Director, Sales Engineering - Pharmacy Management

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 Director, Sales Engineering position provides management oversight and leadership to the sales engineers to ensure staff are properly trained on all our products, services and methodologies and that the sales organization is supported to achieve success.  

Duties and Responsibilities:

• Maintain a team culture that fosters results, teamwork, accountability, trust, quid pro quo, role-based fluency, anticipation, curiosity, hard work, professional brand and brilliant communication skills.
• Lead and manage the team that serve as product and industry subject matter experts to assist the sales team via product demos, technical discussions, value engineering, questions and more, to meet or exceed the company’s Annual Operating Plan.
• Lead and manage the team that designs and delivers product training for Sales new hires, existing Sales employees and our account management and customer retention teams.  Product training includes all new products, as well as releases (enhancements) to existing products.
• Lead and manage the team that supports Marketing in a capacity of product and industry subject matter expertise, ranging from offering campaign ideas to drive marketing qualified leads, review of content (for accuracy), delivering webinars, staffing trade show booths and other industry events.
• Maintain strong relationships with other SAO leaders in Commercialization, Enablement, Analytics and Sales Operations, as well as all Sales leaders and leaders of all other functional areas. Collaborate on projects.
• Ensure the sales engineers design, deliver and continuously refresh all new hire training and product reference materials, working with product managers, engineers and operations training staff.
• Ensure the sales engineers assist sales leaders in addressing any under-performing sales account executives via additional product training, sales training, sales coaching and other techniques to elevate skill.

• In partnership with sales leadership and sales training, inspect calls and determine needed refresher courses, mini workshops, or other training formats (i.e. computer based training modules for Discover LMS) independently.
• Ensure the Sales Demo site is properly maintained and tested by sales engineers upon each product release.
• Act as primary point of contact (for sales engineering) for all acquisitions – learn products and delegate initial and ongoing training to Sales by a sales engineer.
• Act as primary point of contact (for sales engineering) for all new Performance Based Partnerships and delegate initial and ongoing training to Sales by a sales engineer.
• Support new product launches and product releases by collaborating with Product Management and Product Commercialization to develop all operational, procedural, and sales methodologies required for a successful go-to-market launch.  In charge of overall Sales readiness. 
• Continuously seek and support new approaches, practices and processes to improve the efficiency of services offered
• Manage and mentor your team to help them achieve their full potential
• Other projects and duties as assigned

Job Requirements:

• Minimum of 5 years of experience managing people preferably in a training or process improvement environment in a health care setting;
• Minimum of 2 years of experience working in a Health Care SaaS environment;
• Strong leadership skills;
• Excellent verbal, written and presentation skills;
• Excellent PC computer skills (Salesforce, Tableau, Word, Excel, PowerPoint, Outlook);
• Ability to be collaborative, influential and manage people who are not direct reports;
• Effectively communicate, present information and respond to managers, employees, customers, and clients in an intelligent, clear, concise, professional and grammatically correct manner;
• Proven track record of influencing, and relationship building skills that inspire trust and quickly build credibility between key stakeholders;
• Ability to work in a fast-paced environment; and
• Ability to ca