VP, Strategic Partnerships and Marketplace Leader

2 weeks ago

Mississauga, Ontario, Canada PointClickCare Full time

At PointClickCare, we're committed to creating a world where healthcare providers and plans can deliver frictionless care. As a key member of our team, you'll play a vital role in driving the growth of our Senior Care business through strategic partnerships and our marketplace/API ecosystem.

The Vice President, Strategic Partnerships & Marketplace, will be responsible for developing and maintaining the partner-powered solutions strategy, managing the entire life cycle of partner relationships, and driving revenue growth and market expansion. This role requires a strategic thinker with a proven track record of building and scaling successful partner ecosystems, leveraging deep industry knowledge, and aligning partners with business objectives.

Key Responsibilities:

  • Develop and implement a robust strategy for partnerships to drive revenue growth and achieve internal revenue growth targets and KPIs for our Senior Care business.
  • Lead a partnerships team responsible for the performance management of existing partners and identifying, selecting, and ensuring the success of commercial agreements for new technology partners.
  • Formulate and evolve partnership strategy, develop business cases with clear value drivers, and creatively structure partnerships to achieve business objectives.
  • Collaborate with the Senior Care executive team to ensure alignment of our partnership efforts with overall business strategy.
  • Ensure sound execution of day-to-day operations, manage P&L, hit revenue growth projections, and develop a long-term plan for success of the partnership strategy and marketplace business.
  • Oversee the design and execution of scalable partner programs, including onboarding, enablement, incentives, and ongoing support to ensure partner success.
  • Oversee financial management of the partnerships and marketplace program: monthly progress against commitment, margin, revenue growth, and upside.
  • Analyze market trends, competitive landscape, and customer insights specific to our Senior Care business to identify growth opportunities and adjust partnership strategies accordingly.
  • Stay updated on industry trends, emerging technologies, and regulatory changes within the post-acute care sector 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, 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.

Qualifications:

  • Bachelor's degree in Business Administration or Commerce and/or Math; MBA is definitely preferred.
  • 15+ years of direct experience in partnership leadership and 5+ years leading and motivating layered management teams within the healthcare industry, ideally health tech.
  • Excellent understanding of healthcare delivery, reimbursement, and managed care (post-acute care market experience a plus).
  • Demonstrable track record of achieving/exceeding commercial targets within a partnerships role.
  • Proven success in building, scaling, and optimizing channel and technology partner ecosystems, with demonstrable revenue.
  • Ability to design and execute a business plan to achieve revenue goals, determine growth strategy, and align cross-functionally to drive company objectives.
  • Deep knowledge and playbooks for partner acquisition and expansion.
  • Strategic thinker with a strong business acumen, analytical and market/partnership opportunity modeling 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.

At PointClickCare, we offer a competitive salary range of $225,000 - $250,000, plus bonus or commission, equity, and benefits. Our salary ranges are determined by job and level, and individual compensation is determined by job-related skills and knowledge, relevant experience, and/or work location.

PointClickCare is an equal opportunity employer and welcomes applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process.

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