Strategic Account Manager

7 days ago

Minneapolis, Minnesota, United States Inovalon Full time

About Inovalon

Inovalon is a pioneering healthcare technology company dedicated to empowering the transformation of the entire healthcare ecosystem for the better. As a Strategic Account Manager, you will play a pivotal role in driving sales activity to deliver revenue targets for our assigned product suite.

Job Summary

The Strategic Account Manager is responsible for leading and executing all sales activity for the assigned product suite and applications within a defined territory to achieve sales objectives. This is an individual contributor sales role with accountability for sales leadership of a defined geographic territory, named channel partners or named strategic accounts.

Key Responsibilities

  • Lead and execute all sales activity for the assigned product suite and applications within defined territory to achieve sales objectives.
  • Partner with the sales leadership team to develop and execute a plan aligned with the sales goals in assigned territory.
  • Function as a subject matter expert on assigned product suite and applications to orchestrate seamless execution of lead generation and account cultivation activities.
  • Provide specific direction and guidance to advance and or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure.
  • Leverage detailed knowledge of quality-of-care reporting, benchmarking and data analytics, and the value of using business intelligence to improve care outcomes.
  • Serve as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes.
  • Participate in weekly sales meetings and communicate weekly results and performance metrics as they relate to sales pipeline, sales activities, sales cycle time, regional market share, market penetration, wins and losses, etc. for both individual and team performance.
  • Monitor and provide structured feedback on market conditions, regulatory trends, competitive activities, win-loss lessons learned, targeted initiatives for growth and with key target accounts or channel partners within territory.
  • Identify regional influencers that can support and influence the sales of products and services; regional activities may include tradeshows, association memberships, training, speaking engagements, etc.
  • 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.
  • Fulfills those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Employer.

Requirements

  • Minimum five (5) years of successful sales experience selling healthcare technology products or services.
  • Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred.
  • SaaS or subscription-based software sales experience preferred.
  • Leadership or supervisory experience preferred.
  • Proficient in Microsoft Office suite including Word, Excel, and PowerPoint; Customer Relationship Management (CRM) software experience (SalesLoft, SalesForce, etc.).
  • Excellent verbal and written communication skills.
  • Ability to work in a fast-paced environment.
  • Self-motivated with strong organizational/prioritization skills and ability to work in a team environment and independently with the ability to manage multiple tasks at one time with close attention to detail.
  • Consistent track record of meeting or exceeding annual revenue objectives.
  • Strong people management skills including customer relation skills, with the ability to make build rapport over the telephone.
  • Working knowledge of sales force automation and contact management systems.
  • Proven ability to work effectively under pressure and meet deadlines.

Education

  • Bachelor's degree in related field or equivalent professional work experience.

Work Environment

  • Sedentary work (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 20%.

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