Director of Strategic Partnerships

The Director of Strategic Partnerships is the primary point of contact between InterMed and assigned healthcare system clients, ensuring successful delivery of biomedical equipment and healthcare technology management (HTM) services. This role has four priorities:

• Retaining, growing, and renewing key client accounts as assigned
• Building durable relationships with the client stakeholders who influence those renewals
• Delivering measurable cost savings for clients by moving additional scope to the InterMed program
• Expanding existing National client relationships as assigned

The Director of Strategic Partnerships owns the relationship end-to-end - acting as the internal advocate for the client across operations, back office, and leadership teams. The ideal candidate pairs relationship-management and account-retention skills with enough technical and financial fluency in HTM/clinical engineering to speak credibly with hospital administrators, alternate providers (Surgery Centers, Imaging Centers, Physician groups), Clinical Engineering leaders, and internal service operations teams.

• Serve as the day-to-day relationship owner for a portfolio of healthcare providers, hospitals, and health system accounts, deliberately building and mapping relationships at multiple levels - clinical engineering directors, facilities and supply chain leadership, clinical department heads, and C-suite sponsors - so no account depends on a single point of contact.
• Identify opportunities for wiring InterMed leaders across client relationships.
• Collaborate with Operations on regular HTM business reviews (quarterly) with clients to report on key performance indicators (KPI's), equipment inventory status, compliance metrics, and documented year-to-date cost savings delivered under the InterMed program, using each review to reinforce value ahead of any significant contractual activity (new services, renewal, etc).
• Monitor contract performance against SLAs and KPIs, partnering with regional service leaders and technicians to resolve service gaps proactively.
• Own retention outcomes for assigned key accounts, carrying an annual retention and renewal target and maintaining an account-by-account retention plan that identifies risk, relationship gaps, and the value story supporting renewal.
• Act as the escalation point for client concerns, coordinating with service delivery, operations support, and the field-based technical teams to drive timely resolution, recognizing that unresolved service issues are the leading cause of client attrition.
• Identify client work performed by OEMs, third-party vendors, or in-house staff that can be moved to the InterMed program, and build the business case - modeling current client spend against InterMed pricing to quantify the savings - in partnership with operations and senior leadership.
• Coordinate with Operations on transition plans for migrated scope (additional equipment categories, imaging, sites, or value-added services), to ensure service continuity through the handoff.
• Lead contract renewal cycles for assigned accounts, including pricing discussions, scope expansion, and negotiation of terms in partnership with leadership and legal/contracts staff.
• Track and report account-level financial performance - revenue, margin, cost-to-serve, and cumulative savings delivered to the client - flagging retention and margin risks early.
• Maintain accurate account documentation, equipment inventories, and service records in InterMeds Document Management/CMMS/CRM systems.

Champion the clients voice internally, providing feedback that informs service delivery improvements, staffing decisions, and process changes.

• Experience in healthcare technology management (HTM), clinical engineering, biomedical equipment services, or medical device sales and service support.
• Familiarity with hospital/provider procurement, accreditation requirements (Joint Commission, DNV, CMS, CLIA, AAAHC), and healthcare regulatory environments.
• Prior experience managing contracts with defined SLAs and financial/margin accountability.
• Ability to build and present a cost-savings business case comparing client OEM/third-party spend against a managed-service program and quantifying InterMed savings.
• Experience leading renewal negotiations and executing structured account retention plans.
• Ability to manage multiple client relationships and competing priorities simultaneously.
• Strong written and verbal communication, able to present performance data clearly to technical and executive audiences.
• Proficiency with Microsoft Office (Excel, PowerPoint), HubSpot (CRM), Service Now Nuvolo (CMMS) and Artificial Intelligence platforms.

Willingness to travel to client sites within an assigned territory.