Director Partnerships and Alliances

About the Role

We are hiring a Director Partnerships and Alliances to own one of Innovaccer’s strategic GSI partnerships end-to-end. This is a quota-carrying, US-based role for an alliances operator who can stand shoulder-to-shoulder with GSI sales leaders, get in front of end customers, and turn a signed partnership into joint revenue — quarter after quarter.

You will be the face of Innovaccer to your GSI partner — managing stakeholders on both sides, driving joint pipeline, accelerating Gravity license consumption, and expanding the partnership into new revenue streams.

• Own stakeholder management end-to-end. Set and manage expectations across both organizations. Build deep, trust-based relationships with GSI leadership and orchestrate Innovaccer’s executive sponsorship in return. Diffuse friction early, surface issues at the right altitude, and keep both sides aligned on shared outcomes.
• Drive the joint pipeline and hit joint revenue commitments. Build, qualify, and close partner-sourced opportunities. Sit in on partner sales calls, run executive demos, handle objections, and move deals through the funnel alongside the GSI’s account teams. Own the partnership scorecard against shared commitments.
• Represent Innovaccer at end customers. When your GSI partner brings Innovaccer into a customer conversation — payer, provider, or life sciences — you are the senior voice in the room. Land the platform narrative, scope the right Gravity capabilities, and pull in the right Innovaccer SMEs at the right time.
• Maximize Gravity consumption, drive renewals, and grow the partnership. Help your GSI deploy and activate the Gravity licenses they have committed to, then turn early wins into bigger commitments through expansion, renewal growth, and net-new license purchases year over year.
• Open net-new logos and cross-sell Innovaccer’s broader portfolio. Use the GSI’s account relationships to bring Innovaccer into customers we would not otherwise reach. Once a customer is in via the GSI, expand the footprint with Innovaccer’s broader product portfolio.
• Build joint solutions and new monetization streams. Partner with the GSI’s solution and product teams to identify, scope, and bring to market co‑built solutions on Gravity — creating new joint revenue streams that scale beyond individual deal‑by‑deal selling.
• Stand up the Partner Center of Excellence and run sales enablement ve the standup and growth of the GSI’s Gravity practice — certified resources, named champions, repeatable solutions. Make their sellers Gravity‑fluent through bootcamps, certifications, battle‑cards, and ride‑alongs.
• Run a satellite deal desk for the GSI. Be the single point of contact for pricing, deal structuring, contract questions, and order processing. Coordinate Innovaccer’s commercial, legal, and finance teams to keep partner deals moving fast.
• Carry the voice of the partner into Innovaccer. Surface real‑world solution gaps, win‑loss themes, and roadmap asks back to Innovaccer’s product organization. Drive reference customers, case studies, and joint marketing that amplify the partnership.

• 8–12 years of enterprise SaaS experience in alliances, partnerships, channel sales, or strategic accounts — with meaningful time spent working with Global Systems Integrators.
• A track record of carrying and hitting a partner‑sourced revenue number, with a strong bias toward expansion and renewal growth.
• US healthcare domain experience — payer, provider, or life sciences (preferred).
• Comfort selling complex enterprise platforms to senior buyers (CIO, CDO, CMO, COO).
• Exposure to partner Centers of Excellence, certification programs, or enablement engines.
• Fluency with deal mechanics — pricing, contracts, deal registration, and channel rules of engagement.
• Executive presence and credibility in front of GSI leadership and end customers.
• Bias for action, comfort with ambiguity, and the maturity to operate independently in a fast‑moving partnership.
• Comfortable with travel (~30%) for QBRs, SKOs, customer engagements, and internal meetings.

• In consulting, you recommend solutions. Here, you build and deploy them and see…