Inovalon

Role Description 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. - 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 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, business-oriented mindset to identify high-value opportunities and guide decision-making that supports overall revenue growth. - Design and position solutions that meet customer needs and translate into profitable, revenue-generating 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 communicate 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 provide 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. Qualifications - 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. - Experience shaping complex, multi-stakeholder deals, including evaluating financial models, solution design, and long-term customer value. - 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 cross-sell and up-sell opportunities, leveraging an enterprise-wide 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, value-based discussions with C-suite 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. Requirements - Bachelor's degree in related field or equivalent professional work experience. - Clinical degree (RN, BSN, etc.) and/or experience preferred. Benefits - Competitive salary and benefits package. - Performance-based incentives may be available. - Health insurance, life insurance, company-paid disability, 401k, and 18+ days of paid time off.

• Drive demand and increase awareness of Inovalon’s products by engaging prospects and nurturing existing relationships through effective communication across multiple channels, including in‑person meetings, virtual interactions, and phone outreach. • Maintain disciplined and reliable execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow‑up processes. • Identify, qualify, and develop net-new business opportunities while expanding and strengthening existing client relationships. • Develop an understanding of Inovalon’s enterprise solutions and the ONE Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon’s offerings—even beyond the assigned territory or BU. • Work closely with assigned Sales team and other team members in your territory to qualify prospect accounts, ensure web demonstrations are completed in a timely and thorough manner, and all sales opportunities are properly gathered with Marketing, Sales, and Business Development departments. • Partner with Marketing to communicate customer insights, competitive trends, and emerging needs that influence product and go-to-market strategy. • Lead or support product presentations, solution positioning, and demonstration processes in collaboration with Sales, Marketing, and Business Development teams. • Develop a deep understanding of the territory’s market dynamics, competitive landscape, and customer needs to inform strategic sales planning. • Conduct effective discovery, needs assessments, and consultative conversations that influence customer decision-makers. • Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts, follow up activities and support each other with identified new business opportunities and clients; • Travel to meet with prospective and existing clients to drive sales outcomes and strengthen relationships. • Serve as an informal mentor or coach to new hires by modeling best practices in sales process discipline, communication, and customer engagement. • Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement. • 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; and • Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company.

• Contact customers via phone or email in portfolio to secure payment. • Maintain collection plan tasks daily to manage past due accounts. • Follow up on payment arrangements and settlements • Provide overview of customer balances to senior leadership and recommendation of next steps. • Advocate customer needs/issues cross-departmentally.

• Own the process for negotiating complex, multi-year renewal contracts • Provide Care Management subject matter expertise to assigned sales team • Serve as a conduit to Care Management clinical resources • Maintain disciplined and reliable execution of sales operations • Identify, qualify, and develop net-new business opportunities • Develop an understanding of Inovalon’s enterprise solutions • Work closely with assigned Sales team and other team members to qualify prospect accounts • Partner with Marketing to communicate customer insights • Lead or support product presentations and solution positioning • Develop a deep understanding of the territory’s market dynamics • Conduct effective discovery, needs assessments, and consultative conversations • Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders • Travel to meet with prospective and existing clients • Serve as an informal mentor or coach to new hires • Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement • Maintain compliance with Inovalon’s policies, procedures and mission statement

• Own the comprehensive redesign and optimization of the revenue organization's data architecture. • Establish, lead, and enforce robust data governance frameworks, policies. • Transform disparate, siloed data into a unified, "AI-ready" state. • Serve as the ongoing Product Manager for our internal revenue capabilities. • Continuously evaluate sales, operational, and compensation workflows. • Ensure data and AI initiatives are seamlessly integrated into the core CRM.

• Develop and execute the enterprise strategy and roadmap for CRM and commercial technology platforms. • Align technology capabilities with business priorities to improve commercial performance and customer engagement. • Evaluate emerging technologies, including AI-enabled solutions, to drive innovation and productivity. • Provide executive oversight of the enterprise CRM platform, ensuring scalability, reliability, adoption, and continuous improvement. • Lead governance, enhancements, release management, and platform optimization. • Ensure seamless integration with ERP, marketing automation, customer support, CPQ, and analytics platforms. • Partner with Sales leadership to optimize lead management, pipeline visibility, forecasting, and opportunity management. • Improve seller productivity through automation and standardized workflows. • Drive adoption of commercial systems and best practices. • Establish enterprise data governance standards. • Deliver executive dashboards and KPI reporting. • Improve forecast accuracy and actionable business insights. • Serve as a trusted advisor to Sales, Marketing, Customer Success, Finance, and IT leaders. • Develop business cases for technology investments and communicate measurable ROI. • Manage strategic vendors, implementation partners, and technology investments. • Build a culture of innovation, accountability, and continuous improvement.

• Work with senior-level market researchers to manage and streamline market research and competitive intelligence projects and platforms to improve the company’s competitive position. • Use AI and other techniques to resourcefully collect and analyze secondary and primary research data that supports market opportunity, market trend and competitive landscape assessments. • Maintain competitive intelligence platform and data and share with stakeholders across departments. • Recruit, interview and survey customers and prospects as needed to learn about their experience and attitudes about healthcare technology. • Proactively recommend research process improvements to elevate the market research and competitive intelligence functions at Inovalon. • Other duties as requested and/or determined.

• Responsible for successful execution of Technology Department processes, initiatives & financial performance; • Designing, implementing, managing & improving processes that are related to supporting, maintaining & optimizing department performance and execution; • Responsible for reporting to measure, track & manage key performance metrics (including organizational management, financial & budget); • Engage stakeholders across the organization & global teams to ensure deliverables are delivered on time & according to plan; • Manage all global people processes including onboarding, team assignments and global team tracking and support.

• Develop a strong understanding of customer use cases, data products, and industry trends to support customer success and ongoing adoption. • Partner closely with Customer Success Managers to provide technical consultation and support during customer engagements. • Investigate and troubleshoot customer data delivery, integration, and technical support issues. • Validate customer data extracts and delivery outputs to help ensure quality and accuracy prior to delivery. • Support escalated customer issues by coordinating across internal teams and driving timely resolution. • Collaborate with Product, Engineering, and Operations teams to communicate customer feedback, recurring issues, and enhancement opportunities. • Assist customers in understanding APIs, delivery methods, and technical documentation. • Analyze data quality concerns and work with internal stakeholders to identify root causes and corrective actions. • Contribute to process improvement initiatives aimed at increasing operational efficiency, scalability, and customer satisfaction. • Maintain accurate internal documentation related to customer issues, workflows, and technical processes. • Support onboarding activities as needed from a technical consultation and escalation management perspective. • Stay informed on evolving technologies, data delivery methodologies, and customer technical requirements. • Maintain compliance with company policies, procedures, confidentiality requirements, and applicable data handling standards.

• Collaborate with and across Agile teams to design, develop, test, implement, and support technical solutions across the full stack, including both backend services and user-facing UI components. • Develop and maintain backend services and APIs in Java and JavaScript; build and maintain front-end features using Angular or other modern web application frameworks. • Work with SQL and Snowflake for data querying, transformation, and analysis; contribute to data ingestion and transformation pipelines supporting the Real World Data platform. • Leverage AI-driven development tools and practices to accelerate delivery, improve code quality, and solve complex engineering problems; stay current with emerging technologies and front-end development trends. • Support code reviews, testing, and release processes; contribute to a culture of engineering excellence and continuous improvement. • Set direction and goals for the team regarding project impact, product quality, and engineering efficiency; lead major initiatives, rollouts, and phased releases. • Provide mentorship to onboarding team members and enable successful ramp-up. • Participate in an on-call rotation to support critical issues outside standard business hours, ensuring timely response and resolution per defined SLAs. • 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.