VP, Health Systems Partnerships

What is the VP, Health Systems Partnerships role?

We are seeking a VP, Health Systems Partnerships to build and lead the commercial growth and own our hospital and health system relationships. Reporting to the President & GM, Health Systems, this leader will own enterprise sales, strategic partnerships, Customer Success, retention, and expansion, translating the business strategy into a repeatable commercial motion.

Today, the business has a differentiated software platform, leading health system customers, and offerings spanning Hospital at Home, SNF at Home, Post-Acute RPM, and Chronic Care. The foundation is in place. The opportunity is to determine where we can win commercially, accelerate new-logo acquisition, and dramatically expand the value of our existing customer relationships.

This leader will own the health systems go-to-market strategy and execution across new business, account growth, commercial positioning, pipeline, sales, and customer expansion. You will work closely with Product leadership to translate market and customer insight into product priorities, while maintaining clear accountability for revenue growth. This leader will be responsible for the full enterprise customer lifecycle, from defining the go-to-market strategy and building pipeline through closing enterprise partnerships, launching customers, driving adoption and value realization, and ultimately expanding and renewing those relationships. 

We are looking for someone who has built and run the enterprise playbook before. You understand how to sell complex healthcare solutions into large health systems, but you also know that signing the contract is just the beginning. You know how to create the operating rhythm, processes, customer success model, executive relationships, metrics, and cross-functional accountability required to turn an enterprise customer into a successful, growing, long-term partnership.

This role will own Enterprise Sales and Customer Success for Hospital at Home and will work closely with Product, Clinical, Operations, Finance and Executive Leadership to build a repeatable and scalable enterprise business.  

What you’ll be doing:

• Develop and execute the enterprise GTM strategy in alignment with the overall Health Systems business strategy, owning new-logo acquisition, pipeline, sales execution, Customer Success, retention, and expansion.
• Build a repeatable enterprise playbook across sales, implementation, customer success, and NRR.
• Build and lead the Enterprise Sales and Customer Success organization.
• Develop relationships with senior health system executives and lead complex enterprise opportunities from initial engagement through close.
• Own pipeline strategy, forecasting, deal execution, and performance against revenue targets.
• Partner with leadership on positioning, pricing, contracting, and product strategy.
• Own the post-sale customer success lifecycle, including implementation, adoption, executive engagement, value realization, retention, renewal, and expansion.
• Establish and drive to clear market-leading customer health metrics including NPS, renewal rate, NRR, and product expansion.
• Develop strategic, long-term relationships with enterprise customers and identify opportunities to expand across markets, facilities, populations, and service lines.
• Serve as the voice of the customer and bring structured market insights back to Product, Clinical, Operations, and Executive Leadership.

What you’ll bring

• You are a hands-on builder who knows how to create growth, not simply manage an existing sales organization.
• 10+ years of experience in enterprise healthcare technology, digital health, healthcare services, or a related sector.
• Significant experience leading enterprise sales and commercial organizations selling into health systems.
• A demonstrated track record of materially growing revenue through both new customer acquisition and expansion of existing accounts.
• Proven success selling complex, high-value software or technology-enabled solutions into large health systems.
• Deep understanding of how health systems evaluate, purchase, implement, and expand enterprise technology and clinical solutions.
• Experience building repeatable enterprise sales processes, pipeline discipline, forecasting, and account expansion programs.
• Experience leading Customer Success, Account Management, and other post-sale commercial functions strongly preferred.
• Ability to develop and communicate clear clinical, operational, and financial value propositions.
• Strong network and credibility with senior health system executives.
• Ability to engage effectively with CEOs, CFOs, COOs, CMOs, CNOs, CIOs, and other senior executives.
• Strong commercial judgment around segmentation, pricing, deal structure, resource allocation, and account prioritization.
• Experience with Hospital at Home, care at home, virtual care, RPM, population health, value-based care, or healthcare technology strongly preferred.
• Strong executive presence combined with a highly hands-on operating style.
• Ability to create structure, focus, urgency, and accountability in an evolving business.
• Bachelor’s degree required; advanced degree preferred.