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Director of Partnerships

What you'll be doing:

The Director of Partner Relations is responsible for ensuring the successful execution of Lumere’s strategic partnerships through tight coordination with both Lumere and partner stakeholders in sales, marketing, account management, implementation, support, and services.  This individual will engage with each strategic partner to ensure alignment and successful execution of sales plans and activities as well as customer implementation, support, and service activities for customers engaged through strategic partners. 

The successful candidate is results-oriented, organized, and self-motivated. They have a proven track record of seamlessly managing multiple relationships (both internally and externally) and influencing and coordinating cross-functionally to deliver on key metrics.  They possess a strong knowledge of healthcare IT and services and understand how to effectively combine capabilities of multiple organizations to deliver an optimal customer experience. 

Responsibilities:

  • Manage and Maintain relationships with key personnel at strategic partners
    • Build and maintain relationships with key executives at each strategic partner
    • Regularly meet with and review strategic and execution expectations with each partner
  • Coordinate and support sales activities executed by strategic partners
    • Ensure strategic partners have adequate training and certification of Lumere knowledge to support customer-facing sales responsibilities
    • Develop and execute processes to maximize visibility into the strategic partner’s sales funnel
    • Ensure strategic partner expectations for the use and inclusion of Lumere’s products and services are aligned with Lumere priorities
    • Develop processes to transition customers from the sales process into implementation, support, and service engagements with Lumere
    • Develop a process to ensure smooth execution of customer subscriptions and projects associated with each strategic partner to Lumere’s customer-facing teams; coordinate execution of that process with client success, services, and support teams
  • Coordinate and support sales activities executed by Lumere’s commercial organization
    • Ensure the Lumere team has the tools, knowledge, and capabilities to sell and leverage strategic partner capabilities
    • Ensure strategic partner has necessary visibility into the sales funnel and has adequate plans in place to transition each prospect into delivery after the sales is completed
    • Coordinate with sales, marketing, and product to ensure partner capabilities are adequately leveraged and incorporated into product designs, sales materials, campaigns, and sales execution strategies
    • Coordinate with sales and marketing to minimize channel conflict when pursuing mutually accessible customers in the market
  • Define, measure and evaluate strategic partner relationships against key performance metrics
    • Define a set of key performance metrics for each partnership to ensure each partnership is meeting the initial and on-going expectations of Lumere’s senior leadership team
    • On a regular basis, evaluate the performance of each partnership to determine strategic modifications necessary to ensure long-term success against the key metrics

Qualifications

  • 5-10 years experience in account management, client engagement, partnership management, sales, or equivalent client-facing areas; experience in healthcare IT preferred
  • Strong healthcare industry knowledge as it relates to hospital administration, operating room management, value-based care, clinical operations, and cost management
  • Strong knowledge of and experience working with healthcare IT and services organizations
  • Significant experience working cross-functionally within an organization
  • Strong communication, project management and presentation skills at the Executive level
  • Illustrated success leading in a high-growth VC or PE-backed company
  • Degree from a nationally-recognized and well-regarded four-year institution
  • Ability to travel to partner locations and Chicago office as necessary (approx. 30% travel)
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