Sales Engineer

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 Inovalon’s 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 Inovalon;


• 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 Inovalon’s products and services in their organizations;


• Assist in the troubleshooting of integration issues and implementation issues;


• Be knowledgeable about Inovalon’s products and services and best practices to help guide customers on how the organization’s 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;

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;


• 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.