VP, Sales (Payer)

Job description

**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** As VP, Sales, you will lead the commercial agenda for the Payer business unit, with accountability for market penetration, revenue, margin performance, client satisfaction, and diversification across products and clients. You will shape go to market strategy across new and existing offerings, build the organization and operating discipline needed to scale, and serve as a senior partner to business unit leadership on growth, risk, and market positioning. This is a broad executive mandate for a leader who can connect strategy, execution, and customer impact in a complex healthcare environment. **What You'll Do** - Lead the full sales strategy and execution for the business unit, with accountability for de novo, expansion, extension, direct, procurement, and cross sell performance against revenue, margin, penetration, and client satisfaction goals. - Set and evolve go to market strategies for new and existing products and services, aligning commercial priorities to the business unit’s growth objectives, market opportunities, and competitive position. - Build, scale, and lead high performing sales organizations, including the teams, structure, tools, processes, policies, and operating rhythms required to deliver consistent results. - Establish rigorous forecasting, performance measurement, and deal progression management, providing accurate weekly visibility into financial projections, pipeline health, resource utilization, and personnel performance. - Direct and integrate the commercial capabilities that influence growth, including sales, marketing, communications, market reputation, market awareness, lead generation, proposal development, channel partnerships, and strategic relationships. - Develop deep expertise in the business unit’s vision, products, services, operations, infrastructure, markets, competitors, and regulatory environment to inform strategy, execution, and risk management. - Partner with business unit leadership to identify and advance strategic initiatives that strengthen products, services, operations, client appeal, process flow, risk posture, industry reputation, and overall financial performance. - Maintain executive level communication with management and key internal and external stakeholders regarding readiness, timelines, resource needs, risks, cost implications, and other material matters affecting business performance. **What You'll Need** - 15+ years of experience in healthcare and healthcare technology with progressive sales management responsibility, including 10+ years building, leading, and motivating high performing, accountable sales teams required. - Bachelor’s degree in Sales and Marketing, Business Management, or related field required, or equivalent combination of education and experience required. - Experience in Life Sciences, Specialty Pharmacy, Health System, or related sales required. - Direct experience selling risk adjustment, quality/HEDIS, Stars, payment integrity, value-based care or adjacent payer analytics to payers strongly preferred. - Familiarity selling across Medicare Advantage, ACA, Medicaid, and commercial lines of business. - Proven success developing sales forecasts, business strategies, budgets, quotas, business plans, and executive level presentations for internal and external audiences required. - Extensive knowledge of the technology and analytics market, business dynamics, and sales operations required. - Demonstrated ability to operate entrepreneurially in client focused teams and to instill that mindset across the organization required. - Demonstrated ability to set a clear, forward looking direction grounded in market dynamics, financial drivers, and the healthcare landscape, and translate that strategy into actionable commercial priorities required. - Demonstrated ability to build credibility and alignment with senior executives, clients, and partners, and to influence decisions across competing priorities through insight, judgment, and relationships required. - Demonstrated ability to build, develop, and retain high performing teams and leaders, and to shape organizational design and culture to support scale and accountability required. - Demonstrated ability to drive measurable outcomes through clear goals, disciplined execution, operating metrics, and consistent accountability required. - Demonstrated adaptability in navigating ambiguity, changing priorities, and growth environments while maintaining focus on outcomes required. - Demonstrated systems thinking, with the ability to understand interconnected business and market dynamics, anticipate downstream effects of decisions, and make thoughtful tradeoffs across functions required. - Nice to have: Master’s degree or MBA in a related field preferred; established relationships within the Specialty Pharmacy, Health System, and or Life Sciences segments preferred. 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*](https://postings.govdocs.com/#/8sZXnFNWk3KYs3F) *To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this* [*link*](https://www.inovalon.com/privacy-policy/) *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).*