Senior Business Development Director - RWD Licensing

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.