Ubuntu)
- Windows Server (2008-2019)
- Network Protocols (TCP/IP, DNS, VPN, DHCP)
- API Integration
- Technical Sales
- Solution Architecture
- RFP/RFQ Management
- Proof of Concept (POC)
- Team Leadership
- Customer Relationship Management
- Revenue Growth
- Pre-Sales Engineering
- Salesforce CRM
- HighSpot
- Amplify
- Microsoft Office 365
- Demo Platforms
- RFP Management Systems
- Proposal Automation Tools
Core Competencies
Identity & Access Management (IAM), Data Protection, Network Security, Risk Assessment, Vulnerability Management, HIPAA/PCI-DSS/SOX Compliance, Security Architecture, Incident Response, Single Sign-On (SSO), AWS, Microsoft Azure, SaaS Architecture, Hybrid Cloud Environments, VMware, Citrix, Active Directory, Multi-Factor Authentication (MFA), Zero Trust Architecture, SQL Server, Oracle, Microsoft 365, Salesforce, Linux (Red Hat/Ubuntu), Windows Server (2008-2019), Network Protocols (TCP/IP, DNS, VPN, DHCP), API Integration, Technical Sales, Solution Architecture, RFP/RFQ Management, Proof of Concept (POC), Team Leadership, Customer Relationship Management, Revenue Growth, Pre-Sales Engineering, Salesforce CRM, HighSpot, Amplify, Microsoft Office 365, Demo Platforms, RFP Management Systems, Proposal Automation Tools
References
References available upon request.
Timeline
Manager, Solutions Engineering
Imprivata
01.2013 - 01.2024
Principal Solutions Engineer
Imprivata
01.2013 - 01.2024
Technical Account Manager
Bottomline Technologies
01.2009 - 01.2013
Director, Sales Operations
Surgical Information Systems LLC
01.1999 - 01.2008
Director, Account Services
Surgical Information Systems LLC
01.1999 - 01.2008
Technical Account Manager
Surgical Information Systems LLC
01.1999 - 01.2008
Master of Business Administration - Management Information Systems
Georgia State University
Bachelor of Business Administration - Management Information Systems
University of Georgia
Bachelor of Business Administration - Business Management
University of Georgia
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