Director, Partnerships

Summary

Join Garner's growing team as the Director of Partnerships! You will oversee and optimize health plan and service provider partnerships, driving revenue growth. This role involves managing a portfolio of strategic partners, ensuring strong collaboration across departments. You will be the primary point of contact for co-marketing and reseller partners, playing a key role in scaling Garner's core business. Responsibilities include account management, aligning partner and company needs, and executing initiatives to enhance partnership success. The position reports to the SVP of Strategic Alliances and works closely with cross-functional teams.

Requirements

• 5+ years of experience managing partnerships with health plans and/or service providers, focusing on day-to-day payer and reseller relationships and channel management
• Deep understanding of the employer health insurance landscape, including key stakeholders, funding models, distribution channels, and service structures, and hands-on experience working with eligibility, claims, and other integrations (e.g., SSO)
• Strong project management skills, with the ability to navigate complex initiatives, meet tight deadlines, and maintain attention to detail
• Hands-on, proactive mindset, willing to take initiative and contribute wherever needed to drive company success
• Experience in a fast-paced startup environment, adapting to rapid change and evolving business needs
• Passion for the mission of improving the U.S. healthcare system and making a meaningful impact

Responsibilities

• Collaborate with the VP of Partnerships to oversee partnership account management, data/product project coordination, stewardship calls, reporting, and Salesforce maintenance—ensuring alignment with Garner's OKRs and Long-Term Plan to maximize pipeline growth and revenue from strategic partnerships with health plans and adjacent vendors (e.g., benefits administrators)
• Establish and maintain strong, professional, and high-quality relationships with partners
• Work closely with the Sales team to implement a data-driven approach to partnership success, setting goals and metrics to track contracting targets, deal timelines, closure rates, and overall relationship health. Develop internal escalation and communication plans and implement corrective actions as needed
• Oversee the implementation of new partnerships, including claims and eligibility data feeds and ongoing reporting
• Manage the renewal and expansion of existing contracts, including additional populations, products, and services, while ensuring performance review and outcome accountability
• Collaborate across Revenue, Account Management, Marketing, Product, and Finance teams to manage partner expectations and streamline operational processes for greater efficiency and effectiveness

Benefits

Equity incentive and competitive benefits plans