Senior Director, Business Development - Provider Acute

Inovalon; Tampa (FL); On-site; USD 160,000 - 180,000; Full time

Benefits offered by this job

Health insurance

401k

Paid time off

Job summary

Inovalon is seeking a Senior Director of Business Development to lead the Strategic Partner sales team and drive revenue growth with hospitals, providers and related partners.

You will hire and onboard new hires, forecast performance, coach the team, and collaborate with executive leadership to execute strategic initiatives. The role requires deep SaaS sales experience, strong leadership, and the ability to navigate a matrix organization.

Qualifications

• 15+ years of relevant sales or channel development experience.
• 8+ years in sales leadership or management roles.
• Experience selling to executive buyers for SaaS or subscription-based services.

Responsibilities

• Grow revenue by leading the Strategic Partner sales team.
• Develop and execute sales initiatives aligned with company goals.
• Forecast weekly, monthly, and quarterly performance accurately.
• Coach and onboard new hires; drive best practices across the team.
• Collaborate with executive leadership and cross-functional teams.

Skills

Strategic selling

Leadership

Negotiation

Communication

Forecasting

Microsoft Office

Education

Bachelors degree in sales management or related field

Tools

Salesforce

CRM tools

Job description

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.

Overview: The Senior Director, Business Development is a sales leader role responsible for achieving the monthly, quarterly, and annual sales results for the Strategic Partner Business Development team. This sales leader role is responsible for driving activities and behaviors within the Strategic Partner team in selling solutions to clearinghouses, revenue cycle management companies, practice management vendors, and other strategic partners within healthcare and coaching. The Senior Director, Business Development will deliver expected sales results, participate in hiring and on-boarding Strategic Partner new hires, drive collaboration with direct sales team and executive leadership teams, provide market feedback, develop and deploy ideas and processes to increase revenue, prepare accurate forecasts, and act as a coach to aggressively drive sales activities and revenue targets.

Duties and Responsibilities

• Grow Strategic Partner's revenue by leading the Strategic Partner sales team
• develop and execute successful sales initiatives in support of Inovalon's annual and long-term goals
• Demonstrate ownership, accountability, and leadership
• Manage the day-to-day activities of assigned associates
• ensure associates have and utilize the tools, processes, resources and information needed to sell products and services into appropriate market segments
• Drive activity to consistently attain assigned quotas through selling products to current customers and prospects
• Develop and achieve accurate weekly, monthly, and quarterly forecasts
• Work with leadership to identify risks to specific deals and execute mitigation plans in real-time
• Utilize consultative sales techniques to drive the consistent application of best practices for each milestone of the sales process
• Train team on best practices to ensure proper utilization of techniques and tools as standards
• Develop and maintain a comprehensive knowledge of strategic partner product suite, services, and marketing initiatives ensuring focus and capitalization upon highest return activities
• Collaborate with leadership to assess the team’s performance
• collaborate on the development and execution of team and individual improvement plans and key developmental initiatives
• Facilitate cross-departmental coordination to support business objectives
• Drive utilization and compliance for documentation in SalesForce (CRM) software to include prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting
• 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
• Perform other duties as required

Job Requirements

• Minimum of 15 years of relevant sales and/or channel development experience, including at least 8 years in sales leadership or management roles
• Experience selling to key executive-buyer personas for transactional healthcare RCM services
• Proven track record achieving or exceeding objectives selling SaaS or similar subscription-based applications
• Strong leadership skills with the ability to execute in a matrix environment
• Excellent negotiation, leadership, management and presentation skills
• Ability to adapt well to change and work in a fast-paced environment
• Excellent verbal and written communications skills, strong attention to detail
• Proficiency in strategic selling principles and tools
• Proficiency in Microsoft Office suite including Word, Excel, and PowerPoint

Education

Bachelor's degree in sales management or related field or equivalent experience.

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; and Travel for this position may be up to 30%.

Benefits

Inovalon offers a valuable benefits package with a wide range of choices to meet associate needs, which may include health insurance, life insurance, company-paid disability, 401k, 18+ days of paid time off, and more.

Salary

Base Compensation Range $160,000 - $180,000 USD

Eligibility

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)

Equality and Diversity

By embracing inclusion , we enhance our work environment and drive business success. Inovalon strives to provide equal opportunit ies 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 v eteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.