Senior Business Development Director - RWD Licensing

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: 

Inovalon is seeking a strategic, results-oriented Senior Business Development Director - RWD Licensing to drive enterprise growth across our health plan customer base. This is a highly visible individual contributor role responsible for developing new business, expanding existing client relationships through cross-sell and upsell strategies, and serving as a trusted advisor to executive healthcare leaders.

As the owner of complex, enterprise sales opportunities, you will lead the full sales lifecycle: from opportunity identification and executive engagement through contract negotiation and successful transition to implementation. Working cross-functionally with Product, Clinical, Operations, Customer Success, and Executive Leadership, you will help shape growth strategies while delivering measurable business outcomes for both clients and Inovalon.

Success in this role is measured by revenue growth, strategic account expansion, client satisfaction, and the ability to build lasting executive partnerships within some of the nation's leading health plans.

 

Duties and Responsibilities:

• Develop and maintain expert-level knowledge of Inovalon's products, services, technology, operations, and market position to effectively articulate business value and differentiate our solutions.
• Own the full enterprise business development lifecycle, including strategic prospecting, executive engagement, opportunity qualification, solution development, proposal creation, contract negotiation, and successful transition to implementation teams.
• Drive revenue growth through new business development, strategic account expansion, and cross-sell and upsell opportunities across assigned accounts and target markets.
• Build trusted relationships with Director, Vice President, C-suite, and other executive stakeholders within large healthcare organizations and serve as a strategic advisor throughout the customer journey.
• Develop and execute comprehensive territory and account strategies designed to achieve and exceed revenue, market penetration, profitability, and client growth objectives.
• Lead complex sales pursuits by influencing cross-functional teams across Product, Clinical, Implementation, Customer Success, Marketing, Legal, and Executive Leadership to deliver exceptional client outcomes.
• Maintain disciplined pipeline management, forecasting, CRM documentation, and opportunity reporting to ensure accurate business visibility and predictable revenue performance.
• Provide market intelligence and customer insights to leadership, contributing to product strategy, solution enhancements, and long-term business planning.
• Represent Inovalon at executive meetings, client presentations, and industry conferences to strengthen strategic partnerships and expand market presence.
• Ensure compliance with all regulatory, contractual, quality, HIPAA, and company policy requirements.
• Perform additional responsibilities as assigned to support the continued growth and success of the organization.
• 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 Company;
• Uphold responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and
• We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.

Job Requirements:

• Proven success managing complex, consultative enterprise sales cycles, including lead generation, solution development, executive presentations, proposal management, and contract negotiation.
• Demonstrated ability to develop trusted relationships with Director, Vice President, and C-suite executives within large healthcare organizations.
• Experience leading highly strategic sales initiatives while influencing cross-functional teams in a matrixed organization without direct management responsibility.
• Strong business acumen with a track record of developing territory strategies, navigating long enterprise sales cycles, and consistently exceeding revenue objectives.
• Healthcare industry experience required, with health plan experience strongly preferred.
• Excellent executive communication, presentation, negotiation, and relationship-building skills.
• Strong project management skills with exceptional attention to detail and disciplined documentation practices.
• Advanced proficiency in Microsoft PowerPoint, Excel, and Word.
• Management consulting and/or consultative enterprise sales experience preferred, with a demonstrated history of quota attainment, business growth, and career progression.
• Willingness to travel nationally (potentially up to 25–30%) for executive client meetings, conferences, and industry events. 

Education:

• BA/BS degree or equivalent experience required; and
• MBA preferred.

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 5% 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$170,900—$200,000 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

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