Senior Director, Partner Account Management - Stellarus

Blue Shield of California•Oakland, CA

About The Position

The Business Development and Strategic Partnerships team recruits new customers and partners that contribute technological leadership, market reach, and revenue to Stellarus. The Senior Director, Partner Account Management will report to the VP, Business Development & Strategic Partnerships. In this role, you will be accountable for end-to-end management of Stellarus’ partner portfolio, including both strategic build-with partners and the Stellarus Marketplace partnership program, which delivers partner offerings to customers through API integrations with the Stellarus core platform. You will lead a team of partner account managers and serve as the executive owner for Stellarus’ most critical partner relationships, ensuring partnerships are successfully launched, scaled, and managed over time. This role sits at the intersection of business strategy, product, and technology, and is responsible for ensuring partnerships translate into durable products, scalable integrations, and measurable business outcomes. Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow—personally, professionally, and financially. We are looking for a leader who can build strong teams, operate with clarity and accountability, and deliver results through collaboration.

Requirements

Requires a bachelor’s degree or equivalent experience in business, technology, or a related field; advanced degree preferred.
Requires 12+ years of experience in partnership management, strategic alliances, platform ecosystems, or related roles.
Requires demonstrated experience leading partner portfolios and teams, including accountability for complex, long-term partnerships.
Requires strong understanding of product and technology collaboration, including API-based integrations and platform partnerships.
Requires proven ability to operate cross-functionally and influence senior leaders across Product, Engineering, and Commercial teams.
Requires experience designing and scaling partner programs or ecosystems, preferably in a SaaS, platform, or healthcare technology environment.
Excellent communication, negotiation, and executive presence skills.

Nice To Haves

Strongly preferred proficiency in Salesforce CRM, LinkedIn Sales Navigator, and AI-driven sales tools.

Responsibilities

Own the overall partner account management strategy for Stellarus, spanning strategic partnerships and the Marketplace partner ecosystem.
Define and manage partner segmentation, engagement models (1:1 and 1:few), and coverage strategies aligned to business priorities.
Serve as executive sponsor for Stellarus’ most strategic partners, maintaining senior-level relationships and resolving complex issues.
Oversee partnerships that contribute directly to product development, platform capabilities, and roadmap acceleration.
Coordinate closely with Product and Technology leaders to ensure partner integrations are well-scoped, sequenced, and successfully delivered.
Ensure partner capabilities are translated into scalable, supportable product offerings rather than one-off solutions.
Lead the Stellarus Marketplace partnership program, including partner onboarding, integration standards, commercialization readiness, and lifecycle management.
Establish clear expectations for API-based integrations, partner enablement, and ongoing operational support.
Ensure Marketplace offerings are aligned with customer needs, product standards, and platform governance.
Act as the primary point of coordination between Partnerships, Product, Technology, Legal, Security, and Go-To-Market teams for active partners.
Translate partner commitments into clear internal plans, timelines, and ownership.
Proactively surface risks, dependencies, and trade-offs related to partner delivery and integration.
Lead, coach, and develop a team of Partner Development Managers and related roles.
Set clear goals, operating rhythms, and performance expectations for the team.
Build consistent partner account management practices, playbooks, and reporting.
Define and track success metrics for partnerships, including adoption, partner performance, customer impact, and strategic value.
Establish regular partner business reviews and internal reporting cadences.
Drive continuous improvement across partner processes, tools, and governance.