Richard Cassell

About Richard Cassell

With expertise in enterprise IT services and healthcare sales, I excel at turning complex challenges into scalable, high-impact solutions. I partner with healthcare providers, payors, and research institutions to modernize IT infrastructure, enhance security, and optimize operations, consistently delivering measurable value that advances patient care and strengthens organizational and community outcomes.I work closely with CIOs, CISOs, CEOs, and IT leadership teams to design and execute large-scale digital transformation initiatives that build trust, inspire performance, and generate tangible results. Recognized for cultivating strategic alliances and partnerships, I expand organizational influence, elevating industry presence, and translating vision into tangible value.As Senior Director of Business Development at Black Box, I spearheaded the company’s first healthcare analyst response document and initiated federal healthcare sales with the Veterans Health Administration. At Kyndryl, I expanded public sector contracting capabilities by 800%, increased cloud sales by 500%, and exceeded quota by 200%. At IBM, I closed a $33M managed cloud services contract across 25 states, achieving 166% of quota, and at Lexmark International, I secured a $160M+ managed services contract, increased new accounts by 500%, and earned multiple prestigious awards for leadership and performance.Areas of Expertise• Healthcare Digital Transformation & AI Analytics• Enterprise IT Services & Outcome-Based Delivery• Revenue Cycle & Operational Optimization• Network Resiliency & Unified Communications• XaaS Managed Contracts & Complex Negotiations• New Business Acquisition & Territory Expansion• Strategic Planning, Analysis & Executive EngagementAt the core of my leadership is a commitment to integrity and empathetic accountability. I inspire others through purpose-driven optimism, balancing genuine care with disciplined execution. Passionate about mentoring, I cultivate environments where individuals are empowered to excel, and organizations achieve enduring strategic impact.Senior Director, Sales & Business D••••••••@outlook.com

Experience

1. Senior Director Business Development

   Black Box

   Jan 2025 — Present · US

   Drive strategic growth by securing new logos and maintaining a strong net-new sales pipeline, ensuring consistent revenue performance and profitability. Build and deepen client partnerships to transform new accounts into substantial revenue streams, while fostering satisfaction, retention, and long-term value creation.

Education

• Western Governors University

  Graduate of Bachelor of Science - BS, Business Administration and Management, General

Skills

• Executive Reporting
• Territory
• Management
• Team Building
• Resellers
• Channel Partners
• Sales
• Complex Sales
• Cloud Computing
• Forecasting
• Consultative Selling
• Business Strategy
• Managed Services
• Document Management
• Business Alliances
• B2b
• Customer Relations
• Relationship Management
• Partner Management
• Product Marketing
• Sales Presentations
• Customer Focus
• Key Account Management
• Sales Process
• Hardware
• Solution Selling
• Competitive Analysis
• Contract Negotiation
• Selling
• Start-Ups
• Enterprise Software
• Sales Management
• Leadership
• Saas
• Account Management
• Product Management
• Sales Operations
• Customer Retention
• Managed Print Services
• Professional Services