Senior Business Development Director - RWD Licensing
Remote
About the role
<div class="content-intro"><p>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.</p>
<p>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.</p></div><p><span style="font-family: helvetica, arial, sans-serif;"><strong>Overview:&nbsp;</strong></span></p>
<p class="PDq2pG_selectionAnchorContainer" data-start="725" data-end="1129"><span style="font-family: helvetica, arial, sans-serif;">Inovalon is seeking a strategic, results-oriented Senior Business Development Director - RWD Licensing<strong data-start="775" data-end="818"> </strong>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.</span></p>
<p data-start="1131" data-end="1579"><span style="font-family: helvetica, arial, sans-serif;">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.</span></p>
<p data-start="1581" data-end="1788"><span style="font-family: helvetica, arial, sans-serif;">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.</span></p>
<p>&nbsp;</p>
<p><span style="font-family: helvetica, arial, sans-serif;"><strong>Duties and
Responsibilities:</strong></span></p>
<ul>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">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.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">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.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Drive revenue growth through new business development, strategic account expansion, and cross-sell and upsell opportunities across assigned accounts and target markets.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">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.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Develop and execute comprehensive territory and account strategies designed to achieve and exceed revenue, market penetration, profitability, and client growth objectives.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">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.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Maintain disciplined pipeline management, forecasting, CRM documentation, and opportunity reporting to ensure accurate business visibility and predictable revenue performance.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Provide market intelligence and customer insights to leadership, contributing to product strategy, solution enhancements, and long-term business planning.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Represent Inovalon at executive meetings, client presentations, and industry conferences to strengthen strategic partnerships and expand market presence.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Ensure compliance with all regulatory, contractual, quality, HIPAA, and company policy
responsibilities as assigned to support the continued growth and success of the organization.</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Maintain compliance with Inovalon’s policies, procedures and mission statement;</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">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;</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">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;</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">Uphold
responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and</span></li>
<li style="font-family: helvetica, arial, sans-serif;"><span style="font-family: helvetica, arial, sans-serif;">We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.</span></li>
</ul>
<p style="margin: 0in; font-family: Calibri; font-size: 11.0pt;"><span style="font-family: helvetica, arial, sans-serif;"><strong>Job
Requirements:</strong></span></p>
<ul>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Proven success managing complex, consultative enterprise sales cycles, including lead generation, solution development, executive presentations, proposal management, and contract negotiation.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Demonstrated ability to develop trusted relationships with Director, Vice President, and C-suite executives within large healthcare organizations.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Experience leading highly strategic sales initiatives while influencing cross-functional teams in a matrixed organization without direct management responsibility.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Strong business acumen with a track record of developing territory strategies, navigating long enterprise sales cycles, and consistently exceeding revenue objectives.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Healthcare industry experience required, with health plan experience strongly preferred.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Excellent executive communication, presentation, negotiation, and relationship-building skills.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Strong project management skills with exceptional attention to detail and disciplined documentation practices.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Advanced proficiency in Microsoft PowerPoint, Excel, and Word.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Management consulting and/or consultative enterprise sales experience preferred, with a demonstrated history of quota attainment, business growth, and career progression.</span></li>
<li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Willingness to travel nationally (potentially up to 25–30%) for executive client meetings, conferences, and industry events.&nbsp;</span></li>
</ul>
<p><strong>Education:</strong></p>
<ul>
<li>BA/BS degree or equivalent experience required; and</li>
<li>MBA preferred.</li>
</ul>
<p><strong>Physical Demands and Work Environment:</strong></p>
<ul>
<li>Sedentary work (i.e., sitting for long periods of time);</li>
<li>Exerting up to 10 pounds of force occasionally and/or negligible amount of force;</li>
<li>Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions;</li>
<li>Subject to inside environmental conditions; and</li>
<li>Travel for this position will include less than 5% locally usually for training purposes.</li>
</ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-size: 16px;"><strong>Inovalon Offers a Competitive Salary and
Benefits Package</strong></span></p>
<p><span style="font-size: 18px;"><em>In addition to the base
compensation, this position may be eligible for performance-based incentives.</em></span></p>
<p><em>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.&nbsp; 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.</em></p>
<p><em>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&nbsp;<a href="https://www.inovalon.com/careers/#
benefits">
benefits package</a>&nbsp;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.</em></p></div><div class="title">Base
Compensation Range</div><div class="pay-range"><span>$170,900</span><span class="divider">&mdash;</span><span>$200,000 USD</span></div></div></div><div class="content-conclusion"><p><em><span data-contrast="auto">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)</span></em></p>
<p><em><span data-contrast="auto">If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply</span><span data-contrast="auto">.&nbsp; Inovalon is most interested in finding the best candidate for the job</span><span data-contrast="auto">,</span><span data-contrast="auto"> and you may be just the right person for this or other roles.</span><span data-ccp-props="{}">&nbsp;</span></em></p>
<p><em><span data-contrast="auto">By embracing </span><span data-contrast="auto">inclusion</span><span data-contrast="auto">, </span><span data-contrast="auto">we enhance our work environment and drive business success. Inovalon strives to </span><span data-contrast="auto">provide equal opportunit</span><span data-contrast="auto">ies</span><span data-contrast="auto"> to</span><span data-contrast="auto"> 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.</span><span data-ccp-props="{}">&nbsp;</span></em></p>
<p><em><span data-contrast="auto">Inovalon is proud to be an equal opportunity workplace</span><span data-contrast="auto">. 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 </span><span data-contrast="auto">v</span><span data-contrast="auto">eteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.</span><span data-ccp-props="{}">&nbsp;</span></em></p>
<p><em><span class="ui-provider bsa bsb bsc bsd bse bsf bsg bsh bsi bsj bsk bsl bsm bsn bso bsp bsq bsr bss bst bsu bsv bsw bsx bsy bsz bta btb btc btd bte btf btg bth bti">To review the legal
Inovalon is a leading technology company that combines advanced cloud-based data analytics and data-driven intervention platforms to achieve meaningful impact in clinical and quality outcomes, utilization, and financial performance across the healthcare landscape.
