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VP Strategic Partners - Payer Partners

R19290 Belleville, New Jersey - Additional locations

Additional Locations: Belleville, New Jersey, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, Oregon, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Oklahoma, Alabama, Arizona, Arkansas, New South Wales, California, Connecticut, Washington, DC, Delaware, Florida, Georgia, Hawaii, Idaho, Illinois, New Mexico, New York, North Carolina, North Dakota, Ohio Belleville, New Jersey, United States of America; VIRTUAL, Pennsylvania, United States of America; VIRTUAL, Rhode Island, United States of America; VIRTUAL, South Carolina, United States of America; VIRTUAL, South Dakota, United States of America; VIRTUAL, Tennessee, United States of America; VIRTUAL, Texas, United States of America; VIRTUAL, Utah, United States of America; VIRTUAL, Vermont, United States of America; VIRTUAL, Virginia, United States of America; VIRTUAL, Washington, United States of America; VIRTUAL, West Virginia, United States of America; VIRTUAL, Wisconsin, United States of America; VIRTUAL, Wyoming, United States of America; VIRTUAL, Massachusetts, United States of America; VIRTUAL, Michigan, United States of America; VIRTUAL, Minnesota, United States of America; VIRTUAL, Mississippi, United States of America; VIRTUAL, Missouri, United States of America; VIRTUAL, Montana, United States of America; VIRTUAL, Nebraska, United States of America; VIRTUAL, Nevada, United States of America; VIRTUAL, New Hampshire, United States of America; VIRTUAL, Oregon, United States of America; VIRTUAL, Indiana, United States of America; VIRTUAL, Iowa, United States of America; VIRTUAL, Kansas, United States of America; VIRTUAL, Kentucky, United States of America; VIRTUAL, Louisiana, United States of America; VIRTUAL, Maine, United States of America; VIRTUAL, Maryland, United States of America; VIRTUAL, Oklahoma, United States of America; VIRTUAL, Alabama, United States of America; VIRTUAL, Arizona, United States of America; VIRTUAL, Arkansas, United States of America; VIRTUAL, New South Wales, Australia; VIRTUAL, California, United States of America; VIRTUAL, Connecticut, United States of America; VIRTUAL, District of Columbia, United States of America; VIRTUAL, Delaware, United States of America; VIRTUAL, Florida, United States of America; VIRTUAL, Georgia, United States of America; VIRTUAL, Hawaii, United States of America; VIRTUAL, Idaho, United States of America; VIRTUAL, Illinois, United States of America; VIRTUAL, New Mexico, United States of America; VIRTUAL, New York, United States of America; VIRTUAL, North Carolina, United States of America; VIRTUAL, North Dakota, United States of America; VIRTUAL, Ohio, United States of America

Transforming the future of healthcare isn’t something we take lightly. It takes teams of the best and the brightest, working together to make an impact.

As one of the largest healthcare technology companies in the U.S., we are a catalyst to accelerate the journey toward improved lives and healthier communities.

Here at Change Healthcare, we’re using our influence to drive positive changes across the industry, and we want motivated and passionate people like you to help us continue to bring new and innovative ideas to life.

If you’re ready to embrace your passion and do what you love with a company that’s committed to supporting your future, then you belong at Change Healthcare.

Pursue purpose. Champion innovation. Earn trust. Be agile. Include all. 

Empower Your Future. Make a Difference.

Position Summary:

The VP of Strategic Partnerships is responsible for building and maintaining trusted executive relationships with strategically important large Partner accounts.  Using a consultative approach, this executive will manage a portfolio of complex business and is accountable for the achievement of client specific financial objectives (growth, retention, value) and the development & execution of partnership strategies. This position functions as a client leader internally and externally for key assigned accounts within a specific market segment. This leader will need to uncover and act on the competitive environment in their accounts as well as provide insights on competitors that are compiled, analyzed and competitor plans provided to marketing and product. This position will be responsible for one or more of Change Healthcare’s largest and most complex clients.


Client Retention & Growth Target

  • Quarterly revenue baseline measure

Sales Quota

  • New sales opportunities from assigned base
  • Teaming opportunities with Partner Account Managers


  • Accountable for defining and owning strategic account planning and deployment across the entire range of Change Healthcare’s products and services in the partner channel, ensuring that we are meeting customer’s needs and expectations
  • Serves as single point of contact responsible for specific internal and external oversight of the partner market channel for Change Healthcare's products and solutions with overall client growth, relationship management and satisfaction as the key objectives.
  • Develop and implement relationship management plans for complex customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and proactive resolution of issues.
  • Functions as the partner’s advocate within Change Healthcare to ensure the client receives the appropriate amount of attention and added value. Develops long-term relationships with assigned clients, connecting with key business executives and stakeholders.   
  • Involves Change Healthcare resources from the SLT to service delivery teams as needed to problem solve, collaborate and/or otherwise ensure client performance objectives and expectations are met. 
  • Oversees regular joint strategic account planning and business reviews (roadmaps, innovation, etc.) and tactical activities (governance, performance objectives, critical milestones) to ensure client needs and expectations are met.  
  • Proactively and continually assesses, clarifies and validates short term needs and long-term client objectives. Directs client to solution development efforts to address client needs.
  • Drives the long-term growth of assigned accounts based on the financials.
  • Supporting Change Healthcare verticals, finance and marketing in the development and articulation of the “value stories” across the company portfolio.
  • Ensures the incremental value is well-defined for each client as befits their current needs and profile by working the generic value calculations into client specific ones.
  • Create a business development plan to identify, evaluate, and structure key transactions to ensure continued financial health and maximum value creation through the entire solution life cycle.
  • Becomes an expert on the partner’s business in the context of the overall health care industry. Understands how the client differentiates itself in markets and creates client value and how the Change Healthcare portfolio can support/maximize their differentiation 

Minimum Job Qualifications:


  • BS Degree
  • Master’s Degree preferred

Business Experience

  • 7 or more years of strategic account management and business development experience in health IT
  • Experience working with large health IT software and services companies
  • A minimum of 4 years in a client, strategic partner or supplier facing role 
  • At least 5 years of value-based consulting in a market/customer facing role such as strategic account management or strategic consulting in healthcare IT, with a proven ability to achieve growth, retention and value targets.

Specialized Knowledge/Skills

  • Functional understanding of healthcare information technology, data & analytics, and software development
  • Ability to demonstrate thought leadership in Healthcare across multiple channels and become a trusted advisor to senior technical and business decision makers
  • Understanding of complex sales cycles at strategic level and knowledgeable about the healthcare industry technology/software solutions
  • Customer centric with the ability to adjust plans and actions to meet changing market and/or customer needs as well as to develop and deploy the strategy that drives customer partnership, revenue growth and retention
  • Ability to develop and deploy the strategy that drives a successful partnership, revenue growth and retention
  • Candidates need to possess the ability to impact and influence partners with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results
  • Demonstrated ability to collaborate in a highly matrixed environment

Behavioral Competencies

  • Drives Results - Consistently achieves results, even under tough circumstances. For example, creates a feeling of energy and an emphasis on excellence in the team, using productive behaviors. Builds a strong sense of urgency to exceed goals and beat deadlines. Ensures that the team pushes through obstacles and establishes a superior track record.
  • Ensures Accountability - Holds self and others accountable to meet commitments. For example, helps team hold each other accountable for goals, adherence to policies and procedures. Tracks team metrics and milestones, redirecting effort, as necessary, for continued progress.
  • Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. For example, supports efforts to build customer satisfaction, loyalty, and commitment, and secures organizational resources to do so. Creates partnerships with customers; identifies some ways to build and strengthen these relationships.
  • Courage - Steps up to address difficult issues, saying what needs to be said. For example, readily shares own ideas and opinions on controversial topics; is comfortable with open debate and constructive criticism. Demonstrates clear conviction in adversity; persists courageously in difficult circumstances.
  • Nimble Learning - Learns through experimentation when tackling new problems, using both successes and failures as learning fodder. For example, swiftly incorporates new concepts and principles into own expertise; skillfully uses these fresh insights to solve problems. Shares learning from own mistakes with others.
  • Advances Innovation - Creates new and better ways for the organization to be successful. For example, offers creative ideas, finds unique connections between previously unrelated elements. Actively encourages and supports others' creativity; builds upon and strengthens new solutions in a positive and collaborative manner.
  • Embraces Differences - Recognizes the value that different perspectives and cultures bring to an organization. For example, provides clear messages about the business value of diversity; urges people to learn from diverse perspectives. Is sensitive to differences in norms, expectations, and ways of communicating.
  • Fosters Teamwork - Contributes independently and exceeds these expectations: Assumes responsibility for definable projects. Relies less on supervision; works independently and produces significant results. Increases technical expertise and ability. Develops credibility and reputation. Builds a strong internal network of relationships.
  • Communicates Effectively - Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others' input and perspectives, asks questions, and summarizes to confirm understanding.  Demonstrated ability to communicate effectively in a virtual environment.
  • Instills Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, models honesty and authenticity and encourages others to be up front with one another. Demonstrates reliability and places a strong emphasis on the team meeting its commitments. Fairly represents others' positions.
  • Persuades - Uses compelling arguments to gain the support and commitment of others. For example, states position with conviction and persuasive rationale. Negotiates skillfully; wins concessions without the other party feeling harmed or frustrated. Achieves a good balance between defending own position and adapting to others' needs.
  • Organizational Savvy - Maneuvers comfortably through complex policy, process, and people related organizational dynamics. For example, has a clear grasp of the organizational culture and political dynamics; helps people make connections and thrive. Secures the vigorous commitment and enthusiasm of champions and advocates.
  • Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, encourages coworkers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a nondefensive way when they do.
  • Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms.

Technical Competencies

  • Commercial Acumen - Understands customer business strategy and Key Performance Indicators,, Understands key financial indicators used to make business decisions, understands industry trends, key challenges, and market competition, communicates product features, benefits, and support and responds to customer questions
  • Planning & Preparation - Follows a standard sales process to accurately forecast and convert leads into sales, develops strategic territory plan, handles different sales scenarios (e.g. new prospects, existing customers, RFP campaigns, etc.), Sets customer meeting agenda
  • Identifying Customer Needs - Uses consultative sales approach, uses buyer personas to empathize with customers, builds executive-level relationships and listens attentively to identify customer needs and wants, applies product knowledge to align complex solutions to customer strategy
  • Presenting Solutions - Uses appropriate tools of self-expression: eyes, face, body, voice, pace of speech and architecture of message, Develops and delivers multi-mode executive-level communications, Articulates customer value proposition and links solutions to customer strategy creating win-win situations, Presents in innovative/compelling ways to keep customers engaged. Must have the ability to execute compelling presentations in a virtual environment.
  • Handling Objections - Anticipates customer objections, assesses severity, accuracy, and threat worthiness of objections, responds to objections timely and with confidence, handles objections with resilience and flexibility, uses influencing skills to overcome objections and validate response satisfies the customer
  • Closing Ability - Develops close plan for key opportunities, closes high percentage of deals that make it to the latter sales phases, Understands and creates compelling closing events, Guides deals through Legal/Finance/stakeholder approval process

Working Conditions:

  • Environment – Home Office
    • 30% - 70% travel required. Must have the ability to operate in an exvironment with restricted travel. Strong preference that the candidate is located in the same geographic region as the customer portfolio.

Join our team today where we are creating a better coordinated, increasingly collaborative, and more efficient healthcare system!

Equal Opportunity/Affirmative Action Statement

Change Healthcare is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information,  national origin, disability, or veteran status. To read more about employment discrimination protections under federal law, read EEO is the Law at and the supplemental information at

If you need a reasonable accommodation to assist with your application for employment, please contact us by sending an email to with "Applicant requesting reasonable accommodation" as the subject. Resumes or CVs submitted to this email box will not be accepted.

Click here to view our pay transparency nondiscrimination policy.

Change Healthcare maintains a drug free workplace and conducts pre-employment drug-testing, where applicable, in accordance with federal, state and local laws.

Talent Acquisition Process


Visit our career site, create a profile, and submit your application. Make sure to observe the job description and see how your background can align to the requirements of the role.


Once you apply for a job opening, the Sourcing Specialist or Talent Adviser will review your resume ensuring your background matches the minimum job requirements. Selected candidates will be invited for a phone screen.


Steps will vary by team, but typically include: Talent Advisor phone screen, hiring manager interview, and a combination of technical screens and panel interviews.


If you're selected, you can expect the Talent Advisor to reach out with specific offer details. During this stage you will be provided with an electronic offer letter and other new hire documents.


Once you've received your offer letter, our onboarding team will get you ready for Week 1 and set you up for success! Onboarding tasks may include a background check, drug screening, and other job specific requirements.



Visit our career site, create a profile, and submit your application. Make sure to observe the job description and see how your background can align to the requirements of the role.

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