SVP, Sales - Insights Business Unit

Overview: 

The SVP, Sales will be responsible to lead, drive and ultimately be responsible for, all planning, implementation, execution, and successful achievement of sales to support our growth strategy, to achieve the targets of market penetration, revenue, new product commercialization and client diversification.  This leader will be the head of Insights sales and should have a strong background leading Enterprise Sales (direct and Channel) with a focus on RWD/RWE in the healthcare space.  Data Licensing, Data Solutions, and/or Healthcare SaaS technology sales background is required for this role.

Duties and Responsibilities:

• Develop and maintain an expert level of knowledge regarding products, services, capabilities, infrastructure, and operations of Employer and its affiliates, the marketplace, competition, strategic positioning, threats and direction to achieve optimal insight and success with respect to Employer’s (and those of its affiliates) products, services, capabilities, support, functionality requirements, and financial performance;
• Lead, drive and ultimately be responsible for, all planning, implementation, execution, and successful achievement of sales to support our growth strategy, to achieve the targets of market penetration, revenue, new product commercialization and client diversification, including:
  1. Develop and maintain an expert level of knowledge regarding vision, products, services, infrastructure, operations, markets, competitors, and regulations of the Company to achieve optimal insight into the provider unit’s goals, opportunities, capabilities, strategies, functionality requirements, compliance and risks;
  2. Develop, implement and manage the annual budget in conjunction with the President and Finance team; prepare and submit an annual operational budget for review and approval and manage effectively within this budget;
  3. Develop strategic imperatives for business unit and partner with Finance and Data Governance to identify KPI’s that support the achievement of business imperatives;
  4. Develop sales strategic business plans to drive bookings and revenue and increase market share;
  5. Lead with compelling strategic vision that is in alignment with the organization’s short and long-term goals. Oversee and provide leadership in the effective identification, recruitment, review process, retention, training, daily coordination, and management of team members;
  6. Scale, lead, drive, and manage all personnel teams, tools, processes, policies, procedures, and associated resources to achieve the goals as outlined above; notably including the areas of sales, sales strategy, sales operations, subject matter expertise, proposal development, channel partnerships and management, and strategic relationships;
  7. Responsible for the development and implementation of go-to-market strategies for all new and existing products and services to achieve the goals as outlined above;
  8. Participate with The Company leadership in the strategic development of initiatives to identify enhancements which may improve products, services, operations, client appeal, process flow, risk exposure, and overall business function, industry reputation, and financial performance;
  9. Be responsible for the tracking and reporting (of pipelines, success rates, costs, financial performance, etc.) pertaining to sales efforts in a timely, accurate, and comprehensive fashion;
• 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 Company.

Job Requirements:

• Minimum of 10 years plus experience in sales management and strategy;
• Demonstrated ability to develop and execute a growth strategy, guide the development of operating plans and drive performance;
• Strong financial and analytical capabilities, as well as strong strategic and critical thinking skills;
• Strong experience managing the full scope of operations functions within a high transaction, high availability and complex environment;
• Proven success leading an organization in bringing new strategies to market including both the development of technology, as well as the associated cultural and business process change required to ensure a successful execution and market adoption;
• Proven track record of success facilitating progressive organizational change and development within a growing organization;
• Ability to influence and engage direct reports and peers; and
• Exceptional written, oral, interpersonal, and presentation skills and the ability to effectively interface with all levels of leadership.  
• 2nd+ level Sales Leader with experience managing managers and a team of 20+ 
• Should have familiarity with both direct sales and partner sales and managing the conflicts that can arise between them
• Experience and knowledge in the RWD/RWE space
• Background with Life Science/Pharma 
• Have driven new ACV revenue of $50 million plus (ideally $90+ million)

Education:

• Bachelor’s degree is required; and
• 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;
• 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 50% as needed to perform job responsibilities.