Director, Government Partnerships

MD Ally is seeking a Director of Government Partnerships to lead the capture and delivery of state and local contracts, focusing on building relationships with state Medicaid agencies, departments of health, EMS and 911 offices, and county public safety. This is a quota-carrying role with up to 40% travel, responsible for identifying opportunities, positioning MD Ally for procurements (including the Rural Health Transformation Program), negotiating contracts, and managing them through implementation.

Responsibilities will include:

• Carry and deliver an annual target for new government contract awards and revenue, owning the pipeline and providing clear forecasts to the CEO
• Run capture processes across prioritized states, tracking bids, qualifying opportunities, and pursuing contracts as a prime or subcontractor
• Map and maintain relationships with key decision-makers in state health, Medicaid, EMS, 911, and county public safety agencies to identify opportunities early
• Develop teaming strategies for each pursuit, identifying partners and negotiating terms
• Respond to formal requests for information, represent MD Ally at agency sessions, and ensure compliance with state procurement rules
• Coordinate proposal submissions, managing documents and deadlines with internal teams
• Drive pursuits under the Rural Health Transformation Program and similar initiatives
• Lead contract negotiations, including scope, pricing, performance metrics, and terms
• Oversee post-award implementation, building plans with clinical, operations, and technology teams, and maintaining relationships after launch
• Manage contract performance, resolve issues, and pursue extensions, expansions, and renewals
• Monitor state program, budget, and regulatory activity, briefing the team on impacts to pipeline and revenue
• Identify coverage and contracting pathways for MD Ally participation in state programs, working with compliance and payer teams
• Flag legislative or regulatory advocacy needs for the CEO to route appropriately
• Maintain accurate records in the company CRM and provide regular updates on pursuit status

You’re a great fit if you:

• Have 7–10 years of progressive experience in state and local government capture, public sector business development, government contracting, Medicaid program development, or healthcare technology sales, ideally in digital health, telehealth, EMS, public safety, or government-funded healthcare programs
• Have carried a quota or contract award target in a public sector environment and have a successful track record with competitive bids
• Understand state Medicaid reimbursement, managed care, waivers, value-based payment, and federal funding streams (CMS demonstrations, Section 1115/1915, rural health initiatives, grants, cooperative agreements)
• Have run end-to-end capture processes, including opportunity qualification, bid/no-bid decisions, win themes, competitive intelligence, customer mapping, teaming strategy, pricing, and proposal reviews
• Can assess eligibility for prime, subcontractor, vendor, provider, or technology partner roles under state/local programs and understand relevant contracting vehicles
• Have experience negotiating or working on teaming agreements and understand prime/subcontractor relationships
• Have worked directly with state Medicaid agencies, departments of health, or EMS offices on program participation, provider enrollment, contracting, or program design
• Possess relationships across state health agencies, EMS and 911 offices, county public safety leadership, or with primes in this space, and can open doors independently
• Understand state public safety operations, with experience in EMS systems, state EMS offices, 911 boards, fire service, or county emergency services strongly preferred
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