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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.
The Strategic Account Executive, Strategic Partners is an individual contributor sales role: responsible for achieving the Monthly, Quarterly, and Annual sales results for the Strategic Accounts team. This role is responsible for selling new Performance-Based Partnerships to practice management, electronic health record (EHR), and other organizations within healthcare. Responsibilities include delivering expected sales results, driving collaboration with the Inovalon Strategic Partner, Partner Engagement, and direct sales teams, executive leadership teams, providing market feedback, developing and deploying ideas and processes to increase revenue, and preparing accurate forecasts.
Duties and Responsibilities:
- Consistently attain individual quota, selling our suite of Strategic Partner products to our current customers and prospects, in the form of Performance-Based Partnerships (PBPs)
- Conduct prospecting activities to maintain consistent monthly, quarterly, and annual quota coverage
- Develop and achieve accurate weekly, monthly and quarterly forecasts. Work with Senior Director to identify risks to specific deals and execute mitigation plans in real-time
- Utilize consultative sales techniques. Drive the consistent application of best practices for each milestone of the sales process
- Conduct partner business review and onsite meetings to maintain and build partner relationships to drive bookings and revenue
- Develop and maintain a comprehensive knowledge of ABILITY Network's strategic partner product suite, services, and marketing initiatives
- Facilitate coordination with cross-departmental ABILITY resources to support SP business objectives.
- Drive utilization and compliance for documentation in Sales Force CRM (prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting)
- Execute other related duties as request
Job Requirements:
- Minimum 3 years relevant sales and/or channel development
- Experience selling to key executives buyer personas for transactional healthcare RCM services
- Proven track record achieving or exceeding objectives selling SaaS or similar subscription-based applications;
- Strong sales skills with the ability to execute in a matrix environment;
- Excellent negotiation, leadership, management and presentation skills;
- Ability to adapt well to change and work in a fast-paced environment;
- Excellent verbal and written communications skills, strong attention to detail;
- Proficiency in strategic selling principles and tools; and
- Proficient in Microsoft Office suite including Word, Excel, and PowerPoint
Education:
- Bachelor's degree, sales management or related field 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 may be up to 30%
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.
Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications listed in a job description. If you don't meet every qualification listed but are excited about our mission and the work described, we encourage you to apply regardless. 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 diversity, equity and inclusion we enhance our work environment and drive business success. Inovalon strives to reflect the diversity of the communities where we operate and of 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 and is an affirmative action employer. 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.
The Company maintains a drug free work environment for all of its associates, which includes employees, contractors and vendors. It is unlawful for associates to manufacture, sell, distribute, dispense, possess or use any controlled substance or marijuana in the workplace and doing so will result in disciplinary action, up to and including termination of employment or the contracted relationship.
To review the legal requirements, including all labor law posters, please visit this
Inovalon provides equal employment opportunities (EEO) to all employees and applicants for employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or protected veteran status and will not be discriminated against on the basis of disability.