Director, Business Development, Strategic Partner

Inovalon

1d•$149,100 - $170,000

About The Position

The Director, Business Development, Strategic Partner leads healthcare-market business development through high-performing sales teams and a disciplined, repeatable sales process. The role oversees new business development, cross-selling, and upselling while collaborating with marketing, product, sales, development, and implementation teams. It translates market intelligence into sales activity, strengthens client relationships, and supports revenue growth, market penetration, and operational execution. The position leads teams responsible for prospecting, pipeline development, new business acquisition, and account expansion. It establishes sales methods and CRM practices, coaches team members, manages forecasting and performance reporting, and coordinates the sales cycle through successful handoff of closed business. It also represents Inovalon with senior client stakeholders and at industry events, and contributes to planning and initiatives intended to improve products, operations, client appeal, and financial performance. This is primarily a computer-based role performed in a remote, hybrid, or office environment. It involves prolonged computer use and frequent virtual or in-person interaction. Some travel may be required. The role is not eligible for immigration sponsorship; US-based applicants must be authorized to work in the United States. For US remote employees living within 40 miles of the Tampa, Florida; Canonsburg, Pennsylvania; or Bowie, Maryland offices, a hybrid schedule requires working in-office Tuesdays and Wednesdays.

Requirements

12+ years of experience in sales or business development.
At least 6 years managing sales, sales operations, or business development teams within healthcare technology or related sectors, or relevant experience in a comparable domain.
Bachelor’s degree in business management, sales management, or a related field, or an equivalent combination of education and experience.
Strong understanding of sales processes, supporting methodologies, and strategic selling principles and tools.
Proven record of consistently achieving or exceeding quota at both team and individual-contributor levels.
Experience with forecasting, account resource allocation, account strategy, planning, and channel opportunities.
Strong cold calling, negotiation, presentation, communication, leadership, staff development, and team management skills.
Ability to lead high-velocity projects while managing longer sales-cycle opportunities.
Proficiency with Microsoft Office and strong CRM discipline, including Salesforce.
Knowledge of healthcare software applications and ability to develop expert understanding of Inovalon’s products, services, infrastructure, and operations.
Demonstrate growth potential and learning agility by building expertise quickly, applying feedback, and expanding impact as business needs evolve.
Demonstrate leadership by influencing cross-functional partners, setting direction, delegating, and developing team capability and performance.
Demonstrate adaptability in adjusting priorities, sales approaches, and team support strategies to changing market and business needs.
Demonstrate creative thinking in improving sales execution, market engagement, and business development outcomes.
Demonstrate analytical ability to interpret pipeline, forecast, and performance data to identify trends, risks, and actions that improve results.
Applicants for US-based positions must be authorized to work in the United States; the position is not eligible for immigration sponsorship.

Nice To Haves

Sales leadership experience with demonstrated success and extensive knowledge of Practice Management Systems, Hospital Information Systems, or other healthcare software applications.
Marketing background in the assigned market space.

Responsibilities

Lead multiple sales teams responsible for prospecting, pipeline development, new business acquisition, and business expansion in the assigned healthcare market.
Develop and execute sales and market-building programs aligned with corporate strategic goals and territory objectives to grow revenue.
Manage daily team operations by providing tools, leads, training, and guidance for selling Inovalon products and services.
Define rules of engagement, reinforce strategic selling methods, and coach teams on cold calling, negotiation, presentations, and opportunity management.
Maintain accurate, complete, and timely Salesforce activity reporting, pipeline tracking, forecasting, and opportunity management.
Prepare daily through annual reports and forecasts, identify risks, and determine opportunities for corrective action to meet or exceed targets.
Partner with Marketing to refine market messaging and outreach strategies and support direct marketing efforts.
Coordinate with sales, development, marketing, product fulfillment, product management, and implementation teams throughout the sales cycle and client handoff.
Build relationships with C-level stakeholders, participate in business development meetings, support on-site sales meetings, and attend industry conferences as an Inovalon representative.
Contribute to business planning, analysis, and strategic initiatives to improve products, services, operations, client appeal, process flow, industry reputation, and financial performance.
Maintain compliance with company policies, procedures, and mission; follow confidentiality and HIPAA requirements; and fulfill responsibilities reasonably assigned to support operational and financial success.