Overview: The Associate Sales Engineer will serve as a technical resource and assist in training for the field sales force. This position is responsible for actively driving and managing the technology evaluation stage of the sales process, working with the sales team as technical resource and product advocate.

Duties and Responsibilities:

Establish and maintain strong relationships throughout the sales cycle, articulate technology and product positioning to business and technical users, and identify technical issues for assigned accounts, assuring customer satisfaction throughout sales process;

Collaborate with salespeople, proactively scope technical solutions to address customer requirements, assess customers’ met and unmet needs, and recommend solutions that optimize value for both customer and Inovalon;

Coordinate with internal sales, sales support, and service resources to align solution design with customers’ business requirements;

Participate in sales calls, guide clients, and advise prospects how to deploy Inovalon products and services in their organizations; support sales productivity and opportunity flow, helping secure “technical close” in complex sales opportunities;

Assist in troubleshooting integration and implementation issues;

Work opportunities assigned to sales team, prioritizing effort based on maximizing total sales impact, or as directed by sales manager;

Collaborate with Marketing on product Webinars, related sales campaigns and tradeshows as needed;

Collaborate with Product Management and other key stakeholders on product launch, and product releases to insure sales readiness;

Test product releases in sales demo system prior to release, and alert Sales and Product Management of risks;

For assigned products, work with senior sales engineers to document sales messaging including vision prompters, ideal customer profile, buying committee map, cost versus benefit analysis, and other sales tools;

Assist with coordinating trainings and ensuring staff have completed necessary trainings;

Partner with sales leadership to observe calls and determine necessary refresher courses, mini workshops, or other training formats (i.e. computer based training modules for Discover LMS);

Implement and track designated product demo certifications;

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.

Job Requirements:

Minimum two (2) years’ relevant work experience in healthcare sales, engineering, product, support or as client-side user required; experience in a customer facing role preferred;

Experience working with hospitals, Skilled Nursing Facilities (SNF) or Home Health Electronic Medical Records (EMR), Practice Management Software (PMS), Health Information Systems (HIS), or Revenue Cycle Management systems is a plus;

Previous experience as a sales engineer for a SaaS Healthcare Revenue Cycle Management company is a plus;

Proficient in Microsoft Office suite including Word, Excel, Visio and PowerPoint;

Self-motivated with strong organizational/prioritization skills and ability to multi-task with close attention to detail;

Solid oral, written, presentation, and interpersonal communication skills;

Ability to work as part of a team to diagnose business problems in complex selling environments;

Excellent customer service and communication skills, including the ability to assess problems and communicate solutions;

Ability to work in a fast-paced environment; and

Ability to analyze client and technical requirements.

Education:

Bachelor’s degree in a related field or equivalent experience in a sales engineer role.

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; and

Travel for this position is 20-40% and will include national and local tradeshows as well as customer sales appointments.

• Establish and maintain strong relationships throughout the sales cycle, articulate technology and product positioning to business and technical users, and identify technical issues for assigned accounts, assuring customer satisfaction throughout sales process;
• Collaborate with salespeople, proactively scope technical solutions to address customer requirements, assess customers’ met and unmet needs, and recommend solutions that optimize value for both customer and Inovalon;
• Coordinate with internal sales, sales support, and service resources to align solution design with customers’ business requirements;
• Participate in sales calls, guide clients, and advise prospects how to deploy Inovalon products and services in their organizations; support sales productivity and opportunity flow, helping secure “technical close” in complex sales opportunities;
• Assist in troubleshooting integration and implementation issues;
• Work opportunities assigned to sales team, prioritizing effort based on maximizing total sales impact, or as directed by sales manager;
• Collaborate with Marketing on product Webinars, related sales campaigns and tradeshows as needed;
• Collaborate with Product Management and other key stakeholders on product launch, and product releases to insure sales readiness;
• Test product releases in sales demo system prior to release, and alert Sales and Product Management of risks;
• For assigned products, work with senior sales engineers to document sales messaging including vision prompters, ideal customer profile, buying committee map, cost versus benefit analysis, and other sales tools;
• Assist with coordinating trainings and ensuring staff have completed necessary trainings;
• Partner with sales leadership to observe calls and determine necessary refresher courses, mini workshops, or other training formats (i.e. computer based training modules for Discover LMS);
• Implement and track designated product demo certifications