Business Development Manager - Strategic Partners

Overview: The Business Development Manager - Strategic Partners is responsible for supporting sales to expand relationships with strategic business partner customer accounts. This position is accountable for multiple deliverables supporting the achievement of sales quotas for those assigned accounts along with related objectives. They will orchestrate the business-to-business processes to create highly functioning business partnerships. This includes daily execution and collaboration by the Inovalon and partner sales teams and identifying opportunities to add additional company products to their assigned partner accounts. The Business Development Manager functions as a specialized resource in the sales matrix for their assigned business unit, including the wider team of cross functional sales and sales support specialists. 

Duties and Responsibilities:

• Actively drive sales efforts and results of Inovalon’s Performance-based Partner (PBP) referral partners through a defined cadence of touchpoints both onsite with Partner and remote meetings and webinars. 
• Maintain disciplined and reliable execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow‑up processes.
• Partners with the sales leadership team to develop and execute a plan aligned with the sales goals of assigned partner accounts. 
• Develop an understanding of Inovalon’s enterprise solutions and the ONE Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon’s offerings—even beyond the assigned territory or BU.
• Serves as a subject matter expert on assigned partners, aligning internal stakeholders to enable coordinated lead generation .
• Partner with Marketing to communicate customer insights, competitive trends, and emerging needs that influence product and go‑to‑market strategy.
• Serves as a subject matter expert on assigned partners, aligning internal stakeholders to enable coordinated lead generation 
• Lead or support product presentations, solution positioning, and demonstration processes in collaboration with Sales, Marketing, and Business Development teams.
• Grow Inovalon’s PBP partner revenues by helping define and delivering the Inovalon Partner Engagement Program.  
• Provides specific direction and guidance to advance and or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure. 
• Conduct effective discovery, needs assessments, and consultative conversations that influence customer decision‑makers.
• Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts, follow up activities and support each other with identified new business opportunities and clients;
• Travel to meet with prospective and existing clients to drive sales outcomes and strengthen relationships.
• Serve as an informal mentor or coach to new hires by modeling best practices in sales process discipline, communication, and customer engagement.
• Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement.
• Serves as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes. 
• Participates in weekly sales meetings and communicates weekly results and performance metrics as they relate to sales pipeline, sales activities, sales cycle time, regional market share, market penetration, wins and losses, etc. for both individual and team performance. 
• Monitors and provides structured feedback on market conditions, regulatory trends, competitive activities, win-loss lessons learned, targeted initiatives for growth and with key target accounts or channel partners within territory. 

• 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:

• 3-5 years of successful sales experience selling healthcare technology products or services, channel experience preferred. 
• Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred. 
• Experience in channel management and or selling to key executives buyer personas for transactional healthcare EDI services required.  
• SaaS or subscription-based software sales experience preferred. 
• Demonstrated success managing a territory or book of business with measurable revenue outcomes.
• Proven track record of consultative, solution‑based selling, including running discovery, developing value propositions, and influencing cross‑functional decision‑
• Experience maintaining accurate pipeline management, forecasting discipline, and CRM hygiene (Salesforce strongly preferred) with limited supervision.
• Advanced communication and presentation skills, with the ability to translate technical or clinical concepts into compelling business value.
• Ability to work in a fast paced environment.
• Strong territory planning and prioritization skills.
• Proven ability to conduct strategic, value‑based discussions with C‑suite leaders to advance complex sales opportunities.
• Leadership or supervisory experience preferred.
• Proficiency in Microsoft Office Suite; strong command of PowerPoint and Excel for sales presentations and territory planning.

Education:

• BA or BS degree in technical or business discipline and or related field, or equivalent work 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
• Up to 25% travel for business related purposes