Senior Director, Business Development Strategic Partner

Duties and Responsibilities

• Grow Strategic Partner’s revenue by leading the Strategic Partner sales team;
• Develop and execute successful sales initiatives in support of Inovalon’s annual and long-term goals;
• Demonstrate ownership, accountability, and leadership;
• Manage the day-to-day activities of assigned associates;
• Ensure associates have and utilize the tools, processes, resources and information needed to sell products and services into appropriate market segments;
• Drive activity to consistently attain assigned quotas through selling products to current customers and prospects;
• Develop and achieve accurate weekly, monthly, and quarterly forecasts.

Work with Leadership

• Work with leadership to identify risks to specific deals and execute mitigation plans in real-time;
• Utilize consultative sales techniques to drive the consistent application of best practices for each milestone of the sales process.

Team Development

• Develop and maintain a comprehensive knowledge of strategic partner product suite, services, and marketing initiatives ensuring focus and capitalization upon highest return activities;
• Collaborate with leadership to assess the team’s performance;
• Collaborate on the development and execution of team and individual improvement plans and key developmental initiatives;
• Facilitate cross-departmental coordination to support business objectives;
• Drive utilization and compliance for documentation in SalesForce (CRM) software to include prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting).

Compliance and Company Standards

• 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;
• 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;
• Perform other duties as required.

Qualifications

• Minimum of 15 years of relevant sales and/or channel development experience, including at least 8 years in sales leadership or management roles;
• Experience selling to key executive-buyer personas for transactional healthcare RCM services;
• Proven track record achieving or exceeding objectives selling SaaS or similar subscription-based applications;
• Strong leadership skills with the ability to execute in a matrix environment;
• Excellent negotiation, leadership, management and presentation skills;
• Ability to adapt well to change and work in a fast-paced environment;
• Excellent verbal and written communications skills, strong attention to detail;
• Proficiency in strategic selling principles and tools;
• Proficiency in Microsoft Office suite including Word, Excel, and PowerPoint.

Education

• Bachelor's degree in sales management or related field or equivalent experience.