Senior Manager, Business Development - Provider Non-Acute

Overview

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.

Duties and Responsibilities

• Drive consistent execution of the Provider Operating Model across all Bullpen sellers to drive bookings by translating into clear seller expectations, embedding it into daily workflows and daily habits, and reinforcing through regular inspection (pipeline reviews, call coaching, deal reviews, etc)
• Create sales discipline by establishing standards for activity, pipeline management, deal execution, and forecasting discipline
• Drive a high-accountability environment focused on bookings and measurable outcomes through performance dashboards and consistent coaching
• Operationalize a high-velocity sales motion by coaching prioritization, enforcing fast deal progression, and removing friction points that slow cycle time or reduce throughput
• Lead execution across defined down-market segments through structured operating rhythms
• Enable increased capacity for field sellers to focus on higher-value opportunities
• Ensure high-quality pipeline with clear next steps, timelines, and stakeholder alignment
• Provide hands-on, real-time coaching across discovery, call execution, objection handling, positioning, and closing strategy
• Identify and prepare high-performing sellers for advancement opportunities
• Provide clear visibility into pipeline health, risks, and gaps
• Enforce standardized qualification criteria and sales processes
• Maintain CRM (Salesforce) integrity and pipeline hygiene

Job Requirements

• 10+ years of experience in sales, business development, sales coaching preferably in a Challenger or consultative selling environment with a minimum 4 years of experience in management
• Proven track record of driving pipeline generation and sales productivity
• Experience in coaching and developing early-career sellers
• Strong understanding of high-velocity, transactional sales motions
• Demonstrated ability to drive process adherence and operational discipline
• Proficiency with CRM and sales engagement tools
• Strong coaching presence — able to give direct, actionable feedback in a constructive way
• Excellent communication and facilitation skills; comfortable leading sessions with diverse sales groups
• Collaborative mindset with the ability to work across Sales, Sales Excellence, Marketing, and Product
• Ability to translate customer conversations, pipeline reviews, and seller behavior into practical coaching plans
• Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning
• Strong cold calling skills and coaching required
• Excellent negotiation, leadership, management and presentation skills

Education

Bachelor’s degree in business management, sales management or relevant field of study.

Physical Demands and Work Environment

• 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

Core Competencies

• Coaching & Talent Development: Ability to elevate seller performance through structured coaching
• Execution Discipline: Drives consistent adherence to operating rhythms and standards
• Analytical Thinking: Uses data to diagnose gaps and improve outcomes
• Pipeline & Forecast Expertise: Deep understanding of pipeline mechanics and forecasting accuracy
• Operational Rigor: Enforces process governance and ensures scalability
• Communication & Influence: Aligns cross-functional teams and drives accountability