Senior Director, Business Development, Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and drive the expansion of Business Development & Partnerships at Zus Health.

• Develop and present partnership strategies and outcomes to senior leadership.

• Create and manage a strategic partner map to determine investment opportunities.

• Cultivate relationships with C-level executives and structure various partnership agreements including embedded, OEM, joint offerings, co-development, data licensing, and strategic investments.

• Navigate complex coopetition dynamics and align partners towards shared strategic objectives.

• Collaborate with the CEO, COO, and board on corporate development initiatives, market mapping, strategic interests, and acquisitions.

• Develop partner-led go-to-market strategies across healthcare technology, cloud services, EHR, CRM, analytics, AI clinical applications, and services ecosystems.

• Set guidelines for direct-sales engagement, deal registration, conflict resolution, and compensation structures.

• Create enablement, co-marketing, and co-selling playbooks in collaboration with Sales, Solutions Engineering, Marketing, and Customer Success teams.

• Manage revenue targets and pipelines sourced or influenced by partners.

• Oversee partnerships involving lab, pharmacy, claims, ADT, encounter, HIE, national network, and TEFCA data.

• Enhance data coverage, currency, quality, and unit economics.

• Negotiate data rights, permitted usage, licensing frameworks, BAAs, and DUAs in cooperation with Legal, Product, and Engineering teams.

• Identify datasets that can facilitate the development of new products and entry into new markets.

• Incorporate partner and market insights into the product development roadmap.

• Represent Zus at conferences, industry gatherings, and policy discussions.

• Stay informed about interoperability regulations, TEFCA, information blocking, and AI policies.

• Begin as a player-coach while building a team as partnership strategies are validated.

⛳️ Requirements

• Proven experience in leading partnerships or business development within a technology or health technology organization.

• Demonstrated success in product partnerships, channel/GTM partnerships, and data acquisition or licensing.

• Proficient in discussing APIs, integrations, workflows, data models, security, and compliance.

• In-depth knowledge of the healthcare data ecosystem, encompassing EHR/EMR, interoperability networks, HIEs, CMS, TEFCA, claims, pharmacy, lab, and payer/provider data.

• Exceptional negotiation skills with a solid understanding of data licensing economics, revenue sharing, and commercial/legal frameworks.

• Experience in crafting compelling narratives and materials while leading intricate cross-functional initiatives.

• Proven ability in driving channel revenue through referrals, resellers, and strategic go-to-market approaches.

• Familiarity with partner enablement, co-marketing, and co-selling strategies.

• Strong executive presence and ability to build networks.

• Capacity to formulate strategy and close deals independently.

• Legally authorized to work in the United States.

• Willingness to thrive in an environment where the operational playbook is still being developed.

🏝️ Benefits

• Competitive compensation package that includes both cash and equity.

• Comprehensive health insurance coverage.

• Wellness benefits to promote a healthy lifestyle.

• 401(k) plan with a matching contribution.

• Unlimited paid time off (PTO).

• Opportunity to collaborate with a dedicated and passionate team.