VP of Strategic Partnerships
VP of Strategic Partnerships
Reports To: Senior Vice President of Sales
Location: Flexible / Remote + Travel
Employment Type: Full-Time, Executive
Function: Business Development & Growth
ABOUT THE ROLE
A leading, multi-state home-based care provider is seeking a VP of Strategic Partnerships to drive growth within its Private Duty (PD) business - the company's highest-margin and fastest-growing segment.
This is a newly created executive role responsible for building and scaling revenue through non-traditional channels. You will own the full partnership lifecycle - identifying new channel opportunities, building relationships with insurers and referral networks, and converting those relationships into consistent, high-volume pipelines.
This is a highly external, revenue-generating role, with significant time spent in-market engaging with LTCi carriers, VA networks, managed care organizations, and other alternative funding sources.
Success is measured by new PD billed hours, partner growth, and referral pipeline expansion.
WHAT YOU WILL OWN
LTCi Channel Development
- Build and manage relationships with long-term care insurance carriers
- Develop preferred-provider agreements and referral pipelines
- Ensure alignment across billing, care coordination, and operations
- Identify and prioritize high-value LTCi opportunities
VA / Veterans Channel Development
- Own strategy across VA Community Care and related ecosystems
- Build relationships with VA facilities, Veterans organizations, and nonprofits
- Develop referral pipelines tied to VA benefits programs
- Ensure compliance across credentialing, billing, and documentation
Non-Traditional Channel Expansion
- Identify growth opportunities across workers' comp, liability insurers, PACE, and employer programs
- Build referral networks with discharge planners, care managers, and senior living partners
- Partner with leadership on strategic partnerships, white-label opportunities, and acquisitions
- Develop employer-based partnerships to expand Private Duty utilization
Revenue Accountability & Pipeline Management
- Own a defined revenue target tied to new PD hours
- Build and manage a structured partnership pipeline
- Report on pipeline performance, partner activity, and revenue impact
- Ensure pipeline converts into delivered and billed hours
HOW SUCCESS IS MEASURED
- Achievement of Private Duty revenue targets
- Growth in billed hours from non-traditional channels
- Development of 20+ active partner relationships within 12 months
- Consistent referral-driven client starts
- Execution of multiple LTCi partnership agreements
- Expansion across VA referral networks
- Strong pipeline visibility and forecast accuracy
WHAT WE'RE LOOKING FOR
Required
- 10+ years of business development, partnerships, or channel sales experience
- Proven track record of driving revenue through partnerships
- Experience in LTCi, VA/Veterans programs, home care, or post-acute care
- Strong network across payer or referral channels
- Executive presence and ability to engage senior stakeholders
- Comfortable building strategy and pipeline from the ground up
Preferred
- Experience with insurance, managed care, or government healthcare programs
- Familiarity with home care operations and reimbursement workflows
- Exposure to workers' comp, employer benefits, or alternative referral channels
- Knowledge of PACE or integrated care models
- Experience using CRM tools for pipeline tracking
FAQs
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