Position Summary:

The Director of Partnerships is responsible for the management and expansion of our current partner eco-system.  This individual will work collaboratively with our established partners to develop lead referral marketing and sales plans to support revenue growth and assist with new partnership opportunities to further our current and emerging screening solutions. Knowledge of relevant industry verticals (healthcare and education), relationships with key industry players, and experience with fostering relationships will be vital for success.

Essential functions, responsibilities:

Develop and lead the overall sales partnership strategy to support revenue growth, customer retention, market expansion, and the company’s broader business objectives.

• Develop partner segmentation and strategies to determine appropriate investment, support, enablement, marketing resources, and executive engagement based on strategic and commercial value.

• Identify partnership whitespace across the higher education and healthcare ecosystem, including associations, clinical placement/rotation platforms, SIS/ERP/education technology providers, admissions/CAS platforms, hospitals/health systems, and complementary student solutions.

• Build and manage a partner-sourced and partner-influenced pipeline, establishing clear processes for lead sharing, referrals, deal registration, opportunity ownership, and joint selling with Sales.

• Build, optimize, and scale a portfolio of strategic partnerships, including associations, clinical integration partners, student information system partners, and value-added solution providers.

• Identify, evaluate, and prioritize new partnership opportunities based on market potential, strategic alignment, customer value, and projected financial impact.

• Own partnership revenue goals, pipeline development, forecasting, and performance reporting, establishing measurable objectives for each strategic relationship.

• Build and maintain executive-level relationships with key partners, ensuring strong alignment, mutual value, and long-term commitment.

• Develop comprehensive growth plans for strategic partnerships, including revenue targets, customer engagement strategies, joint initiatives, and partner-specific success measures.

• Lead the negotiation and ongoing management of partnership agreements, commercial terms, and contracts in collaboration with Legal, Finance, and other key stakeholders.

• Establish partnership governance, performance standards, and accountability measures to assess results, identify risks, and address opportunities for improvement.

• Analyze partnership performance, market trends, customer needs, and the competitive landscape to provide strategic recommendations to senior leadership.

• Partner with Sales, Marketing, Product, Operations, Finance, and Sales Enablement to develop and execute programs, campaigns, events, and communications that increase partner engagement, market awareness, and revenue.

• Provide strategic guidance, tools, and resources that strengthen partners’ product knowledge, sales capabilities, and ability to effectively represent the company’s solutions.

• Expand relationships across partner organizations by developing strong networks with executive sponsors, decision-makers, sales leaders, and other key stakeholders.

• Present partnership strategy, financial performance, emerging risks, and growth opportunities to senior leadership and other key stakeholders.

• Represent the company at industry events, conferences, and executive meetings to strengthen brand visibility, cultivate relationships, and generate new partnership opportunities.

• Drive continuous improvement across the partnership function by implementing scalable processes, performance metrics, and best practices that support sustainable growth.

Key Skills and Experience:

• Bachelor's degree in business administration, marketing, communications, or equivalent combination of education and relevant professional experience required.

• 10+ years of progressive experience strategic sales, market development, partnerships or related commercial roles.

• Preferred experience building and engaging coalitions, industry consortia, standards bodies, trade associations, or other collaborative multi-party industry programs to advance shared strategic and market-development objectives.

• Established executive and decision-maker level networks and demonstrated industry credibility within this specialized market, with a proven ability to leverage strategic relationships to secure introductions, generate qualified opportunities, and accelerate business development.

• Demonstrated success leading complex business-to-business sales through consultative, relationship-based sales methodologies involving multiple decision-makers and extended enterprise sales cycles.

• Advanced revenue and commercial acumen with the ability to quickly evaluate market opportunities, understand client economics, and develop strategies that support sustainable revenue growth.

• Exceptional communication, presentation, and business storytelling skills, with a passion for engaging internal teams and building greater organizational capability to articulate business value and influence client decisions.

• Proficient with Microsoft Office applications, CRM platforms (e.g., Salesforce), and other business productivity and task management tools

Travel: This position requires regular travel to support client meetings, industry conferences, trade shows, networking events, and business development activities. Travel is expected to average approximately 25% and may increase based on business needs. 

Work/Training Schedule: Mon – Fri 8:00 am – 5:00 pm CST

Compensation for this role is determined by factors such as skills, experience, education, training, and internal equity. Pay may also vary based on geographic location in accordance with our compensation practices.

Job Pay Range