Strategic Partnerships Director

CareMessage

7h•$164,440 - $177,532

About The Position

CareMessage is a technology non-profit dedicated to improving health equity for low-income populations across the United States. The organization utilizes the Health Equity Engine™ platform, which combines messaging, data, and interoperability to enhance access to care, improve clinical outcomes, and address social determinants of health. Since 2013, CareMessage has reached 22 million patients, making it a proven solution for health equity at scale. The team is driven by a nonprofit model that reinvests revenue into impact, positioning CareMessage as a preferred partner for organizations committed to health equity. The company values team members who deliver measurable results, invest in colleagues, seek feedback, remain solutions-oriented, lead with integrity, and communicate with clarity and empathy. They are looking for individuals motivated by impact, energized by collaboration, and ready to contribute to meaningful work.

Requirements

8–12+ years of experience experience in B2B SaaS, healthcare technology, digital health, population health, patient engagement, value-based care, safety-net healthcare, or other regulated markets in a strategic partnerships, alliances, business development, channel partnerships, partner sales or a related commercial role, with demonstrated experience building or materially scaling a partner ecosystem, program, channel, or alliance portfolio.
Experience in B2B SaaS, healthcare technology, digital health, population health, patient engagement, value-based care, safety-net healthcare, or other regulated markets.
Proven ability to drive measurable growth through partners, including partner-sourced or partner-influenced pipeline, ARR, co-sell motions, referrals, sponsored programs, expansion revenue, or new-market access.
Strong commercial judgment and negotiation experience across partner economics, pricing, revenue share, referral fees, co-sell rules, sponsored programs, renewals, resets, or complex partnership agreements.
Experience managing the partner lifecycle from sourcing and qualification through launch, enablement, performance management, expansion, reset, or sunset.
Experience building partner-sourced pipeline attribution, partner scorecards, partner QBRs, rules of engagement, enablement workflows, and mutual action plans.
Strong product and technical judgment, with the ability to work cross-functionally before making commitments around integrations, data, workflow, implementation, compliance, or support.
Demonstrated use of AI, automation, CRM/PRM, analytics, or workflow tools to scale partner operations, reporting, follow-up, enablement, or market-signal synthesis.
Strong executive presence, written communication, and structured thinking; able to influence without authority and produce clear briefs, mutual plans, decision packets, and executive-ready recommendations.
Deep alignment with CareMessage’s mission to advance health equity and comfort balancing revenue outcomes with patient impact, partner trust, and long-term sustainability.
Comfort with regular travel for partner meetings, conferences, customer visits, and market learning, typically 1–2 trips per month for a few days each.

Nice To Haves

Experience with partner categories such as PCAs, HCCNs, CINs, ACOs, payers, health plans, EHR ecosystems, data/analytics partners, integration partners, public-health networks, funders, or regional/national associations.
Nonprofit, safety-net, or hybrid revenue / operating-sustainability models.
Background in scaling or transformation-stage organizations where the partnership function had to be built while the company continued to operate.

Responsibilities

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.
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.
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.
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 follow-up, generate executive-ready briefs, and reduce manual coordination.
Build a repeatable operating system for tracking partner commitments, product asks, commercial dependencies, data-sharing risks, implementation readiness, support burden, and decision logs.
Help CareMessage distinguish scalable product and data opportunities from one-off partner requests that would create roadmap drag.
Partner with CRO/Finance on pricing, margin, partner economics, revenue share, referral fees, sponsored programs, pipeline attribution, ARR treatment, and renewal/reset scenarios.
Partner with Legal and Compliance on privacy, security, data-sharing, funded-program risk, messaging risk, contracting, customer authorization, and BAA/DUA needs.
Partner with Strategy and Marketing when partnerships affect mission expression, brand, category positioning, external claims, intervention boundaries, conferences, or field-building work.
Escalate decisions appropriately when partnerships involve enterprise commitments, executive-level relationships, material technical investments, mission/brand sensitivity, or legal/compliance risk.
Prepare clear partner briefs and recommendations that allow KFL and executive decision-makers to make fast, informed go / no-go / pilot / reset decisions.
Monitor partner movement, platform ecosystems, payer/VBC dynamics, EHR marketplaces, outsourcing patterns, data-access opportunities, partner competitors, and emerging safety-net network structures.
Translate partner signal into practical recommendations for GTM strategy, product readiness, pricing, packaging, messaging, enablement, conference strategy, and annual planning.
Help CareMessage evaluate where to build, partner, buy, pause, or stop based on mission fit, technical feasibility, commercial coherence, long-term value, and patient impact.
Create institutional knowledge so partner learning survives individual conversations and becomes part of CareMessage’s operating model.

Benefits

Competitive salaries and benefits packages
Paid parental leave for biological and adopted children
18 paid company holidays, including a one week mid-year and one week end-of-year break
9 wellness days
15 days of PTO
1-month (20 working days) paid sabbatical after the 4-year anniversary, and every 4 years thereafter
Generous medical, dental, and vision insurance for employees and their families
Health Savings Accounts and Flexible Spending Accounts
Short & long-term disability insurance
$100 per employee yearly wellness budget
PerkSpot: Instant access to discounts on products & services from hundreds of vendors
Volunteerism incorporated in onboarding and encouraged on an ongoing basis