Tribal Health Lead (Sales & Partnerships)

Key Responsibilities

I. Tribal Health Market Development

• Contribute to CareMessage’s market development strategy for Tribal Health.
• Build and manage a targeted account strategy across Tribal Health Organizations, Urban Indian Organizations, inter-Tribal health partners, regional associations, and aligned ecosystem partners.
• Use existing relationships and market knowledge to identify high-fit opportunities, partnership pathways, and customer needs.
• Develop CareMessage’s point of view on how patient engagement, outreach, reporting, and data capabilities can support Tribal Health priorities.
• Represent CareMessage at Tribal Health, Indigenous health, public health, and regional conferences.
• Build trust through culturally respectful engagement, strong follow-through, and clear understanding of local context.

II. Business Development & Strategic Partnerships

• Source, develop, and close new Tribal Health opportunities through direct outreach, referrals, partner channels, conferences, and relationship-based business development.
• Build and maintain relationships with executive leaders, clinical leaders, operational leaders, IT/EHR stakeholders, and board or governance-adjacent stakeholders.
• Identify strategic partnership opportunities with organizations serving Tribal Health, including technology partners, public health partners, associations, funders, and regional networks.
• Shape opportunities early by understanding customer priorities, funding pathways, operational readiness, procurement processes, and technical requirements.
• Develop account and territory plans that translate relationship-building into measurable pipeline and revenue.
• Partner with the Chief Revenue Officer on market prioritization, strategic account strategy, and ecosystem partnerships.

III. Personal Sales Execution

• Personally own and close new Tribal Health ARR, with annual revenue targets.
• Lead complex, high-trust sales cycles from discovery through close.
• Conduct strong discovery across executive, clinical, operational, and technical stakeholders.
• Build compelling business cases that connect CareMessage’s capabilities to customer goals such as access, care gap closure, patient communication, staff efficiency, reporting, and health outcomes.
• Navigate multi-stakeholder decision-making, including budget, procurement, contracting, technical review, and implementation readiness.
• Model disciplined sales execution, including account planning, pipeline management, next-step clarity, and timely CRM documentation.

IV. Technical & Product-Adjacent Selling

• Develop a strong understanding of CareMessage’s product portfolio, roadmap, implementation model, and user workflows.
• Translate technical capabilities into clear customer value, including outreach workflows, segmentation, reporting, integrations, data exchange, and patient communication use cases.
• Partner with Product, Engineering, Professional Services, and Customer Experience to assess customer fit, implementation complexity, integration needs, and technical feasibility.
• Understand common Tribal Health technology environments, including EHRs, data systems, reporting requirements, and interoperability constraints.
• Surface market-specific product feedback.

V. Market Intelligence & Go-to-Market Strategy

• Partner with the Chief Revenue Officer and Chief Strategy Officer on GTM strategy.
• Maintain a strong view of Tribal Health market trends, funding dynamics, policy changes, technology needs, competitive alternatives, and partnership opportunities.
• Translate market insights into practical recommendations for messaging, packaging, pricing, partnerships, and product prioritization.
• Partner with Growth Marketing and Product Marketing to develop market-specific messaging, collateral, case studies, conference strategies, and outreach campaigns.
• Define strong market fit in Tribal Health, including ideal customer profiles, adoption risks, technical readiness, and value drivers.

VI. Cross-Functional Execution

• Partner closely with Customer Experience and Professional Services on onboarding, adoption, support, and implementation expectations.
• Partner with Finance and the Chief Revenue Officer on pricing, discounting, subsidies, grant-funded opportunities, and contract structure.
• Partner with Compliance and Legal on data privacy, security, contracting, and risk considerations.

Performance Indicators (KPIs)

• New Tribal Health ARR attainment
• Qualified Tribal Health pipeline created
• Strategic opportunities sourced through direct relationships, partners, and conferences
• Conversion from target account engagement to qualified opportunities
• Deal velocity and close rates in Tribal Health opportunities
• Forecast accuracy and CRM hygiene