Senior Business Development Manager (Full Cycle Healthcare SaaS Sales)

Overview Inovalon was founded in 1998 on the belief that technology and data would empower the transformation of the healthcare ecosystem to improve outcomes and economics. Inovalon focuses on empowering customers with data-driven solutions to drive success in their missions and improve healthcare for patients and members they serve. Senior Business Development Manager Drive revenue for Inovalon’s healthcare technology solutions as a senior individual contributor owning a defined territory, named accounts, or channel partners. What You’ll Do Own pipeline, deals, and revenue targets Execute territory and account plans with sales leadership Lead complex sales cycles from prospecting to close Serve as a product and healthcare data expert Coach peers and contribute to team selling success What You Bring 5+ years selling healthcare technology or SaaS Proven track record of exceeding revenue goals EHR experience preferred Strong consultative selling and CRM skills Overview The Senior Business Development Manager is responsible for aggressively driving sales activity to deliver revenue targets for the assigned Inovalon product suite. This is an individual contributor sales role with accountability for sales leadership of a defined geographic territory, named channel partners or named strategic accounts. The Senior Business Development Manager functions as a specialized resource in the sales matrix for their assigned business unit, including the wider team of cross functional sales and sales support specialists. Duties and Responsibilities Lead and execute all sales activity for the assigned product suite and applications within defined territory to achieve sales objectives. Partner with the sales leadership team to develop and execute a plan aligned with the sales goals in the territory. Function as a subject matter expert on the assigned product suite and applications to orchestrate lead generation and account cultivation activities. Provide direction to advance and/or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure. Leverage knowledge of quality-of-care reporting, benchmarking, data analytics, and the value of business intelligence to improve care outcomes. Serve as a player coach to other team members to teach, strategize, and advance their prospecting and sales skills following Business Unit processes. Participate in weekly sales meetings and communicate results and metrics related to pipeline, activities, cycle time, market share, penetration, wins and losses for individuals and teams. Monitor and provide feedback on market conditions, regulatory trends, competitive activities, win-loss lessons, and growth initiatives with key target accounts or channel partners in the territory. Identify regional influencers to support sales of products and services; activities may include tradeshows, associations, training, and speaking engagements. Maintain compliance with Inovalon’s policies, procedures and mission statement; adhere to confidentiality and HIPAA requirements. Fulfill responsibilities and duties reasonably provided by Inovalon to achieve operational and financial success. Job Requirements Minimum five (5) years of successful sales experience selling healthcare technology products or services Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred SaaS or subscription-based software sales experience preferred Proficient in Microsoft Office suite and CRM software experience (e.g., SalesLoft, Salesforce) Excellent verbal and written communication skills Ability to work in a fast-paced environment Self-motivated with strong organizational and prioritization skills; able to work in a team and independently with multiple tasks and attention to detail Consistent track record of meeting or exceeding annual revenue objectives Strong relationship-building skills, with ability to build rapport over the telephone Working knowledge of sales force automation and contact management systems Proven ability to work effectively under pressure and meet deadlines Education Bachelor's degree in related field or equivalent professional work experience Physical Demands and Work Environment Sedentary work (sitting for long periods) Exerting up to 10 pounds of force occasionally and/or negligible amount of force Frequent lifting, carrying, pushing, pulling, or other moving of objects Inside environmental conditions Travel up to 20% Inovalon Offers a Competitive Salary and Benefits Package In addition to base compensation, this position may be eligible for performance-based incentives. Base pay varies by factors including knowledge, experience, location, and internal equity. It is not typical to be hired at the top end of the range; compensation decisions depend on the specific facts and candidate. Inovalon invests in associates to help them stay healthy, save for long-term goals, and manage work and personal commitments. Inovalon offers a valuable benefits package with health insurance, life insurance, disability, 401k, 18+ days of paid time off, and more. Base Compensation Range $76,800 — $105,000 USD This position is not eligible for immigration sponsorship (e.g., H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. If you don’t meet every qualification but are excited about our mission, we encourage you to apply. Inovalon is interested in finding the best candidate for the job, and you may be the right person for this or other roles. Equal Opportunity and Privacy By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunity and to create a culture of inclusion where associates feel empowered to bring their full, authentic selves to work. Inovalon is proud to be an equal opportunity workplace and commits to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. To review legal requirements, including labor law posters, please visit this link. For the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link. #J-18808-Ljbffr