Business Development Manager - Provider, Care Management

About the role

The Care Management Business Development Manager drives growth within the clinical side of healthcare, patient safety, and care management. This role focuses on upselling and renewing existing contracts and serving as a sales specialist for new logos.

Responsibilities

• Own the process for negotiating complex, multi-year renewal contracts for the Care Management product line within existing accounts, focusing on driving upsell and cross-sell opportunities.
• Provide Care Management subject matter expertise to assigned sales team to advance deals through the sales process from qualification to winning vendor of choice.
• Serve as a conduit to Care Management clinical resources, including coordination of client demonstrations and deeper discovery conversations to support sale of Care Management products.
• Maintain disciplined and reliable execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow-up processes.
• Identify, qualify, and develop net-new business opportunities while expanding and strengthening existing client relationships.
• Develop an understanding of Inovalon’s enterprise solutions and the ONE Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon’s offerings.
• Work closely with assigned Sales team and other team members in your territory to qualify prospect accounts, ensure web demonstrations are completed in a timely and thorough manner, and all sales opportunities are properly gathered with Marketing, Sales, and Business Development departments.
• Partner with Marketing to communicate customer insights, competitive trends, and emerging needs that influence product and go-to-market strategy.
• Lead or support product presentations, solution positioning, and demonstration processes in collaboration with Sales, Marketing, and Business Development teams.
• Develop a deep understanding of the territory’s market dynamics, competitive landscape, and customer needs to inform strategic sales planning.
• Conduct effective discovery, needs assessments, and consultative conversations that influence customer decision-makers.
• Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts, follow up activities and support each other with identified new business opportunities and clients.
• Travel to meet with prospective and existing clients to drive sales outcomes and strengthen relationships.
• Serve as an informal mentor or coach to new hires by modeling best practices in sales process discipline, communication, and customer engagement.
• Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement.
• 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.

Requirements

• 3-5 years of progressive sales or business development experience within healthcare, preferably including a mix of hands-on clinical experience plus healthcare SaaS sales experience.
• Experience in or knowledge of the acute healthcare industry, especially clinical business operations.
• Strong interpersonal skills both internally and externally; ability and willingness to win deals through collaboration and co-selling with peers.
• Demonstrated success managing a territory or book of business with measurable revenue outcomes.
• Proven track record of consultative, solution-based selling, including running discovery, developing value propositions, and influencing cross-functional decision-makers.
• Experience maintaining accurate pipeline management, forecasting discipline, and CRM hygiene (Salesforce strongly preferred) with limited supervision.
• Advanced communication and presentation skills, with the ability to translate technical or clinical concepts into compelling business value.
• Ability to independently drive the full sales lifecycle—prospecting, qualifying, presenting, negotiating, and closing.
• Strong territory planning and prioritization skills, with the ability to balance new business generation and account expansion.
• Proven ability to conduct strategic, value-based discussions with C-suite leaders to advance complex sales opportunities.
• Proficiency in Microsoft Office Suite; strong command of PowerPoint and Excel for sales presentations and territory planning.

Qualifications

• BA or BS degree in technical or business discipline and/or related field, or equivalent work experience.

Benefits

Inovalon offers a competitive salary and benefits package, including:

• Base compensation ranging from $65,100 to $80,000 USD
• Performance-based incentives
• Health insurance
• Life insurance
• Company-paid disability
• 401(k)
• 18+ days of paid time off
• and more

Pay

$65,100—$80,000 USD

Schedule

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; Up to 25% travel for business related purposes