Senior Business Development Manager (Full Cycle SaaS Sales)

Inovalon, Inc.; Bowie (MD); On-site; USD 120,000 - 180,000; Full time

Job summary

Inovalon, Inc. is seeking a Senior Business Development Manager to drive full-cycle SaaS sales and revenue across defined territories. You will partner with cross-functional teams and act as a product expert to shape opportunities and close deals.

Ideal candidates have 5+ years in healthcare technology sales, SaaS experience, and the ability to influence Csuite discussions, navigate matrixed organizations, and grow strategic accounts while meeting targets.

Qualifications

• Bachelor's degree or equivalent professional experience.
• 5+ years of demonstrated sales experience in healthcare technology.
• SaaS or subscription software sales experience preferred.

Responsibilities

• Lead sales activity for the assigned product suite to achieve objectives.
• Partner with sales leadership to execute territory plans.
• Act as SME on product suite and processes to drive lead gen and account cultivation.
• Identify high-value opportunities and guide deal strategy.
• Design and position solutions to meet customer needs and revenue goals.
• Provide direction to advance opportunities through to closure.
• Leverage knowledge of quality reporting and data analytics to support value propositions.
• Mentor team members in prospecting and sales processes.

Skills

Full cycle SaaS selling

Healthcare technology sales

EHR integration awareness

Leadership / supervisory

CRM/SAAS tools (SalesLoft, Salesforce)

Executive communication

Strategic account planning

Cross-functional collaboration

Quota achievement

Education

Bachelor's degree or equivalent experience

Clinical degree (RN/BSN) preferred

Tools

SalesLoft

SalesForce

Job description

Senior Business Development Manager (Full Cycle SaaS Sales)

The Senior Business Development Manager is accountable for delivering revenue targets through proactive sales leadership across assigned territories, channel partners, and/ or strategic accounts. Functioning as an individual contributor with deep product expertise, this role plays a pivotal part in the sales matrix partnering with cross-functional teams to identify, shape, and advance opportunities for the assigned business unit.

Duties and Responsibilities:

• Lead and executes 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 assigned territory.
• Function as a subject matter expert on assigned product suite, applications, and processes to orchestrate seamless execution of lead generation and account cultivation activities.
• Leverage a strategic, businessoriented mindset to identify highvalue opportunities and guide decisionmaking that supports overall revenue growth.
• Design and position solutions that meet customer needs and translate into profitable, revenuegenerating outcomes for Inovalon.
• Provide specific direction and guidance to advance and or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure.
• Leverage detailed knowledge of quality-of-care reporting, benchmarking and data analytics, and the value of using business intelligence to improve care outcomes.
• Serve as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes.
• Participate in weekly sales meetings and communicates weekly results and performance metrics as they relate to sales pipeline, sales activities, sales cycle time, regional market share, market penetration, wins and losses, etc. for both individual and team performance.
• Monitor and provides structured feedback on market conditions, regulatory trends, competitive activities, win-loss lessons learned, targeted initiatives for growth and with key target accounts or channel partners within territory.
• Identify regional influencers that can support and influence the sales of products and services; regional activities may include tradeshows, association memberships, training, speaking engagements, etc.
• Maintain compliance with Inovalon's policies, procedures and mission statement.
• Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon's Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position.
• Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Employer.

Job Requirements:

• 5+ years of demonstrated 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.
• Leadership or supervisory experience preferred.
• Demonstrated capability to understand and articulate customer business drivers, linking Inovalon's solutions to strategic outcomes such as operational efficiency, clinical improvement, and financial performance.
• Skilled in navigating matrixed organizations and influencing internal stakeholders to align on deal strategy, resource needs, and customer engagement approaches.
• Proven ability to identify crosssell and upsell opportunities, leveraging an enterprisewide understanding of Inovalon's full portfolio.
• Proficient in Microsoft Office suite including Word, Excel, and PowerPoint; Customer Relationship Management (CRM) software experience (i.e. SalesLoft, SalesForce, etc.).
• Exceptional verbal and written communication skills, with the ability to tailor messaging to diverse audiences.
• Self-motivated with strong organizational/prioritization skills and ability to work in a team environment and independently with the ability to manage multiple tasks at one time with close attention to detail.
• Consistent track record of meeting or exceeding annual revenue objectives.
• Proven ability to conduct strategic, valuebased discussions with Csuite leaders to advance complex sales opportunities.
• Experienced in sales force automation and contact management systems.
• Ability to work in a fast-paced environment.
• Proven ability to work effectively under pressure and meet deadlines.

Education:

• Bachelor's degree in related field or equivalent professional work experience.
• Clinical degree (RN, BSN, etc.) and/or experience preferred.

Physical Demands and Work Environment:

• Sedentary work (i.e. sitting for long periods of time).
• Exerting up to 10 pounds of force occasionally and/or negligible amount of force.
• Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions.
• Subject to inside environmental conditions
• Up to 25% travel based on business needs.

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. (This is only applicable for US-based positions)

If you don't meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. Inovalon is most interested in finding the best candidate for the job, and you may be just the right person for this or other roles.

By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.

Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, 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 requirement.

To review the legal requirements, including all labor law posters, please visit this link

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