Senior Director, Sales Engineering

Location This role is primarily remote. However, candidates located within 40 miles of our offices in Bowie, MD;
Canonsburg, PA; or Tampa, FL will follow a hybrid schedule, working on-site every Tuesday and Wednesday.

Travel Requirement
20%

Compensation
Base +15 - 20% Variable Compensation

Overview

The Senior Director, Sales Engineering will lead business-critical initiativesrelativeto the applications of Inovalon’s Provider products, technologies, and analytics to drive healthcare value, and efficiency for customers.

Reporting to the Vice President of Commercial Strategy, thisrolewill serve as a leader to the Sales Engineering team, and bridge between Commercial Strategy, Sales,Engagement and Execution Teams, andthecustomers to envision and define value-added solutions for customers. The Senior Director will also focus on defining direction, accountability,and growth of the team.

Duties and Responsibilities

• Utilize deep knowledge of Provider Revenue Cycle Management workflows, healthcare data,clinicaltechnology, and analytics methods to lead expansion of offerings into existing and new customers;

• Lead the Sales Engineeringteamtoinfluencepipeline, bookings, adoption, and expansionobjectives,establishing clear performance metrics and accountability aligned to Providergoals

• Drive commercialization excellence through the Sales Engineering team,participating in structured early adopterprograms that generate customer insights,measurable adoption, pipeline creation and strengthen product-market fit;

• Build, lead, and develop a high-performing Sales Engineering organization through recruitment, coaching, talent development, and performance management while fostering a culture of accountability, collaboration, and customer-centric innovation.

• Define and execute the Sales Engineering strategy, operating model, coverage model, and resource allocation approach to support
  
  Providergrowthobjectivesand sales productivity.

• Leverage personal healthcare contacts as well as company-provided contacts to share features and capabilities related to Provider solutions;

• Partner with Sales and Execution teams to evaluate client needs and requirements and illustrate how Inovalon’s products provide value and support to the client’s organization;

• Based on client input and requirements, craft custom solutions leveraging capabilities in partnership with company subject matter experts, sales teams, and/or product and engineering leaders;

• Serve as external/commercial face of Inovalon with channel and/or partners as needed;

• 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 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 ten (10) years’ relevant work experience within the healthcare industry, specifically with an emphasis on healthcareRCM, technology, and analytics methods,required;

• Minimum five (5) years’ experience successfully leading teams to sales and revenue goal attainment;

• Confidence and ability to influence cross-functional team members and/or business partners toward common goals;

• Superior oral and written communications skills in order to clearly and effectively identify and describe issues and prepare reports;

• Responsive, action-oriented demeanor;

• Credibility and capability to build trust and cultivate relationships with diverse internal and external stakeholders;

• Outstanding problem-solving and analytic skills with the ability to apply knowledge outside of one’s immediate functional area;

• Mastery of Microsoft Office tools, including Word, Excel, PowerPoint, and Outlook;

• Excellent attention to detail; and

• A positive, professional, patient, and solution-oriented attitude.

Education

• BA or BS degree in technical or business discipline and or related field required.

• Master’s degree or equivalent preferred.

Physical Demands and Work Environment

• Sed…