Senior Director, Strategic Partnerships, Acute & Payer (CA) at PointClickCare in Baltimore, MD

PointClickCare is a leading North American healthcare technology platform enabling meaningful care collaboration and realtime patient insights. For over 20 years, the company has been focused on realizing its vision: to help create a world in which providers and plans can confidently deliver frictionless care. Since its inception, PointClickCare has grown exponentially, with over 2,200 employees working to impact millions across North America. Recognized by Forbes as one of the top 100 private cloud companies and acknowledged by Waterstone Human Capital as Canada's Most Admired Corporate Cultures, PointClickCare leads the way in creating cloud-based healthcare software. At PointClickCare, we offer a wealth of opportunities and a vibrant culture that empowers our employees. Our dynamic environment is the perfect place to advance your career while engaging in meaningful work alongside incredible colleagues. Here, you'll discover a space where your talents can thrive, your career can grow, and your work will have a lasting impact on healthcare across North America. We believe that work becomes profoundly fulfilling when driven by a higher purpose. Join us and be part of a team that is making a real impact. To learn more about us, check out Life at PointClickCare and connect with us on Glassdoor and LinkedIn.
Reporting to the Chief Strategy Officer, the Senior Director, Strategic Partnerships for our Acute and Payer business is responsible for developing and maintaining the Partner Powered Solutions strategy, managing the entire life cycle of partner relationships (identification, prioritization, negotiation, GTM planning, and ongoing performance management). These partnerships include strategic and commercial partners, referral agreements, embedded solutions, consulting arrangements, and our marketplace/API approach. The role requires an individual who is a strategic thinker with a demonstrated ability to act individually where required but also lead and improve team efficiency and effectiveness through the creation and continued optimization of process and approach. The ideal candidate will have a proven track record of building and scaling successful partner ecosystems, leveraging deep industry knowledge, and aligning partners with business objectives to drive revenue, market expansion, and mutual growth. This role will require a strategic thinker and effective leader with the ability to build and maintain strong relationships with external and internal cross-functional stakeholders.

Key Responsibilities:

Develop and implement a robust strategy for partnerships (including commercial partners, referral agreements, embedded product, consulting relationships, and marketplace/API ecosystem partners) to drive revenue growth and achieve internal revenue growth targets and KPIs for our Acute & Payer business.
Lead a partnerships team that is responsible for the performance management of existing technology partners and is responsible for identifying, selecting, and ensuring the success of commercial agreement for new technology partners that meet the company's goals for quality, commercial, and technical performance.
Formulate and evolve partnership strategy, develop business cases with clear value drivers and creatively structure partnerships to achieve business objectives.
Analyze market trends, competitive landscape, and customer insights specific to our Acute & Payer business to identify growth opportunities and adjust partnership strategies accordingly.
Stay updated on industry trends, emerging technologies, and regulatory changes within the healthcare sector (e.g. 21st Century Cures Act, TEFCA) to identify potential partnership opportunities and disruptions.
Develops and leads negotiation strategy, options and scenarios with partners. Grows a positive relationship with partners to set the partnership up for long-term success.
Collaborate cross-functionally internally (including, sales, marketing, product, state directors, corporate strategy) and externally with all levels to ensure a seamless integration of partner solutions into PointClickCare's product and commercial strategies.
Communicates with all partners and internal stakeholders at all stages of the deal process to secure agreement and approvals. Drives deals to closure while maintaining a willingness to walk away from deals that do not meet business objectives or introduce unacceptable risk.
Monitor and report on key performance indicators (KPIs) related to revenue generation, partnership success, and overall business growth within our A&P business.

Qualifications:

Bachelor's degree in Business Administration or Commerce and/or Math; MBA is definitely preferred.
Minimum of 10 years of experience working in the healthcare industry- ideally within healthcare providers, payers, health tech, and healthcare associations.
Demonstrated experience working with and understanding accountable care organizations (ACO's), hospital systems, payers and other entities in the healthcare industry.
Excellent understanding healthcare delivery, reimbursement and managed care.
Minimum of 10 years of experience in sourcing, vetting and performance managing technology partnerships, business development, or a related field.
Strategic thinker with a strong business acumen, analytical and market/partnership opportunity modelling skills who can work independently as well as collaboratively.
Strong negotiation skills and the ability to influence at the executive level.
Excellent communication and interpersonal skills, with the ability to build and maintain relationships.
Strong leadership skills, with the ability to inspire, motivate and collaborate cross-functional teams.
Proven ability to build and maintain relationships with key stakeholders and partners.
Results-oriented with a history of achieving sales targets and driving business growth.
Has a strong personal brand as a senior consultant, excellent critical thinking, analytical, and communication skills.

At PointClickCare, base salary is one of the many components that make up our total rewards package. The CA base salary range for this position is $171,000 - $190,000 + bonus or commission + equity + benefits. Our salary ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all CA locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.#LI-Remote#LI-JP1
It is the policy of PointClickCare to ensure equal employment opportunity without discrimination or harassment on the basis of race, religion, national origin, status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law. PointClickCare welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. Please contact recruitment@pointclickcare.com should you require any accommodations.
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