Director - Business Development - Solutions & Partnerships - Vocera Communications - San Francisco

Job description
Position Description: This position is responsible for identifying, evaluating, closing and ongoing management of new partnership opportunities as Vocera builds an ecosystem of new partners to drive growth. Partnerships may include technical/solution integration partners, channel/reseller partners and strategic partner opportunities with complementary 3rd party providers.

Partner targets will include EMR/EHR software, medical device manufacturers, patient monitoring systems, nurse call systems and any other complementary clinical system vendors within the healthcare ecosystem. In addition, wireless carriers, Smartphone devices manufacturers and large system integrators or VARs may be targeted as needed to drive Vocera go-to-market strategy.

The position is also responsible for identifying and evaluating new market opportunities beyond healthcare for the company. In this capacity the position provides subject matter expertise to field sales within non-healthcare markets and develops and executes go-to-market strategy to grow within non-healthcare.

Responsibilities
Identify opportunities for growth and competitive differentiation through new solutions; analyze selected opportunities and build business case to drive them
Identify and develop new relationships with solutions partners
Develop prioritized list of partners to work with and define terms of relationship
Assist and/or lead negotiation of agreements/contracts with partners
Work with selected partners to create integration and co-marketing relationships
Manage ongoing relationships to maximize effectiveness and results
Work with product management to build solution support in long term product roadmap
Define the supporting product and marketing program requirements, and manage their execution with Vocera’s product/marketing teams

Desired Skills and Experience
Competencies & Requirements
Demonstrated experience and track record in building successful partnerships
7 - 10 years’ experience, at least 5 years with technology related business, involved in developing and managing solutions partnerships and/or business development
Solid understanding of hospital workflow and associated clinical/IT applications, preferably from prior work experience in the healthcare provider ecosystem
Good understanding of industry and technology trends
Proven experience with computer and communications systems/technologies; technical aptitude to understand, articulate and promote Vocera’s solutions
Strong multi-tasking capacity, ability to effectively drive 8-10 engagements simultaneously
Ability to deal successfully with rapidly changing and incompletely defined environments
Very strong analytical and reasoning skills
Experienced at working effectively across multiple levels of an organization
Excellent planning, organization, and written/verbal communication skills
Must demonstrate strong personal initiative, passion, and ability to work independently
Strong results orientation and alignment with Vocera’s values
Bachelor’s degree or equivalent experience; Computer Science or Engineering preferred; MBA a plus

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