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Vice President, Strategic Alliance

Spok Inc.

This is a Contract position in Eden Prairie, MN posted February 19, 2021.

The VP, Strategic Alliances will also work in close collaboration with the Chief Product Officer and SVP Professional Services to support the Company growth objectives around bookings, revenues and margins. This is a strategic role focused on creating marketable solutions (products and services) worldwide with national and global Alliance partners to meet specific growth initiatives as established by the functional leaders. There are three key areas that this position will cover – Strategic product alliance – where strategic alliance and integration between partner and the Company’s solutions meet the market needs Product related partnerships – where partner products (hardware or software) in part or in their entirety contribute to the Company’s portfolio. Services related partnerships – where professional service group utilizes third-party professionals to augment the Company’s product delivery In each of the above areas, this position will plan, design and develop Alliance partner “go to market” strategy, nurture and develop the overall relationship and finally create and monitor business metrics to measure success. In addition to working across many of the Company’s functional areas, the candidate must demonstrate an ability to excel within a team environment, build cross functional support for the needs of Alliances, and achieve Alliances bookings and revenue goals. Essential Duties and Responsibilities The Vice President’s major responsibilities are to: Identify and proactively develop new strategic and business development opportunities in all sectors of the healthcare ecosystem, including Provider, Payor, Pharma, Life Sciences, Retail Pharmacy and others Continually prospect for new Alliances partners and enable them to sell the Company’s solutions to end-users in order to achieve our Booking Targets Provide oversight, plan, facilitate, and own the strategy for approved software/partner joint offerings in each of the different types of partnerships described above. Develop and facilitate the partner relationship for product strategy integration and development efforts with partners. Collaborate with the Chief Product Officer around product integration direction and development decisions, approval of which remains with Product Strategy. Facilitate resource alignment between product strategy, marketing, and sales teams with peers on the partner side. Collaborate with Company’s and the partner’s Chief Compliance Officer to ensure compliance with the parties’ due diligence requirements, including ethics and anti-corruption. Collaborate with Company’s and partner’s Legal Office to facilitate alignment of required legal documents and non-disclosure agreements for going to market; ensure documents comply with policy requirements. Maintain focus on the Partner relationship; once product strategy decides to move forward with product enhancement or development, VP Strategic Alliances owns the go to market sales strategy and develops joint launch and marketing plans for the sales organization. Engage Company’s and partner’s Marketing teams as needed. Lead effort to create Alliances training and certification process to ensure expertise is developed within and among the alliance partner ecosystem Ensure best-in-class execution of all partner programs; position the Company as the “Partner of Choice” with Alliances; educate and coach business partners, assist in their prospecting, qualification, proposals, presentations, and closing opportunities. Drive and influence end user business; promote the benefits of offering company’s products Continuously develop knowledge of Company’s product mix as well as competitors’ strengths and weaknesses, complete documentation, participate on end-user calls, and provide on-going training and support as needed Work with Alliances partners to remedy any inconsistencies, problems, and concerns; interface with partner representatives to facilitate any resolution of issues Establish performance measures and perform periodic evaluations of partner program effectiveness and competitiveness Attend tradeshows, respond and lead RFP/RFI, price systems and configurations Develop and conduct professional PowerPoint presentations; effectively use web-conferencing for remote presentations Maintain the accuracy of the sales pipeline, in Salesforce and other reporting tools that may come available around partner solutions that need P/L monitoring. Build a database of Alliance partner information in Salesforce and maintain customer data and sales pipeline activity up to date. Recommend potential M&A targets to Company’s leadership and participate in evaluations, as requested by the CEO Other duties as assigned. Education and Experience Required: A Bachelor’s degree in business or related field required. MBA or graduate degree in relevant healthcare IT and clinical informatics disciplines is preferred. Understanding of the typical IT environment in hospitals/healthcare systems in North America, Australia and Europe and evolution of the industry toward mobility and interoperability and conversion from on premise IT Solutions to Software as a Service in the Cloud. 5 years of business development experience in $100m healthcare software business. Established relationships with key stakeholder groups (e.g., Electronic Health Record Vendors, Systems Integrators, Healthcare IT Consulting agencies, etc.) that can be leveraged to execute the requirements of the role Ability to develop meaningful and trusted C-level relationships with Partners Ability to assess market opportunities, prioritize business partnerships, and negotiate partnership deals Experience working with cross-functional and distributed teams and interacting with senior executives. Proven analytical skills, able to quickly make low-level decisions while being patient and methodical with high-level ones. High energy; highly productive with strong self-starter initiative and inspiring manner. High emotional intelligence Superior presentation and communication skills, both written and verbal Exceptional organizational, project and people management skills Travel Requirements: (Up to 50%)

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