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