Business Development Manager - Acute

Who We Are

Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we believe that when our customers are successful in their missions, healthcare improves. Therefore, we focus on empowering them with data-driven solutions. And the momentum is building.

Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs. Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.

Who You Are

You are a Business Development Manager who drives revenue growth within the acute care market by acquiring new customers and expanding existing relationships with hospitals, health systems, IDNs, and other acute care provider organizations. You independently manage the full sales lifecycle and translate customer needs into solutions that deliver clinical, operational, and business value. You partner across Sales, Marketing, Product, and other internal teams to grow pipeline, close business, and strengthen Inovalon’s presence in the acute provider market.

What You'll Do

• Drive revenue growth by achieving assigned sales quotas and revenue objectives across new customer acquisition, account expansion, and cross sell and upsell opportunities within Inovalon’s Acute Provider solutions.
• Develop and execute territory and account plans to identify target hospitals, health systems, and IDNs, uncover growth opportunities, and maximize revenue potential.
• Manage the full sales lifecycle, including prospecting, qualification, discovery, solution presentations, demonstrations, negotiation, and closing.
• Build and expand relationships with hospital executives, clinical leaders, pharmacy teams, and other key stakeholders to understand priorities and position solutions aligned to customer needs.
• Maintain a healthy pipeline through consistent prospecting, opportunity management, accurate forecasting, and disciplined Salesforce documentation.
• Advance qualified opportunities by navigating complex, multi stakeholder sales cycles and aligning solutions to measurable clinical, operational, and financial outcomes.
• Identify and pursue cross functional growth opportunities by collaborating with Sales, Marketing, Product, and other internal partners to coordinate customer engagement and share market insight.
• Develop and apply knowledge of acute care environments, including hospital operations, clinical workflows, patient safety, quality improvement, infection prevention, and pharmacy operations.
• Travel to prospective and existing customer sites as needed while maintaining compliance with company policies, confidentiality requirements, and applicable HIPAA standards.

What You'll Need

• 3 to 5 years of progressive sales or business development experience, preferably in healthcare technology, clinical software, healthcare IT, or hospital focused solutions.
• BA or BS degree in technical or business discipline and or related field, or equivalent combination of education and experience required.
• Demonstrated success achieving sales quotas and revenue targets through new business acquisition and existing account growth, including cross selling and upselling.
• Proven ability to independently manage a territory, develop account strategies, generate pipeline, and navigate complex sales cycles.
• Strong consultative selling, discovery, negotiation, and presentation skills, with the ability to communicate value to clinical, operational, financial, and executive decision makers.
• Strong organizational, forecasting, and CRM skills, including Salesforce experience.
• Understanding of hospital operations, clinical workflows, patient safety, pharmacy operations, or related acute care priorities.
• Demonstrate growth potential and learning agility by quickly building knowledge of acute care markets, applying feedback, and expanding expertise as business needs evolve.
• Show leadership through strong cross functional collaboration, relationship building, constructive influence, and the ability to navigate disagreement while staying focused on shared outcomes.
• Adapt effectively to changing priorities, customer needs, and market conditions while maintaining momentum across a complex sales pipeline.
• Apply creative thinking to uncover opportunities, tailor solutions, and solve customer and business challenges in practical, value creating ways.
• Use analytical skills to interpret pipeline data, assess account opportunities, support forecasting, and make evidence based decisions.

• Experience selling to hospitals, health systems, IDNs, or academic medical centers strongly preferred.

Our Shared Commitments

• 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 Employer.

Work Environment

• This is primarily a computer-based role performed in a remote, hybrid, or office environment. The role requires prolonged periods of computer use and frequent communication and interaction with others, either virtually and/or in person. The role may occasionally require transporting or moving work-related equipment weighing up to 10 pounds, such as a laptop and related materials. Some travel may be required, depending on the needs of the role. Reasonable accommodations may be provided to enable qualified individuals with disabilities to perform the essential functions of the position, consistent with applicable law.

This position is not eligible for immigration sponsorship (e.g. H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. (This is only applicable for US-based positions)

If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. Inovalon is most interested in finding the best candidate for the job, and you may be just the right person for this or other roles.

By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.

Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.

To review the legal requirements, including all labor law posters, please visit this link

To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link

Work Location: If the US position is listed as remote, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).