Senior Business Development Manager; 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.

• 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

• 5+ years selling healthcare technology or SaaS
• Proven track record of exceeding revenue goals
• EHR experience preferred
• Strong consultative selling and CRM skills

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.

• 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 trade shows, 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.

• 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., Sales Loft, 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

• Bachelor's degree in related field or equivalent professional work…