• Develop and maintain an expert level of knowledge regarding products, services, capabilities, infrastructure, and operations of Employer and its affiliates, the marketplace, competition, strategic positioning, threats and direction to achieve optimal insight and success with respect to Employer’s (and those of its affiliates) products, services, capabilities, support, functionality requirements, and financial performance; • Lead, drive and ultimately be responsible for, all planning, implementation, execution, and successful achievement of sales to support our growth strategy, to achieve the targets of market penetration, revenue, new product commercialization and client diversification, including: • Develop and maintain an expert level of knowledge regarding vision, products, services, infrastructure, operations, markets, competitors, and regulations of the Company to achieve optimal insight into the provider unit’s goals, opportunities, capabilities, strategies, functionality requirements, compliance and risks; • Develop, implement and manage the annual budget in conjunction with the President and Finance team; prepare and submit an annual operational budget for review and approval and manage effectively within this budget; • Develop strategic imperatives for business unit and partner with Finance and Data Governance to identify KPI’s that support the achievement of business imperatives; • Develop sales strategic business plans to drive bookings and revenue and increase market share; • Lead with compelling strategic vision that is in alignment with the organization’s short and long-term goals. Oversee and provide leadership in the effective identification, recruitment, review process, retention, training, daily coordination, and management of team members; • Scale, lead, drive, and manage all personnel teams, tools, processes, policies, procedures, and associated resources to achieve the goals as outlined above; notably including the areas of sales, sales strategy, sales operations, subject matter expertise, proposal development, channel partnerships and management, and strategic relationships; • Responsible for the development and implementation of go-to-market strategies for all new and existing products and services to achieve the goals as outlined above; • Participate with The Company leadership in the strategic development of initiatives to identify enhancements which may improve products, services, operations, client appeal, process flow, risk exposure, and overall business function, industry reputation, and financial performance; • Be responsible for the tracking and reporting (of pipelines, success rates, costs, financial performance, etc.) pertaining to sales efforts in a timely, accurate, and comprehensive fashion; • 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 Company.

• Build a team of direct Sales Executives to drive rapid new business sales growth in the region • Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region • Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities • Recruit, coach and mentor team members to drive excellence • Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team • Manage and report accurate forecast and pipeline to the business • Achievement of annual sales goals on a quarterly and annual basis is required • Engage and align effectively in C-level meetings in order to properly understand customer business requirements • Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team • Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience

• Ensures the achievement of sales goals including evaluating current business, identifying new opportunities within accounts, coordinating account strategies, and developing account plans​ • Maintains and grows revenue base for book of business by enabling (S)AEs to drive product upsell/cross-sell/price increases and coordinate with the CSM for retention​ • Develops strong new and existing relationships with executive stakeholders across customer base as well as a deep understanding of their business landscape and goals; proactively anticipates future needs and risks and develops strategies with ADs​ • Sets KPIs, coaches, mentors, and enables (S)AEs to hit their number • Market intelligence, be the expert on our buyers, who they are, how they buy and their key buying criteria. • Understand the competitive landscape, be an expert on our competition and how they are positioned. • Collaborate with product management and marketing communications to develop product positioning and messaging that resonate with our target buyer personas. • Develop a marketing plan for our products in conjunction with our marketing team, including key activities and budgets to support the retention of existing customers and the acquisition of new customers.

• Manage and expand existing and new business relationships within a defined customer base in the DACH region. • Secure existing sales and drive growth through strategic cross-selling and upselling activities. • Actively manage and expand your sales pipeline while maintaining accurate progress reports in the CRM system. • Receive and respond to inquiries from interested parties and customers, ensuring their specific needs are met with high-quality solutions. • Work collaboratively with internal teams to architect the best possible solutions for your clients.