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Director, Sales Engineering

LOCATION: Remote
REMOTE ELIGIBLE: Fully Remote
TRAVEL REQUIREMENT: 10%
REQUISITION ID: 1325
<p>The Director, Sales Engineering will function as the primary technical resource for our vendor sales force.&nbsp; This role is responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales force as the key technical advisor and product advocate for our products and services.</p> <p><strong>Duties and Responsibilities:</strong></p> <ul> <li>Design, develop and facilitate 2-week new-hire onboarding program for all Strategic Partner sales personnel;</li> <li>Working collaboratively with Strategic Partner sales leadership to create and deploy a longer-term (60-90 day) development plan for all Strategic Partner sales personnel;</li> <li>Working collaboratively with Strategic Partner sales leadership to create and implement a product certification program that ensures all Strategic Partner sales personnel can effectively demonstrate their assigned products and services (i.e. ACCESS™, SEAPI™, SES™, EligibilityOne™, etc.);</li> <li>Design and deliver learning assessment/testing for all product training modules so that course competency levels can be effectively monitored and measured;</li> <li>Design, deliver and continuously improve all new hire training materials working with trainers and sales engineers – integrate all training materials (instructor lead as well as e-learning assets) into Cornerstone Learning Management System (LMS);</li> <li>Inspect What You Expect.&nbsp; Continually observe Strategic Partner sales personnel and monitor their product proficiency, ability to demonstrate the product, and ability to execute the consultative selling methodology. Report results to Strategic Partner leadership and action plans for improvement on a quarterly basis;</li> <li>Function as the Subject Matter Expert (SME) for Strategic Partner products and services and actively drive and manage the technology evaluation stage of the sales process;</li> <li>Collaborate with sales teams to understand customer requirements and provide sales support;</li> <li>Identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process;</li> <li>Work in conjunction with the sales team as the key technical advisor and product advocate for our products;</li> <li>Practice effective and efficient time management to balance sales support requirements (demo’s/GTM, webinars, trade shows, call inspection, etc.) with new hire and ongoing sales staff training requirements;</li> <li>Work with all sales and non-sales key stakeholders to ensure all required HIPAA, Compliance, Regulatory, and HR learning and development requirements are completed;</li> <li>Determine training needs outside of product training and work with LMS Administrator to deploy required training modules (i.e. soft skills improvements);</li> <li>Ensure all training and development programs and efforts are cohesive and include outcome metrics;</li> <li>In the event of an acquisition, collaborate with Product Management on the development of a product crosswalk/product translations tool;</li> <li>Responsible for development and delivery of product demonstrations;</li> <li>Responsible for representing the product to customers and at field events such as conferences, seminars, etc. ;</li> <li>Maintain compliance with Inovalon’s policies, procedures and mission statement;</li> <li>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;</li> <li>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;</li> <li>Uphold responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and</li> <li>We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.</li> </ul> <p><strong>Job Requirements:</strong></p> <ul> <li>Minimum of 3 years relevant experience in vendor sales;</li> <li>Must possess a solid technical background, analytical and problem-solving skills;</li> <li>Excellent verbal, written and presentation skills to articulate technology and product positioning to both business and technical users;</li> <li>Experience with enterprise Learning Management Systems;</li> <li>Excellent PC computer skills (Microsoft office suite);</li> <li>Demonstrated ability to build and maintain relationships quickly and effectively;</li> <li>Effectively communicate, present information and respond to managers, employees, customers, and clients in an intelligent, clear, concise, professional and grammatically correct manner;</li> <li>Ability to work in a fast paced environment;</li> <li>Strong sales skills;</li> <li>Must display sound judgment and good business sense;</li> <li>Strong organizational skills;</li> <li>Able to respond to functional and technical elements of RFIs/RFPs;</li> <li>Able to convey customer requirements to Product Management teams;</li> <li>Able to travel throughout sales territory;</li> <li>Proficient with our consultative selling model and reinforce that selling model during sales interactions and product training programs;</li> <li>Must be able to work well in a cross-functional environment;</li> <li>Ability to lead and work in a team capability; and</li> <li>Possess the following leadership qualities: resilience, tenacity, independence and self-reliance.</li> </ul> <p><strong>Education:</strong></p> <ul> <li>Bachelor’s degree in Computer Science or a related field is strongly preferred or equivalent experience.</li> </ul> <p><strong>Physical Demands and Work Environment:</strong></p> <ul> <li>Sedentary work (i.e. sitting for long periods of time);</li> <li>Exerting up to 10 pounds of force occasionally and/or negligible amount of force;</li> <li>Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions;</li> <li>Subject to inside environmental conditions; and</li> <li>Travel for this position will include less than 40%.</li> </ul> <p>#LI-REMOTE</p><div class="content-conclusion"><p><em>By embracing diversity, equity and inclusion we enhance our work environment and drive business success. Inovalon strives to reflect the diversity of the communities where we operate and of 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.</em></p> <p><em>Inovalon is proud to be an equal opportunity workplace and is an affirmative action employer. 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.</em></p> <p><em>The Company maintains a drug free work environment for all of its associates, which includes employees, contractors and vendors. It is unlawful for associates to manufacture, sell, distribute, dispense, possess or use any controlled substance or marijuana in the workplace and doing so will result in disciplinary action, up to and including termination of employment or the contracted relationship.</em></p> <div> <p><em>Consistent with our safety protocols, the company will require a vaccination attestation for fully office-based and hybrid (office/remote) positions. Positions designated as fully remote are exempt from the attestation requirement unless and until such time as an in-office presence is required. &nbsp;These requirements are subject to change as legal and business needs dictate.</em></p> </div> <p>&nbsp;</p></div>

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