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Salary: USD 150,000 - 200,000 / annual
Frontera is building AI infrastructure for pediatric behavioral health, combining technology with clinical operations to help providers, health systems, and payers expand access and improve care coordination for children with autism and other behavioral health needs. The company operates at the intersection of AI technology and clinical care delivery, engaging multiple stakeholder types simultaneously.
You will build and own Frontera's strategic partnership portfolio across four interconnected channels: integrated pediatric behavioral health organizations, children's hospitals and academic medical centers, Managed Care Organizations (MCOs), and state/local government entities. This is a senior individual contributor role with the expectation of building a small team over time.
Key responsibilities include:
**Integrated Pediatric Behavioral Health Organizations:** Develop enterprise partnerships with scaled pediatric behavioral health and autism care delivery organizations, structuring deals that combine Frontera's AI-enabled technology, clinical services, referral pathways, and operating capabilities.
**Children's Hospitals & Academic Medical Centers:** Build partnerships around diagnostic coordination, outpatient referrals, care navigation, and clinical capacity. Navigate complex multi-stakeholder negotiations involving clinical leadership, service-line executives, care coordination teams, and contracting functions.
**Managed Care Organizations:** Structure and negotiate pilots, network partnerships, preferred provider arrangements, and value-based models with Medicaid managed care organizations and commercial health plans. Translate clinical outcomes and AI-enabled efficiency into compelling economic value propositions.
**State & Local Government:** Develop partnerships with state Medicaid agencies, early intervention programs, Developmental Disabilities authorities, and municipalities. Navigate public sector contracting, procurement, waiver programs, and state-specific reimbursement structures.
**Cross-Channel Development:** Identify opportunities at the intersection of health systems, managed care, provider organizations, and government, holding multiple stakeholder conversations simultaneously.
**Partnership Pipeline & Commercialization:** Own the full lifecycle from initial relationship through signed agreement, pilot launch, operationalization, and expansion. Maintain disciplined pipeline in HubSpot and work cross-functionally to ensure partnerships generate revenue, referral volume, and expanded deployment. Report metrics regularly to the Chief Commercial Officer.
You will spend the majority of your time in the market developing relationships with health system executives, Medicaid leaders, government stakeholders, and senior managed care leaders. You will translate relationships into signed agreements, pilots, and scalable commercial partnerships, then operationalize them into revenue-generating programs.
First 90-day deliverables include: partnership market map for each channel, active conversations with 20+ prospects, partner playbook covering procurement pathways, partnership revenue forecast tied to commercial plan, and at least one fully executed enterprise partnership.
**Requirements:**
- 6+ years of experience in strategic partnerships, business development, enterprise sales, or market development, with at least 3 years focused on health systems, managed care organizations, government, or complex healthcare accounts
- Demonstrated track record of closing and operationalizing complex enterprise partnerships, including referral agreements, pilot programs, value-based arrangements, and public sector contracts
- Deep familiarity with Medicaid managed care, including how MCOs evaluate provider partners, assess network needs, structure pilots, and contract with behavioral health organizations
- Strong understanding of health system decision-making and organizational structures, with ability to navigate clinical, operational, population health, strategy, finance, and contracting stakeholders
- Experience developing relationships with senior healthcare leaders, including health system executives, Medicaid leaders, MCO CMOs, clinical leaders, and government stakeholders
- Ability to manage long, complex sales and partnership cycles involving multiple stakeholders and cross-functional internal teams
- Experience with state or local government healthcare programs, including Medicaid, early intervention, Developmental Disabilities authorities, waiver programs, or public sector health initiatives
- Commercial orientation with track record of turning strategic relationships into signed agreements, revenue, referral volume, market expansion, or measurable business outcomes
- Ability to operate as senior individual contributor while building systems, playbooks, and foundation for small partnerships team
- Willingness to travel approximately 60% of the time, including frequent travel to New Mexico and other priority strategic markets
**Bonus qualifications:**
- Experience in healthcare services or broader behavioral health
- Existing relationships with MCO contracting or value-based care teams at regional Medicaid-focused plans
- Familiarity with EHR integration and interoperability technology partnership structures
- Experience with state or federal grant programs that fund behavioral health access
