PointClickCare is a leading North American healthcare technology platform enabling meaningful care collaboration and real‐time patient insights. For over 20 years, the company has been focused on realizing its vision: to help create a world in which providers and plans can confidently deliver frictionless care. Since its inception, PointClickCare has grown exponentially, with over 2,200 employees working to impact millions across North America. Recognized by Forbes as one of the top 100 private cloud companies and acknowledged by Waterstone Human Capital as Canada’s Most Admired Corporate Cultures, PointClickCare leads the way in creating cloud-based healthcare software.
At PointClickCare, we offer a wealth of opportunities and a vibrant culture that empowers our employees. Our dynamic environment is the perfect place to advance your career while engaging in meaningful work alongside incredible colleagues. Here, you’ll discover a space where your talents can thrive, your career can grow, and your work will have a lasting impact on healthcare across North America. We believe that work becomes profoundly fulfilling when driven by a higher purpose.
Join us and be part of a team that is making a real impact.
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The Vice President, Strategic Partnerships & Marketplace, will be responsible for contributing to the growth of our Senior Care business through strategic partnerships and our marketplace /API ecosystem business. Reporting to the Chief Strategy Officer, the VP, Strategic Partnerships & Marketplace, is responsible for developing and maintaining the partner powered solutions strategy, managing the entire life cycle of partner relationships (identification, prioritization, negotiation, and ongoing performance management) for our Senior Care business. These partnerships include strategic and commercial partners, embedded solutions, and our marketplace/API business. PointClickCare’s Marketplace is the largest ecosystem in the senior care market.
The role requires an individual who is a strategic thinker with a demonstrated ability to act individually where required but also lead and improve team efficiency and effectiveness through the creation and continued optimization of process and approach. The ideal candidate will have a proven track record of building and scaling successful partner ecosystems, leveraging deep industry knowledge, and aligning partners with business objectives to drive revenue, market expansion, and mutual growth. This role will require a strategic thinker and effective leader with the ability to build and maintain strong relationships with external and internal cross-functional stakeholders.
Key Responsibilities:
- Develop and implement a robust strategy for partnerships (including commercial partners, embedded product, and marketplace/API ecosystem partners) to drive revenue growth and achieve internal revenue growth targets and KPIs for our Senior Care business.
- Lead a partnerships team that is responsible for the performance management of existing partners and is responsible for identifying, selecting, and ensuring the success of commercial agreements for new technology partners that meet the company’s goals for quality, commercial, and technical performance.
- 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 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 objective.
- Deep knowledge and playbooks for partner acquisition and expansion.
- Strategic thinker with a strong business acumen, analytical and market/partnership opportunity modelling 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.