Business Development Director - Strategic Partners

Overview:  The Business Development Director, Strategic Partners is responsible for selling Inovalon Provider EDI solutions to clearinghouses, revenue cycle management companies, practice management software vendors and other strategic partners within the healthcare industry.  They are directly responsible for developing and acquiring new strategic partners and selling additional services into established accounts. This position will also work collaboratively between internal Inovalon departments and strategic partner staff to innovate and deploy technology solutions .

Duties and Responsibilities:

• Develop and maintain a comprehensive knowledge of Inovalon Provider's strategic partner product suite, services, and marketing initiatives;
• Sell Inovalon Core Medicare EDI services to strategic partners within the healthcare industry
• Lead, and be ultimately responsible for prospecting, building a pipeline and the execution of new business development and ongoing business expansion (i.e. cross-sell and up-sell) in  assigned territory., Responsible for maintaining accurate data in CRM to manage, track and forecast opportunities.

• Responsible for the successful handoff of newly developed or expanded business to appropriate implementation personnel using documented procedures.
• Coordinate with all resources and personnel necessary to ultimately achieve (and ideally exceed) Company targets for market penetration, revenue and margin metrics, client satisfaction, product and client diversification, and ongoing compliance with regulatory, quality, accreditation, delegation, and contractual requirements of Company products and services;
• Support the tracking and reporting (of pipelines, success rates, costs, financial performance, etc.) pertaining to the Company’s business development efforts in a timely, accurate, and comprehensive fashion;
• Develop and maintain an expert level of knowledge regarding all products, services, infrastructure, and operations of the Company to achieve optimal insight into the Company’s product development, capabilities, support, and functionality requirements;
• Serve as one of Inovalon’s ambassadors to the market as a representative at industry conferences, a participant in business development meetings with current accounts, a developer of relationships with C-level personnel at potential clients, a generator of direct marketing outreach and as a key team member for on-site sales meetings with potential clients;
• Establish yourself as a market expert and business development catalyst through developing deep knowledge of the market and key developments through deep market research on current and potential clients to identify needs, current solutions, history, key personnel and key decision-making criteria;

• Participate with Employer leadership in the strategic development of initiatives to identify enhancements which may improve products, services, operations, client appeal, process flow, and overall business function, industry reputation, and financial performance.
• 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 the Employer.

Job Requirements:

• Minimum of 5 years of successful sales and/or channel development experience; selling technology products or services, calling on business influencers and meeting performance objectives
• Attention to detail and rigorous documentation discipline are required;
• Experience in or knowledge of the healthcare industry, revenue cycle management preferred;
• Strong interpersonal skills both internally and externally;
• Outgoing, highly professional and mature demeanor;
• Management consulting or consultative sales process experience is preferred with a history of promotions and/or quota achievement in a matrix management environment; and
• Must be available to travel routinely to client sites and/or conferences nationwide.
• Ability to understand and communicate technical benefits of our Intelligent Connectivity Solutions;
• Willingness to sell in a team environment, where interaction with other inside and outside sales professionals and marketing personnel is necessary to achieve sales goals;    

Education:

• BA/BS degree or equivalent experience required; and

Physical Demands and Work Environment:

• 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; and
• Travel routinely to client sites and/or conferences nationwide.