Partner Program Manager (Senior Business Development Manager, Strategic Partners)

Overview:  The Senior Business Development Manager is responsible for supporting and growing relationships with strategic business partner customer accounts. This position contributes to achieving sales targets by supporting sales through execution of marketing strategies and account plans within the partnership and identifying opportunities for expansion. This role works closely and collaboratively with multiple Inovalon departments to coordinate the business-to-business processes to create highly functioning business partnerships.   

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.
• Grow Inovalon’s PBP partner revenues by helping deliver the Inovalon Partner Engagement Program.
• Completes strategic customer account plans that meet strategic partner standards.
• Leads a proactive, collaborative account planning process focused on mutual performance objectives, financial targets, and milestones over the near and longer-term.
• Proactively assesses, clarifies, and satisfies partner account needs on an ongoing basis.
• Lead process automation initiatives to improve efficiency across internal and external reporting and workflows
• Ensures that sales and other performance metrics are measured and reported to strategic account and internal stakeholders on a regular monthly, quarterly, annually and on an as needed basis.
• Work collaboratively across a cross-functional matrix within Inovalon including Direct Sales, Sales Operations, Strategic Partner Sales, Implementation, Partner Success, Partner Support, and others to ensure all teams are communicating and are aligned in driving towards PBP revenue goals.
• Ensure partners have the tools, processes, resources, and information needed to promote the Inovalon products and services into their customer base.
• Develop and maintain a comprehensive knowledge of Inovalon’s product suite, services, and marketing initiatives. Ensure we are focused and capitalizing upon the highest return activities.
• Drive utilization and compliance for documentation in SalesForce CRM and other sales automation tools (prospecting, contact management, accurate opportunity tracking, milestone interactions and customer communications, sales pipeline management, forecasting and sales reporting).
• Serve as a trusted subject matter expert (SME) on key processes and integration as it pertains to our PBP’s.
• Support leadership by reinforcing priorities, driving alignment, and helping the team adapt to change.
• Execute other related duties as requested. Assist management on broader strategic initiatives.
• Comply with all security policies/procedures.
• 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 Employer.

Job Requirements:

• 5+ years relevant sales channel development and/or account management experience, including channel leadership or selling to executive-level buyer personas within transaction healthcare EDI services

• Ability to adapt well to change and work in a fast-paced environment.
• Strong leadership skills with the ability to execute in a matrix environment.
• Excellent negotiation, leadership, management and presentation skills.
• Excellent verbal and written communications skills, strong attention to detail.
• Proficiency in strategic selling principles and tools.
• Proficient in Microsoft Office suite including Word, Excel, PowerPoint, and SharePoint

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.
• Travel for this position may be up to 40%.