Sales Engineer

Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we believe that when our customers are successful in their missions, healthcare improves. Therefore, we focus on empowering them with data‑driven solutions. And the momentum is building.

Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs. Through our mission‑based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.

The Sales Engineer will function as the primary technical resource and trainer for the field sales force. Responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for Inovalon’s platforms and services.

• Establish and maintain strong relationships throughout the sales cycle, articulate technology and product positioning to both business and technical users, and identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process;
• Function as the SME (Subject Matter Expert) to support sales productivity and opportunity flow by securing the "technical close" in complex sales opportunities;
• Work in collaboration with the salesperson, proactively scope the technical solution required to address customer requirements, assesses customers met and unmet needs, and recommend solutions that optimize value for both the customer and Inovalon;
• Coordinate closely with internal sales, sales support, and service resources to align solution design with customers' business requirements;
• Act as the point person for all new hire Sales training, develop training materials, and provide training, coaching and professional development to sales team(s) in order to enhance their product knowledge, technical acumen, and technical sales skills;
• Participate on sales calls and guide clients and advise prospects on how to best deploy Inovalon’s products and services in their organizations;
• Assist in the troubleshooting of integration issues and implementation issues;
• Be knowledgeable about Inovalon’s products and services and best practices to help guide customers on how the organization’s services can address their business needs;
• Participate and help drive the appropriate product, sales, and procedural training/certification to acquire and maintain the knowledge necessary to be effective in the position;
• Work opportunities assigned to the sales team supported, prioritizing effort based on maximizing total sales impact, or as directed by the sales manager;
• As needed, work directly with Marketing on all designated product Webinars and related sales campaigns and trade shows;
• Collaborate with Product Management and other key stakeholders on product launch, and all product releases to insure sales readiness;
• Test all product releases in the sales demo system prior to release and alert Sales and Product Management of any potential risks;
• For assigned products, develop and deliver sales messaging including vision prompters, ideal customer profile, buying committee map, cost versus benefit analysis and other sales tools;
• Train sales team on assigned products and other designated products on product and sales messaging, product features, and product functionality;
• Develop, implement and track all designated product demo certifications;
• In partnership with sales leadership, inspect calls and determine needed refresher courses, mini workshops, or other training formats (i.e. computer based training modules for Discover LMS);
• Partner with the Customer Operation’s trainer to ensure that all Sales, Support, Implementation, Account Management, and Retention staff are appropriately trained to support the designated products;
• Respond effectively to RFPs/ RFIs;
• Attain quarterly and annual objectives assigned by management; and
• Acquire and maintain…