Overview:  The Business Development Manager - Strategic Partners is responsible for maintaining 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. The Business Development Manager functions as a specialized resource in the sales matrix for their assigned business unit, including the wider team of cross functional sales and sales support specialists.

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.
• Completes strategic customer account plans that meet strategic partner standards.
• Partners with the sales leadership team to develop and execute a plan aligned with the sales goals of assigned partner accounts.
• Functions as a subject matter expert on assigned product suite and applications to orchestrate seamless execution of lead generation and account cultivation activities.
• Provides specific direction and guidance to advance and or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure.
• Grow Inovalon’s PBP partner revenues by helping define and delivering the Inovalon Partner Engagement Program.
• Serves as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes.
• Participates in weekly sales meetings and communicates 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.
• Monitors and provides 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.
• Identifies regional influencers that can support and influence the sales of products and services; regional activities may include tradeshows, association memberships, training, speaking engagements, etc.
• Maintains compliance with Inovalon’s policies, procedures and mission statement.
• Adheres 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.
• Fulfills 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 three (3) years of successful sales experience selling healthcare technology products or services, channel experience preferred.
• Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred.
• Experience in channel management and or selling to key executives buyer personas for transactional healthcare EDI services.
• SaaS or subscription-based software sales experience preferred.
• Leadership or supervisory experience preferred.
• Proficient in Microsoft Office suite including Word, Excel, and PowerPoint; Customer Relationship Management (CRM) software experience (i.e. SalesLoft, SalesForce, etc.).
• Excellent verbal and written communication skills.
• Ability to work in a fast-paced environment.
• 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.
• Strong people management skills including customer relation skills, with the ability to make build rapport over the telephone.
• Working knowledge of sales force automation and contact management systems.
• Proven ability to work effectively under pressure and meet deadlines.

Education:

• Bachelor’s degree in related field or equivalent professional work 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.
• Travel for this position may be up to 20%.