Director of Partnerships

This is a fully remote position, open to applicants in New York.

📋 Description

• Manage EHR partnerships comprehensively, encompassing partner relations, marketplace listings, co-marketing schedules, participation in user conferences, and quarterly discussions with partners.

• Develop the co-selling strategy alongside the sales team, which includes tracking referrals, managing routing, executing deals, and following up with partners.

• Assess and validate the pipeline sourced from partners and the bookings influenced by them.

• Create new types of channels from signed agreements to a consistent process through enablement, deal registration, and collaborative pipeline reviews.

• Analyze channel performance within a two-quarter timeframe.

• Communicate integration priorities and partner-driven roadmap requirements to the product team.

• Manage partner financials in collaboration with finance and legal, including referral fees, revenue sharing, marketplace terms, and contractual agreements.

• Coordinate the partner marketing calendar in partnership with the Director of Marketing.

• Supervise marketplace sponsorships, partner user conferences, and jointly branded content initiatives.

• Ensure that qualified leads from the customer referral program are actively pursued.

• Travel frequently to partner user conferences and partner headquarters.

⛳️ Requirements

• Minimum of 6 years of experience in partnerships, channel development, or business development within a B2B SaaS environment.

• Proven track record of developing at least one channel from a limited number of relationships into a measurable source of pipeline.

• Familiarity with the healthcare IT landscape, including EHR vendors, marketplaces, practice management systems, consultants, or MSPs.

• Experience in negotiating and finalizing partner agreements.

• Strong understanding of revenue sharing, referral fees, and marketplace terms.

• Ability to demonstrate a partner-sourced pipeline from a previous role and clarify the metrics involved.

• Capability to collaborate with product teams on integration priorities.

• Proficient in engaging in technical discussions regarding APIs and data flows.

• Self-motivated and capable of functioning independently while reporting to a founder.

• Experience in selling through or to MSPs, VARs, or IT consultants is advantageous.

• Familiarity with managing an EHR marketplace program from the vendor perspective is a plus.

• Experience in developing partner enablement programs is beneficial.

• Background in selling to independent specialty practices is an advantage.

🏝️ Benefits

• Health insurance

• Dental insurance

• Vision insurance

• Unlimited PTO

• Regular company offsites

• Equity

• Bonus

• Travel opportunities to partner user conferences and partner headquarters