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Sales Engineer

Company: Inovalon, Inc.
Location: Bowie
Posted on: March 17, 2023

Job Description:

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.Overview: The Sales Engineer will function as the primary technical resource and trainer for the field sales force. Responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for ABILITY platforms and services.
Duties and Responsibilities:

Establish and maintain strong relationships throughout the sales cycle, articulate technology and product positioning to both business and technical users, and identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process;

Function as the SME (Subject Matter Expert) to support sales productivity and opportunity flow by securing the "technical close" in complex sales opportunities;
Work in collaboration with the salesperson, proactively scope the technical solution required to address customer requirements, assesses customers met and unmet needs, and recommends solutions that optimize value for both the customer and ABILITY;
Coordinate closely with internal sales, sales support, and service resources to align solution design with customers' business requirements;
Act as the point person for all new hire Sales training, develop training materials, and provide training, coaching and professional development to sales team(s) in order to enhance their product knowledge, technical acumen, and technical sales skills;
Participate on sales calls and guide clients and advise prospects on how to best deploy ABILITY products and services in their organizations;

Assist in the troubleshooting of integration issues and implementation issues;
Be knowledgeable about ABILITY products and services and best practices to help guide customers on how ABILITY services can address their business needs;
Participate and help drive the appropriate product, sales, and procedural training/certification to acquire and maintain the knowledge necessary to be effective in the position;
Work opportunities assigned to the sales team supported, prioritizing effort based on maximizing total sales impact, or as directed by the sales manager;
As needed, work directly with Marketing on all designated product Webinars and related sales campaigns and tradeshows;

Collaborate with Product Management and other key stakeholders on product launch, and all product releases to insure sales readiness;
Test all product releases in the sales demo system prior to release and alert Sales and Product Management of any potential risks;
For assigned products, develop and deliver sales messaging including vision prompters, ideal customer profile, buying committee map, cost versus benefit analysis and other sales tools;
Train sales team on assigned products and other designated products on product and sales messaging, product features, and product functionality;
Develop, implement and track all designated product demo certifications;

In partnership with sales leadership, inspect calls and determine needed refresher courses, mini workshops, or other training formats (i.e. computer based training modules for Discover LMS);
Partner with the Customer Operation's trainer to ensure that all Sales, Support, Implementation, Account Management, and Retention staff are appropriately trained to support the designated products;
Respond effectively to RFPs/ RFIs;
Attain quarterly and annual objectives assigned by management; and
Acquire and maintain strong product knowledge.

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;
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;
Uphold responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and
We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.

Job Requirements:

Experience working with hospital, SNF or Home Health EMR, PMS, HIS or Revenue Cycle Management systems is a plus;
Previous experience as a sales engineer for a SaaS Healthcare Revenue Cycle Management company is a plus;
Previous sales experience is a plus;
Proficient in Microsoft Office suite including Word, Excel, Visio and PowerPoint;

Self-motivated with strong organizational/prioritization skills and ability to multi-task with close attention to detail;
Ability to travel to national and local tradeshows across the nation;
Solid oral, written, presentation and interpersonal communication skills;
Ability to work as part of a team to diagnose business problems in complex selling environments;
Excellent customer service and communication skills, including the ability to assess problems and communicate solutions;

Ability to work in a fast paced environment; and
Possess an analytical mind that can dig into client and technical requirements.


Bachelor's degree (or commensurate experience beyond 5 years) in a sales engineer role.

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; and
Travel for this position 20-40% will include: national and local tradeshows as well as customer sales appointments.
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.
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.
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.

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. These requirements are subject to change as legal and business needs dictate.

Keywords: Inovalon, Inc., Bowie , Sales Engineer, Engineering , Bowie, Maryland

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