Director of Strategic Partnerships

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Develop and manage Frontera’s strategic partnership portfolio with pediatric behavioral health organizations, children’s hospitals, academic medical centers, Managed Care Organizations, and local and state governments.

• Create enterprise partnerships that integrate Frontera’s AI-driven technology, clinical services, referral pathways, and operational capabilities.

• Establish partnerships focused on diagnostic coordination, outpatient referrals, care navigation, clinical capacity, and technology implementation.

• Structure and negotiate pilots, network partnerships, preferred provider agreements, value-based models, and strategic contracts with MCOs and commercial health plans.

• Forge partnerships with state Medicaid agencies, early intervention programs, Developmental Disabilities authorities, counties, municipalities, and various government entities.

• Identify and cultivate cross-channel opportunities involving health systems, managed care, provider organizations, and government entities.

• Oversee the partnership lifecycle from initial engagement to signed agreement, pilot launch, operationalization, and expansion.

• Maintain the partnership pipeline using HubSpot.

• Collaborate across functions with clinical operations, product, finance, and customer teams.

• Transform partnerships into revenue-generating programs, referral pathways, and increased deployment of Frontera’s AI-enabled services.

• Report on partnership-sourced revenue, referral volume, pipeline value, conversion rates, and expansion metrics to the CCO and executive team.

• Provide a detailed partnership market map, engage in active prospect discussions, create a partner playbook, deliver revenue forecasts, and finalize an enterprise partnership within the first 90 days.

⛳️ Requirements

• Willingness to travel approximately 60% of the time, including frequent trips to New Mexico and other priority strategic markets.

• Over 6 years of experience in strategic partnerships, business development, enterprise sales, or market development, with a minimum of 3 years dedicated to health systems, managed care organizations, government, or other complex healthcare accounts.

• Proven track record of closing and operationalizing intricate enterprise partnerships.

• Extensive knowledge of Medicaid managed care.

• Strong grasp of health system decision-making processes and organizational structures.

• Experience in cultivating relationships with senior healthcare executives.

• Capability to manage lengthy and complex sales and partnership processes.

• Familiarity with state or local government healthcare initiatives.

• Commercially driven with a history of translating strategic relationships into measurable business results.

• Ability to function as a senior individual contributor while laying the groundwork for a small partnerships team.

• Experience in healthcare services or broader behavioral health (preferred).

• Existing connections with MCO contracting or value-based care teams (preferred).

• Knowledge of EHR integration and interoperability technology partnership frameworks (preferred).

• Background in state or federal grant programs supporting behavioral health access (preferred).

🏝️ Benefits

• Stock options.

• Health benefits.

• 401(k) plan.

• 4 weeks of paid time off per year.

• Dog-friendly workplace.

• Catered lunch from local Denver restaurants five days a week.

• Occasional breakfasts and dinners.

• Comprehensive snack program and excellent coffee selections.

• Regular team events and casual social gatherings.

• Up to $150/month commuter stipend.

• Discounted parking options nearby.

• Discounted membership at the Colorado Athletic Club.

• Thoughtfully designed space for focus, collaboration, and connection.

• Competitive salary and benefits package.