Business Development Manager - Acute

Overview: The Business Development Manager drives revenue growth within the acute care market by acquiring new customers and expanding existing relationships with hospitals, health systems, Integrated Delivery Networks (IDNs), and other acute care provider organizations.

As an experienced individual contributor, this role independently manages the full sales lifecycle, from territory planning and prospecting through negotiation and close. The BDM is accountable for achieving assigned sales quotas and revenue objectives through new business development, account expansion, and cross-sell and upsell opportunities across Inovalon's Acute Provider solutions. Success requires consultative selling skills, an understanding of hospital priorities, and the ability to navigate complex sales cycles and build trusted relationships with clinical, operational, and executive stakeholders.

Duties and Responsibilities:

• Drive revenue growth by achieving assigned sales quotas and revenue objectives across new customer acquisition and existing account expansion.

• Develop and execute territory and account plans to identify target hospitals, health systems, and IDNs, uncover growth opportunities, and maximize revenue potential.

• Independently manage the full sales lifecycle, including prospecting, qualification, discovery, solution presentations, demonstrations, negotiation, and closing.

• Build and expand customer relationships by identifying cross-sell and upsell opportunities across Inovalon's Acute Provider solutions and aligning offerings with evolving customer needs.

• Build and maintain a healthy sales pipeline through consistent prospecting, opportunity management, accurate forecasting, and disciplined Salesforce documentation.

• Maintain accountability for achieving assigned sales quotas and revenue targets across new business and existing account expansion by building sufficient pipeline, consistently advancing qualified opportunities, and delivering against acquisition, cross-sell and upsell goals.

• Engage hospital executives, clinical leaders, pharmacy teams, and other key stakeholders to understand organizational priorities and position solutions that deliver measurable clinical, operational, and business value.

• Develop knowledge of acute care environments, including hospital operations, clinical workflows, patient safety, quality improvement, infection prevention, and pharmacy operations.

• Collaborate with Sales, Marketing, Product, and other internal partners to coordinate customer engagement, support solution demonstrations, share market insights, and identify opportunities across Inovalon's broader portfolio.

• Travel to prospective and existing customer sites as needed and maintain compliance with company policies, confidentiality requirements, and applicable HIPAA standards.

Job Requirements:

• 3-5 years of progressive sales or business development experience, preferably in healthcare technology, clinical software, healthcare IT, or hospital-focused solutions.

• Experience selling to hospitals, health systems, IDNs, or academic medical centers strongly preferred.

• Demonstrated success achieving sales quotas and revenue targets through new business acquisition and existing account growth, including cross-selling and upselling.

• Proven ability to independently manage a territory, develop account strategies, generate pipeline, and navigate complex, multi-stakeholder sales cycles.

• Strong consultative selling, discovery, negotiation, and presentation skills, with the ability to communicate value to clinical, operational, financial, and executive decision-makers.

• Understanding of hospital operations, clinical workflows, patient safety, pharmacy operations, or related acute care priorities preferred.

• Strong organizational, forecasting, and CRM skills; Salesforce experience preferred.

Education:
* BA or BS degree in technical or business discipline and or related field, or equivalent work experience;

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).