Senior Director, Sales Engineering

About this role

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.

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 initiatives relative to 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, this role will serve as a leader to the Sales Engineering team, and bridge between Commercial Strategy, Sales, Engagement and Execution Teams, and the customers 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, clinical technology, and analytics methods to lead expansion of offerings into existing and new customers;

• Lead the Sales Engineering team to influence pipeline, bookings, adoption, and expansion objectives, establishing clear performance metrics and accountability aligned to Provider goals

• Drive commercialization excellence through the Sales Engineering team, participating in structured early adopter programs 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 Provider growth objectives and 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 healthcare RCM, 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

• Sedentary work (i.e., sitting for long periods of time);

• Exerting up to 10 pounds of force occasionally and/or negligible amount of force;

• Subject to inside environmental conditions; and

• Travel for this position will be approximately 20%.

Inovalon Offers a Competitive Salary and Benefits Package

In addition to the base compensation, this position may be eligible for performance-based incentives.

The actual base pay offered may vary depending on multiple factors including, but not limited to, job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Inovalon, it is not typical for an individual to be hired at or near the top end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.

Inovalon invests in associates to help them stay healthy, save for long-term financial goals, and manage the demands of work and personal commitments. Tha

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