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, improving outcomes and economics. At Inovalon, we focus on empowering customers with data-driven solutions to help them succeed in their missions, which in turn improves healthcare for patients and members.

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.

• Leads and executes all sales activity for the assigned product suite and applications within defined territory to achieve sales objectives.
• Partners with the sales leadership team to develop and execute a plan aligned with the sales goals in the territory.
• Functions as a subject matter expert on the assigned product suite and applications to orchestrate lead generation and account cultivation.
• Provides direction to advance and transition sales opportunities to ensure successful conversion and deal closure.
• Leverages knowledge of quality-of-care reporting, benchmarking, and data analytics to improve care outcomes.
• Serves as a player-coach to other team members, teaching and advancing prospecting and sales skills.
• Participates in weekly sales meetings and communicates results and performance metrics related to pipeline, activities, cycle time, market share, and wins/losses for individuals and the team.
• Monitors market conditions, regulatory trends, competitive activities, and targeted growth initiatives with key accounts or channel partners.
• Identifies regional influencers to support sales, including trade shows, associations, trainings, and speaking engagements.
• Maintains compliance with Inovalon policies and mission statement; adheres to confidentiality and HIPAA requirements accordingly.
• Fulfills responsibilities as 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; CRM 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 skills; able to manage multiple tasks with attention to detail
• Consistent track record of meeting or exceeding revenue objectives
• Strong people management and customer relationship skills; able to build rapport over the phone
• 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 experience

• Sedentary work (sitting for long periods)
• Exerting up to 10 pounds of force occasionally
• Frequent lifting, carrying, pushing, or pulling objects; repetitive motions
• Inside environmental conditions
• Travel up to 20%

Inovalon offers a competitive salary and benefits package. Base compensation range: $76,800 — $105,000 USD. This position may be eligible for performance-based incentives. The actual base pay offered varies by factors including experience, location, and business needs.

This position is not eligible for immigration sponsorship. If you do not meet every qualification, we encourage you to apply. Inovalon is an equal opportunity employer and values inclusion and diversity. For details, please review Inovalon’s equal opportunity statements and privacy disclosures as applicable.