Work Location: This position is designated as remote. However, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).
Overview
The Principal, Commercial GTM - Partner is responsible for driving structured go-to-market execution and readiness across our partner ecosystem, ensuring technology partnerships, strategic alliances, and joint commercial initiatives translate into measurable pipeline, revenue and market impact.
Responsibilities
Reporting to the Sr. Director, Commercial GTM, this role serves as a cross-functional integrator across Partnerships, Product, Sales, Marketing, Sales Enablement, Customer Operations and Sales Engineering to ensure execution from partnership strategy through launch and ongoing performance. The Principal will be responsible for collaboratively developing and driving partner GTM programs and commercialization efforts while establishing repeatable operating models that connect partner portfolio planning, joint go-to-market execution and business outcomes. This role will support both:
- Technology partners, where our sales teams commercialize partner solutions alongside our offerings.
- Strategic partners, where partner organizations influence, co-sell, or resell our solutions to expand market reach and revenue growth.
Core Responsibilities
- Develop and execute partner GTM plans for technology partnerships, strategic alliances and joint commercial initiatives to ensure distinct value propositions, positioning, enablement and field readiness across participating teams.
- Lead cadenced partner portfolio planning processes to establish and maintain a clear Partner Plan of Record, aligning investment levels, market opportunities, commercial priorities and readiness activities across Partnerships, Product, Sales, and Marketing.
- Develop repeatable frameworks for commercializing partner opportunities, ensuring alignment to corporate growth objectives and strategic priorities.
- Define and manage partner commercialization programs through business case development[SB1.1], readiness planning, launch execution, field adoption, and performance measurement.
- Partner with Partnership, Product and Sales Engineering to identify opportunities for joint solution development, integrated offerings and differentiated customer value propositions.
- Develop and share reporting that measures the effectiveness of partner GTM programs, including partner-sourced pipeline, influenced revenue, adoption, partner engagement and commercial outcomes.
- Build strong relationships with internal and external stakeholders to ensure effective execution against business objectives, timelines and commercialization milestones.
- Own commercialization outcomes for strategic partner initiatives, including pipeline generation, revenue contribution, co-sell effectiveness and market adoption.
- Partner with Product, Finance and Partnership leadership to evaluate commercial models, pricing considerations, revenue & market opportunities, and investment priorities associated with partner-led offerings.
Performance Monitoring
- Monitor and analyze partner ecosystem performance, including influenced pipeline, sourced bookings, co-sell activity, partner program engagement and revenue contribution.
- Use market intelligence, customer feedback, partner insights and performance data to continuously refine partner commercialization strategies and execution.
- Establish clear launch success metrics and operating cadences to monitor adoption, enablement effectiveness, customer outcomes and commercial performance.
- Build scalable partner commercialization playbooks and operating models that support repeatable execution across a growing ecosystem of technology and strategic partners.
- Provide regular business reviews and recommendations to senior leadership regarding partnership performance, investment priorities, growth opportunities and execution risks.
Job Requirements
- 8+ years of experience in partner management, alliances, ecosystem strategy, healthcare SaaS, enterprise software or commercial program leadership.
- Proven success developing and scaling partner go-to-market programs, co-sell motions, strategic alliances or ecosystem commercialization initiatives.
- Demonstrated ability to influence cross-functional teams and align diverse stakeholders around common business objectives.
- Experience managing complex initiatives involving internal teams and external partners.
- Strong commercial and operational acumen, including understanding of pipeline generation, revenue growth, partner economics and business performance metrics.
- Strong executive communication, facilitation, negotiation and relationship management skills.
- Experience working cross-functionally across Partnerships, Product, Sales, Marketing and Customer Success organizations.
- Strong project management, organizational and execution skills with the ability to manage multiple priorities simultaneously.
- Professional and positive approach, self-motivated, collaborative and effective at building trust-based relationships across organizations.
- Experience supporting partner ecosystems, indirect channels, alliance programs, reseller programs or co-sell motions preferred.
Education
- BA or BS degree in business, technical discipline, or related field required.
- Master's degree or equivalent preferred.
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 lift, carry, push, pull, or otherwise move objects and perform repetitive motions.
- Subject to inside environmental conditions.
- May require up to 25% travel.
This position is not eligible for immigration sponsorship (e.g. H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. (This is only applicable for US-based positions)
If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. Inovalon is most interested in finding the best candidate for the job, and you may be just the right person for this or other roles.
By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to 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. 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.
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Compensation Range: $126K - $185K
