Business Development Director - Channel Partnerships

Who We Are

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.

Who You Are

As a Business Development Director - Channel Partnerships, you are a new-business hunter focused on expanding revenue for Inovalon’s data-focused division. You generate, develop, and close opportunities with organizations that purchase data solutions in support of pharmaceutical and life sciences customers. You operate with a high degree of independence, partnering across commercial and internal teams to shape account strategy, build pipeline, and communicate the value of Inovalon’s data offerings. Your impact is measured by your ability to win new logos, grow qualified pipeline, and deliver against a new-business target.

What You'll Do

• Prospect for and acquire new customers within the data ecosystem serving pharmaceutical and life sciences organizations.

• Build and execute account strategies to identify, prioritize, and pursue new revenue opportunities across assigned accounts and the broader prospect pool.

• Manage the full new-business sales cycle from initial outreach and discovery through solution positioning, negotiation, and deal closure.

• Generate qualified pipeline independently through targeted hunting activity, relationship development, and strategic account penetration.

• Communicate the value of Inovalon’s data offerings to prospective customers, tailoring messaging to business needs and commercial use cases.

• Navigate complex commercial relationships with multiple stakeholders to advance opportunities and secure new-logo business.

• Identify incremental revenue opportunities within assigned accounts while maintaining primary focus on new-business acquisition.

• Collaborate with internal partners to support effective sales execution, customer alignment, and successful ramp on product and market knowledge.
  

What You'll Need

• 7 to 10 years of progressive sales or business development experience

• BA or BS degree in technical or business discipline or equivalent combination of education and experience required.

• Demonstrated success in new-business hunting and closing roles, with ability to generate pipeline and deliver against substantial revenue targets.

• Experience managing a full sales process, including prospecting, account planning, opportunity development, negotiation, and deal closure.

• Ability to achieve business targets through disciplined pipeline development and strong execution.

• Knowledge of data-focused commercial sales; direct life sciences experience is not required.

• Ability to learn Inovalon’s data offerings quickly and translate product value into relevant client business outcomes.

• Strong relationship-building, communication, and commercial acumen, with emphasis on personality, sales aptitude, and overall fit.

• Growth Potential & Learning Agility: Demonstrates curiosity, learns new products and markets quickly, and applies feedback and new knowledge to improve sales effectiveness.

• Leadership: Influences cross-functional partners, builds trust with prospects and internal stakeholders, and navigates differing perspectives to keep opportunities moving.

• Adaptability: Adjusts approach in response to changing customer needs, market conditions, and shifting priorities while staying focused on revenue outcomes.

• Creative Thinking: Develops practical, original approaches to break into accounts, uncover opportunities, and position data solutions in a competitive market.

• Analytical Skills: Uses account insights, pipeline data, and commercial judgment to prioritize effort, evaluate opportunities, and make sound decisions.

• Nice to have: Experience with channel partnerships.

• Nice to have: Experience selling into organizations that serve pharmaceutical and life sciences customers.
  

Our Shared Commitments

• 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 Employer.
  

Work Environment

• This is primarily a computer-based role performed in a remote, hybrid, or office environment. The role requires prolonged periods of computer use and frequent communication and interaction with others, either virtually and/or in person. The role may occasionally require transporting or moving work-related equipment weighing up to 10 pounds, such as a laptop and related materials. Some travel may be required, depending on the needs of the role. Reasonable accommodations may be provided to enable qualified individuals with disabilities to perform the essential functions of the position, consistent with applicable law.

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)

If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. 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 inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to 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.

Inovalon is proud to be an equal opportunity workplace. 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.

To review the legal requirements, including all labor law posters, please visit this link

To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link

Work Location: If the US position is listed as remote, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).