Strategic Partnerships Director

Responsibilities

A. Partnership Strategy and Portfolio Ownership

• Own CareMessage’s growth-enabling partnership portfolio across partner type, strategic objective, business-line impact, operating model, economics, risk, owner, and next step.
• Operationalize the Partnerships Playbook, including partner taxonomy, selection principles, gating model, partnership briefs, decision rights, QBRs, scorecards, and sunset criteria.
• Manage a regular partnership operating rhythm that makes partner health, risk, economics, customer impact, product commitments, and next steps inspectable by the CRO and KFL team.
• Maintain a clear view of current and emerging partnership categories, including programmatic partners, commercial partners, platform/gatekeeper partners, embedded/integration partners, sponsored/funder-linked partners, and new growth channels.

B. Commercial Partnership Development and Growth

• Source, evaluate, develop, negotiate, and manage partnerships that can create market access, partner-sourced pipeline, partner-led ARR, referrals, co-sell opportunities, sponsored programs, customer expansion, or other measurable growth outcomes.
• Build partner-specific business cases that connect CareMessage’s SaaS value proposition to partner incentives, customer workflows, patient outcomes, and sustainable economics.
• Partner with Sales Leads to convert partner relationships into qualified opportunities, account mapping, co-sell motions, referrals, and partner-enabled customer conversations.
• Define partner-sourced and partner-influenced pipeline attribution in partnership with Revenue Operations.
• Manage negotiation and commercial terms for partnerships that affect pricing, distribution, customer acquisition, expansion, partner-led ARR, revenue share, referral fees, partner fees, or sponsored-program economics.

C. Partner Lifecycle Management and Success

• Create mutual action plans and success criteria for priority partners.
• Run QBRs and partner health reviews for priority partnerships, including commercial outcomes, referrals, implementation outcomes, customer feedback, patient impact, product signal, and next-step accountability.
• Develop partner enablement materials, partner playbooks, joint messaging, referral guidance, co-sell workflows, and internal handoff documentation.
• Reset, pause, renegotiate, or wind down underperforming partnerships when value is not materializing or when risk exceeds expected return.
• Ensure partner work is not dependent on ad hoc follow-through.

D. Technical, Product, and AI-Enabled Operations

• Partner with Product and Engineering to assess roadmap impact, integration scope, data/security posture, implementation burden, post-launch support needs, and product boundaries before commitments are made.
• Partner with Customer Experience (specifically Professional Services) to ensure partner-driven opportunities are implementable, supportable, and aligned with customer workflows.
• Use AI, automation, CRM, partner relationship management tools, meeting intelligence, and structured data capture to scale partner operations, synthesize market signal, improve partner enablement, or reduce manual coordination.

Requirements

• Senior partnership builder who has created or meaningfully scaled a partner ecosystem in a SaaS, healthcare technology, digital health, health services, or similarly complex market.
• Managed growth through partners with measurable outcomes tied to partner-sourced pipeline, partner-influenced ARR, co-sell motions, sponsored programs, expansion, or new-market access.
• Experience negotiating and driving value through commercial models, partner agreements, revenue share, referral fees, co-sell rules, sponsored program terms, and mutual success criteria.
• Ability to turn conversations into partner briefs, mutual plans, QBRs, scorecards, pipeline attribution, renewal or reset decisions, and customer-ready execution.
• Comfortable working across executive, Sales, Product, Engineering, CX, Finance, Legal, Compliance, Marketing, and external partner teams without direct authority.
• Experience using AI, automation, data, or workflow tooling to scale partner operations, synthesize market signal, manage follow-up, support QBRs, improve partner enablement, or reduce manual coordination.
• Deep motivation by driving SaaS partner outcomes through revenue and growth while advancing patient impact, including access to care, care gap closure, clinical outcomes, and health equity.