Sr. Director, Strategic Partnerships

Sr. Director, Strategic Partnerships

Department: Partnerships

Reports To: VP Strategic Partnerships

Revision Date: September 2025

Position Summary:

This role will lead the strategy and execution for recurring revenue partnerships, identifying and securing opportunities with corporations, insurers, foundations, and government agencies that have sustained funding pools (e.g., Medicare member benefits programs, insurer-funded subscriptions, federal and state education initiatives). The Senior Lead will develop scalable partnership offerings, build go-to-market strategies, and drive pipeline growth to help achieve Highlights' $2.4M revenue goal for FY26 while laying the foundation for long-term growth

Essential Duties and Responsibilities:

• Identify and secure partnerships across insurers, corporations, federal/state programs, and educational endowments.
• Build strategic relationships with decision-makers and secure multi-year agreements.
• Develop subject matter expertise in funding structures (e.g., Medicare, state initiatives, corporate education programs).

• Design and manage a scalable product portfolio aligned with recurring revenue opportunities.
• Establish pricing models and packaging strategies to optimize profitability.
• Support development of go-to-market plans across corporate partnerships.

• Work alongside the VP, Strategic Partnerships to drive pipeline growth and close deals.
• Prepare proposals, support negotiations, and contribute to achieving shared revenue targets.

• Experience with partnership development, solution packaging, and building go-to-market strategies.
• Understanding of how to begin developing an expertise in recurring revenue streams from corporations, insurers, and government programs.

• Complete onboarding and develop a deep understanding of Highlights' partnerships strategy and revenue goals.
• Begin mapping the landscape of recurring revenue opportunities and engage with key internal stakeholders.

• Deliver a recurring revenue product portfolio and pricing framework within four to six months.
• Build and validate a go-to-market playbook within six months.
• Contribute to achieving the $2.4M FY26 revenue goal by closing at least one insurer-funded and one government/endowment-funded partnership.
• Establish a qualified pipeline of at least $1M in recurring revenue opportunities.

Education and Experience:

• Bachelor's degree in Business, Marketing, or related field required; or equivalent experience
• 10+ years of experience in business development, partnerships, or strategic growth roles.
• Demonstrated success in creating and executing go-to-market strategies and closing revenue-generating partnerships.

Qualifications:

• Strong understanding of funding mechanisms in healthcare, insurance, and/or government programs.
• Excellent relationship-building and negotiation skills.
• Proven ability to deliver on ambitious revenue targets and manage complex stakeholder landscapes.
• Proficiency with CRM tools (Salesforce preferred) and experience building and tracking pipeline metrics.
• Willingness to travel as needed for in-office days, to meet partners and attend industry events (approx. 30%).