Overview:  The Business Development Director to serve as a key leader in the critical growth engine for Inovalon by securing and expanding relationships with strategic business partner customer accounts. This position is accountable for multiple deliverables supporting the achievement of sales quotas for those assigned accounts along with related objectives. They will orchestrate the business-to-business processes to create highly functioning business partnerships. This includes daily execution and collaboration by the Inovalon and partner sales teams and identifying opportunities to add additional company products to their assigned partner accounts. This role serves as a market expert and business development catalyst through developing deep knowledge of the market and key developments in the healthcare sector.

Duties and Responsibilities:

• Actively drive sales efforts and results of Inovalon’s Performance-based Partner (PBP) referral partners through a defined cadence of touchpoints both onsite with Partner and remote meetings and webinars.
• Partner with the Inovalon sales teams to facilitate the achievement of sales quotas assigned partner accounts.
• Grow Inovalon’s PBP partner revenues by helping define and delivering the Inovalon Partner Engagement Program.
• Completes strategic customer account plans that meet strategic partner standards.
• Leads a proactive, collaborative account planning process focused on mutual performance objectives, financial targets, and milestones over the near and longer-term.
• Proactively assesses, clarifies, and satisfies partner account needs on an ongoing basis.
• Ensures that sales and other performance metrics are measured and reported to strategic account and internal stakeholders on a regular monthly, quarterly, annually and on an as needed basis.
• Work collaboratively across a cross-functional matrix within Inovalon including Direct Sales, Sales Accelerator Office, Strategic Partner Sales, Implementation, Partner Success, Partner Support, and others to ensure all teams are communicating and are aligned in driving towards PBP and wholesale revenue goals.
• Utilize consultative sales techniques. Drive the consistent application of best practices for each milestone of the sales process. Share best practices, teach and ensure the Strategic Partner and direct sales teams are using these techniques and tools as standards.
• Ensure partners have the tools, processes, resources, and information needed to promote the Inovalon products and services into their customer base.
• Develop and maintain a comprehensive knowledge of Inovalon’s product suite, services, and marketing initiatives. Ensure we are focused and capitalizing upon the highest return activities.
• Drive utilization and compliance for documentation in SalesForce CRM and other sales automation tools (prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting).
• Execute other related duties as requested. Assist management on broader strategic initiatives.
• Comply with all security policies/procedures.
• 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 Employer.

Job Requirements:

• Minimum 7 years relevant sales and/or channel development and sales experience.
• Experience in channel management and or selling to key executives buyer personas for transactional healthcare EDI services.
• Proven track record achieving or exceeding objectives selling SaaS or similar subscription based applications.
• Ability to adapt well to change and work in a fast-paced environment.
• Strong leadership skills with the ability to execute in a matrix environment.
• Excellent negotiation, leadership, management and presentation skills.
• Excellent verbal and written communications skills, strong attention to detail.
• Proficiency in strategic selling principles and tools.
• Proficient in Microsoft Office suite including Word, Excel, and PowerPoint

Education:

• BA/BS degree or equivalent experience required; and
• MBA a plus.

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 routinely to client sites and/or conferences nationwide.