Principal, Strategic Partnerships

The role

As Principal, Strategic Partnerships, you will be responsible for building and leading strategic partnerships on behalf of League and will report to the Vice President of Strategic Partnerships.  You may manage partnerships within a single portfolio or combination of partnerships across System Integrator, Enterprise Technology, and/or Product/ISV segments.  You will be responsible for the strategy, execution, negotiation/contract management, and relationship management for your partnerships towards achievement of business objectives.

The ideal candidate will have demonstrated experience growing and managing partnerships with top-5 Global Systems Integrators and/or Cloud providers, with proven success in driving opportunities via complex partner networks. They will have shown the ability to think strategically, navigate complex partner ecosystems, and lead teams to execute on revenue-generating KPIs.  The ideal candidate must have experience in healthcare/digital health.

What you will do:

• Partnership strategy definition and alignment: Define success/KPIs, develop a plan to get there, and align support to achieve those targets independently (including cross function, internal & external stakeholders, working team and leadership).
  • Develop sales strategies and identify opportunities that align to League’s platform go-to-market segments (payor, provider, pharmacy retail) by working closely with internal and external commercial teams. 
  • Collaborate with Product Marketing to develop ‘better together’ messaging for the partnership and enable our internal and partner commercial teams.
  • Partner with Marketing on strategies to drive partnership awareness through joint blogs, podcasts, webinars, case studies, etc.
  • Define and gain alignment on the partnership product roadmap internally and with the partner product development teams (e.g. technology integrations). 
  
  
  • Execution: Deliver on objectives at a high standard, on time, and meeting success criteria (e.g. sales qualified opportunities, revenue targets) independently. 
  • Responsible for driving execution on the strategy from start to finish, internally & externally, cross functionally, and with all levels of leadership. 
  • Effectively consider dependencies and mitigate risks when planning work.
  • Manage partnerships to the partnership health framework.  
  • Proactively raise and address issues, such that the resulting impact is minimized. 
  
  
  • Partnership Structuring & Negotiation: Responsible for defining commercial models and negotiating contracts resulting in longstanding win-win partnerships independently. 
  • Successfully navigate, identify, evaluate and prioritize risk to minimize negative impacts to the business. 
  • Manage partnerships in alignment with contracts.
  
  
  • Relationship Management: Ensure healthy partner relationships that both position the partnership for success in achieving objectives, and are aligned with League's core values.   
    • Develop and nurture relationships at all levels (including senior executives) and across all applicable functions within the partner organization. Identify and collaborate with key decision-makers and influencers.
    • Coordinate governance with key stakeholders to drive partnerships forward.
    • Manage partnerships such that teams that are responsive, execute, make decisions, ideate well together, and trust each other.  If one of these tenants falls, you ensure that it is promptly addressed.

What you bring:

• 5+ Years of partner or channel development/management and/or experience working with Global System Integrators (e.g. Deloitte, Accenture - experience in digital transformation a bonus) and/or with a Cloud Provider (e.g. Google, Microsoft, AWS)
• 5+ years of partner management experience with revenue-generating KPIs
• 7+ years of experience in healthcare/digital health

• Bonus: 
• Consulting, investment banking, corporate development experience and/or MBA
• Entrepreneurial experience or experience building net new partner revenue lines at a hyper-growth organization
• Strong understanding of the payor market

Security-related Responsibilities:

• Compliance with Information Security Policies
• Responsibility and accountability for executing League's policies and procedures
• Notification of HR, Legal, Compliance & Security of any incidents, breaches or policy violations