Principal Business Development Manager - Strategic Partners

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.

Overview:  

The Principal Business Development Manager drives revenue growth through Inovalon's partnership ecosystem by serving as a strategic link between strategic and channel partners and the direct sales organization.  Serving as a critical connection point between partners and sales, this role leverages partner relationships, market access, and partner-enabled solutions to drive expansion into new and underpenetrated healthcare markets, sites of care, and customer segments, resulting in scalable and repeatable commercial growth.

Duties and Responsibilities:

• Drive the identification, development, and progression of revenue opportunities originating from Inovalon’s strategic, channel, technology, and other ecosystem partners;
• Collaborate directly with account executives and sales leadership to pursue partner-sourced opportunities, providing hands-on support with opportunity strategy, customer engagement, solution positioning, partner coordination, and deal progression throughout the sales lifecycle;
• Serve as a commercial subject matter resource for the direct sales organization when pursuing opportunities in new, emerging, or underpenetrated healthcare markets and sites of care, including ambulatory surgery centers, oncology and infusion, and other markets identified through Inovalon’s partnership strategy;
• Develop and execute repeatable commercial motions, sales plays, field engagement models and best practices that enable the direct sales organization to effectively pursue partner-generated opportunities, commercialize partner-enabled solutions, and penetrate new customer segments;
• Build relationships with sales leadership and account executives to increase awareness, understanding, and utilization of Inovalon’s partnership ecosystem as a source of new opportunities, market access, solutions, and competitive differentiation;
• Collaborate with the Partner Product & Strategy function and cross-functional stakeholders to commercialize third-party and partner-enabled solutions, including wholesale, white-label, embedded, reseller, and other partner-enabled offerings that expand Inovalon’s portfolio;
• Translate new partner-enabled offerings into actionable field sales motions by supporting solution positioning, target customer identification, account prioritization, seller enablement, and commercialization planning;
• Serve as a commercial feedback loop between the direct sales organization and the Partner Product & Strategy function by identifying market requirements, customer feedback, seller adoption barriers, competitive dynamics, solution gaps, and other insights that may influence partner portfolio strategy and commercialization priorities;
• Collaborate with Product, Marketing, Sales Enablement, Sales Operations, Finance, Legal, and other cross-functional stakeholders to ensure new partner-enabled offerings and partner-driven sales motions are commercially executable and effectively supported;
• Partner with Marketing to develop market messaging, sales campaigns, demand generation activities, customer-facing collateral, and other programs supporting partner-driven growth initiatives and emerging market opportunities;
• Utilize strategic selling methodologies to navigate complex buying committees, develop compelling business cases, engage executive stakeholders, negotiate agreements, and advance opportunities toward successful commercial outcomes;
• Maintain visibility into partner-sourced and partner-enabled pipeline performance while identifying operational, commercial, contractual, pricing, product or organizational barriers that impact revenue growth and coordinating appropriate cross-functional resolution;
• Remain current on healthcare industry trends, emerging sites of care, evolving customer business models, competitive dynamics, and technology trends relevant to Inovalon’s partnership and growth strategies;
• Communicate partner-driven growth initiatives across the business, ensuring understanding of their strategic purpose, commercial value, and opportunities for cross-functional participation;
• Perform other duties as required;
• 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 Company.

Job Requirements:

•  

• Minimum 8 years of progressive experience in business development, enterprise sales, strategic partnerships, channel sales, commercialization, or related healthcare technology roles.
• Demonstrated success developing and advancing complex healthcare technology opportunities in partnership with direct sales teams, strategic partners, and channel organizations, including supporting the launch, commercialization, and growth of new solutions and market initiatives.
• Experience identifying and expanding into new markets, customer segments, or sites of care, translating market opportunities into actionable go-to-market strategies and repeatable commercial motions.
• Strong understanding of healthcare technology markets, healthcare delivery organizations, customer workflows, and the factors influencing technology purchasing decisions, with experience selling healthcare technology, SaaS, data and analytics, revenue cycle, or related solutions preferred.
• Proven ability to navigate complex enterprise sales cycles, including executive presentations, consultative selling, business case development, negotiation, and engagement with C-suite stakeholders.
• Demonstrated ability to influence outcomes, align stakeholders, and mobilize cross-functional resources across Sales, Partnerships, Product, Marketing, Sales Operations, Finance, and Legal without direct authority.
• Ability to translate market opportunities and new solutions into compelling value propositions, target customer profiles, sales plays, and field execution strategies.
• Strong analytical and business acumen, with experience leveraging CRM platforms, pipeline data, market intelligence, and performance metrics to evaluate opportunities and drive decision-making.
• Excellent communication, executive presentation, and relationship management skills, with the ability to thrive in a fast-paced, entrepreneurial, and highly cross-functional environment.

Education:

• Bachelor's degree in business or equivalent experience.

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 for this position will include less than 15% locally usually for training purposes.

 

 

Inovalon Offers a Competitive Salary and Benefits Package

In addition to the base compensation, this position may be eligible for performance-based incentives.

The actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, geographical location, and internal equity.  At Inovalon, it is not typical for an individual to be hired at or near the top end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.

Inovalon invests in associates to help them stay healthy, save for long-term financial goals, and manage the demands of work and personal commitments. That’s why Inovalon offers a valuable benefits package with a wide range of choices to meet associate needs, which may include health insurance, life insurance, company-paid disability, 401k, 18+ days of paid time off, and more.

Base Compensation Range$102,000—$120,000 USD

This position is not eligible for immigration sponsorship (e.g. H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. (This is only applicable for US-based positions)

If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply.  Inovalon is most interested in finding the best candidate for the job, and you may be just the right person for this or other roles. 

By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth. 

Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement. 

To review the legal requirements, including all labor law posters, please visit this link

To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link