Technology Solutions - Principal

Independence Pet Holdings

3d • $170,000 - $213,500 • Remote

About The Position

Clarus is seeking a Technology Solutions - Principal to lead strategic partnerships and enterprise growth across Practice Information Management Systems (PIMS) and other Independent Software Vendor (ISV) platforms. This commercially focused, partnership-driven role requires expertise in contract structuring, pricing strategy, and long-term ecosystem collaboration. The Principal will advise partners and shape integration, co-marketing, and growth strategies across the animal health technology and insurance ecosystem, coordinating internal teams to deliver results. The position is remote in the USA and requires willingness and ability to travel up to 50%.

Requirements

• 15+ years of experience in enterprise sales, strategic partnerships, or business development within veterinary, animal health, insurance, or health tech.
• Proven track record structuring and closing large strategic partnerships involving multiple stakeholders across the veterinary and animal health industry.
• Direct, hands-on experience with pet health insurance providers and/or PIMS and veterinary practice management platforms, including B2B data connectivity and integrations.
• Deep expertise in contract management, pricing strategy, and negotiations, including revenue-share and multi-year agreement structures.
• Strong understanding of insurance models, reimbursement workflows, and veterinary software ecosystems.
• Established relationships across corporate veterinary groups and KOLs.
• Strong executive presence and excellent written, verbal, and presentation skills.
• Experience developing brand strategy and go-to-market narratives.
• Analytical and data-driven approach, with experience owning business P&L, ROI models, and profitability recommendations.
• Willingness and ability to travel up to 50%.

Nice To Haves

• Demonstrated leadership of cross-functional and product teams.
• Experience building sales infrastructure and processes.

Responsibilities

• Identify, develop, and expand relationships with PIMS platforms and veterinary engagement platforms, building a strategic partnership pipeline aligned with company priorities.
• Develop and launch joint go-to-market strategies and partnership frameworks, including referral models, co-selling motions, and B2B integration roadmaps.
• Lead co-selling and co-marketing initiatives with partners, including brand strategy, KOL engagement, and high-profile pilot programs.
• Own complex enterprise deal cycles involving PIMS integrations and veterinary engagement platforms, coordinating multi-stakeholder alignment from discovery through contract execution.
• Develop partner-specific business cases and ROI models; oversee business P&L and profitability recommendations tied to strategic agreements.
• Drive new revenue growth through strategic partnerships, track performance against targets, and optimize based on results.
• Build and maintain sales infrastructure and reporting processes, such as Zoho, to manage deals, pipeline, and partner performance; communicate status, risks, and outcomes to stakeholders.
• Lead contract negotiations involving pricing models, revenue-share structures, and multi-year agreements.
• Work with Legal, Finance, and executive leadership to structure scalable deals and formalize long-term business partnerships, ensuring contracts support strategic objectives, partner economics, and long-term value.
• Build relationships with senior executives, KOLs, and corporate veterinary groups; establish governance and executive alignment across partner organizations.
• Lead presentations and business reviews that turn industry insight into narratives, data, and action plans; advise partners on strategy, integration priorities, and growth opportunities.
• Coordinate cross-functional teams supporting partner onboarding, technical integrations, and B2B data connectivity.
• Monitor partner performance, adoption, and engagement; execute retention and expansion plans, mitigate risks, and identify growth opportunities from data, partner feedback, and market insights.
• Partner with Product to scope, prioritize, and commercialize integrations and B2B offerings that improve partner and customer experience.
• Collaborate with Sales, Customer Success, Implementation, Finance, and Legal to align execution, governance, and commercial outcomes.
• Use reporting and analytics to inform strategy, measure success, and optimize partner performance.

Benefits

• Annual bonus eligibility
• Comprehensive full medical insurance
• Dental insurance
• Vision insurance
• Basic life insurance at no cost to the employee
• Company-paid short-term disability
• Company-paid long-term disability
• 12 weeks of 100% paid parental leave
• Health Savings Account (HSA)
• Flexible Spending Accounts (FSA)
• Retirement savings plan
• Personal paid time off
• Paid holidays and company-wide Wellness Day off
• Paid time off to volunteer at nonprofit organizations
• Pet-friendly office environment
• Commuter benefits
• Group pet insurance
• On-the-job training and skills development
• Employee Assistance Program (EAP)

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed