Senior Business Development Director - RWD Licensing

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

You are a strategic, results-oriented sales leader who excels in complex enterprise environments and builds credibility with senior healthcare executives. As the Senior Business Development Director - RWD Licensing, you will sit within the talent acquisition team's supported business function and lead high-impact growth efforts by identifying opportunities, shaping solutions, and guiding deals from prospecting through implementation handoff. You create value for clients by aligning Inovalon's offerings to their business needs, while also helping drive revenue growth, account expansion, and long-term executive partnerships for the business.

What You'll Do

• Lead the full enterprise business development lifecycle, including strategic prospecting, executive engagement, opportunity qualification, solution development, proposal creation, contract negotiation, and transition to implementation.

• Drive revenue growth through new business development, strategic account expansion, and cross-sell and upsell opportunities across assigned accounts and target markets.

• Build and maintain trusted relationships with Director, Vice President, C-suite, and other executive stakeholders within large healthcare organizations, serving as a strategic advisor throughout the customer journey.

• Develop and execute territory and account strategies that support revenue, market penetration, profitability, and client growth objectives.

• Partner across Product, Clinical, Operations, Customer Success, Marketing, Legal, Implementation, and Executive Leadership to advance complex sales pursuits and deliver strong client outcomes.

• Maintain expert knowledge of Inovalon's products, services, technology, operations, and market position to clearly communicate business value and differentiation.

• Manage pipeline activity, forecasting, CRM documentation, and opportunity reporting with discipline to support accurate visibility and predictable revenue performance.

• Provide market intelligence and client insights to leadership to inform product strategy, solution enhancements, and long-term business planning.

• Represent Inovalon in executive meetings, client presentations, and industry conferences to strengthen strategic partnerships and expand market presence.

• Ensure compliance with regulatory, contractual, quality, HIPAA, and company policy requirements in all aspects of the role.

What You'll Need

• 8+ years managing complex, consultative enterprise sales cycles, including lead generation, solution development, executive presentations, proposal management, and contract negotiation required.

• BA/BS degree required; or equivalent combination of education and experience required.

• Demonstrated success building trusted relationships with Director, Vice President, and C-suite executives within large healthcare organizations.

• Healthcare industry experience required, with health plan experience strongly preferred.

• Strong business acumen and a track record of developing territory strategies, navigating long enterprise sales cycles, and exceeding revenue objectives.

• 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.

• Ability to influence cross-functional teams in a matrixed organization without direct management responsibility.

• Willingness to travel nationally up to 25 to 30 percent for executive client meetings, conferences, and industry events.

• Show Growth Potential & Learning Agility by quickly learning Inovalon's offerings, market dynamics, and client needs, then applying that knowledge to improve sales strategy and performance.

• Demonstrate Leadership by influencing cross-functional partners, building alignment during complex pursuits, and navigating disagreement while keeping focus on client and business outcomes.

• Demonstrate Adaptability by adjusting approach in response to changing client priorities, market conditions, and internal business needs while maintaining momentum.

• Apply Creative Thinking to shape practical, client-centered solutions, identify new growth opportunities, and reframe challenges in competitive enterprise sales situations.

• Use Analytical Skills to interpret pipeline data, market intelligence, and client information to support forecasting, planning, and sound business decisions.

• Nice to have: MBA preferred; management consulting and/or consultative enterprise sales experience preferred, with a demonstrated history of quota attainment, business growth, and career progression.

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).