Strategic Partnerships Director

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

📋 Description

• Take charge of CareMessage’s partnership portfolio that facilitates growth, focusing on partner types, strategic goals, business-line impact, operational models, economic factors, risks, ownership, and future steps.

• Implement the Partnerships Playbook, which encompasses partner categorization, selection criteria, gating processes, partnership briefs, decision-making authority, quarterly business reviews (QBRs), scorecards, and criteria for phasing out partnerships.

• Establish a consistent operating rhythm for partnerships that allows for the assessment of partner health, risks, economic impact, customer influence, product commitments, and subsequent steps to be reviewed by the Chief Revenue Officer (CRO) and KFL team.

• Keep an updated perspective on existing and emerging categories of partnerships, including programmatic, commercial, platform/gatekeeper, embedded/integration, sponsored/funder-linked partners, and novel growth avenues.

• Identify, assess, develop, negotiate, and oversee partnerships that can enhance market access, generate partner-sourced pipelines, facilitate partner-led Annual Recurring Revenue (ARR), drive referrals, co-selling initiatives, sponsored programs, customer growth, or other quantifiable growth outcomes.

• Develop partner-specific business cases that link CareMessage’s SaaS value proposition to partner incentives, customer workflows, patient outcomes, and sustainable economic models.

• Collaborate with Sales Leads to transform partner relationships into qualified opportunities, account mapping, co-selling strategies, referrals, and partner-enabled customer discussions.

• Formulate mutual action plans and establish success criteria for priority partnerships.

• Conduct QBRs and health reviews for key partnerships, focusing on commercial results, referrals, implementation success, customer feedback, patient impact, product signals, and responsibilities for next steps.

• Create a repeatable system for monitoring partner commitments, product requests, commercial dependencies, data-sharing risks, implementation readiness, support obligations, and decision logs.

• Assist CareMessage in differentiating scalable product and data opportunities from one-off partner inquiries that could impede the roadmap.

⛳️ Requirements

• 8–12+ years of experience in B2B SaaS, healthcare technology, digital health, population health, patient engagement, value-based care, safety-net healthcare, or other regulated markets, focused on strategic partnerships, alliances, business development, channel partnerships, partner sales, or related commercial roles, with proven experience in building or significantly scaling a partner ecosystem, program, channel, or alliance portfolio.

• Strong commercial acumen and negotiation skills in areas such as partner economics, pricing, revenue sharing, referral fees, co-selling agreements, sponsored programs, renewals, resets, or complex partnership contracts.

• Experience overseeing the partner lifecycle from sourcing and qualification through to launch, enablement, performance management, expansion, resets, or phase-outs.

• Proven ability to develop partner-sourced pipeline attribution, partner scorecards, partner QBRs, engagement rules, enablement workflows, and mutual action plans.

• Strong product and technical judgment, with the capacity to collaborate across functions before making commitments regarding integrations, data, workflows, implementation, compliance, or support.

• Demonstrated use of AI, automation, CRM/PRM, analytics, or workflow tools to enhance partner operations, reporting, follow-up, enablement, or market signal analysis.

• Strong executive presence, effective written communication, and structured thinking; capable of influencing without direct authority and producing clear briefs, mutual plans, decision documents, and executive-ready recommendations.

• Deep alignment with CareMessage’s mission to promote health equity, alongside a comfort in balancing revenue objectives with patient impact, partner trust, and long-term sustainability.

• Willingness to travel regularly for partner meetings, conferences, customer visits, and market learning, typically involving 1–2 trips per month for several days each.

🏝️ Benefits

• We compensate fairly and equitably.

• We believe in equal work for equal pay: all team members in the same role at equivalent levels receive similar compensation, regardless of their location.

• Paid parental leave for both biological and adopted children.

• 18 paid company holidays, which include a week-long break in the middle of the year and another at the end of the year.

• 9 wellness days available for personal care or unexpected life events.

• 15 days of paid time off (PTO).

• A one-month (20 working days) paid sabbatical after four years of service, and every four years thereafter.

• Comprehensive medical, dental, and vision insurance for employees and their families.

• Health Savings Accounts and Flexible Spending Accounts provided.

• Short-term and long-term disability insurance included.

• A yearly wellness budget of $100 per employee, with flexibility to spend on resources for physical, emotional, and mental wellness.

• PerkSpot: Immediate access to discounts on products and services from numerous vendors.

• Volunteerism is integrated into onboarding and is encouraged continuously.