Executive Director, Value Based Care Product Strategy

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

athenahealth, Inc. has a portfolio of products and solutions that support the VBC ecosystem across providers, payers, patients and associated capability partners.  Bringing together all the stakeholders in a seamless and complementary manner is critical to supporting our customers to achieve their VBC goals and objectives.  We are seeking a VBC Product Strategist leader with a strong emphasis on an individual that has experience in transforming the provider journey from FFS to VBC programs and fee arrangements (i.e., various programs – Medicare Advantage, Medicare Reach, ACO; shared savings, capitation), understanding what tools, capabilities and pricing models are needed to support their journey.

The VBC Product Strategy Executive Director is an extension of the Product Lead function and will help drive strategy and prioritization across athenahealth’s VBC product and portfolio suite.  You will spend significant time in the market, understanding and responding to industry trends then using that data to build a strategy and product roadmap, including influencing other subdivision roadmaps.

In partnership with other product leads, you are accountable for the growth and effectiveness of the VBC portfolio and must be adept at influencing people within and outside of the organization.  You will sell the vision of the athenahealth VBC capability tool set, serving as a market-facing spokesperson for prospects and clients, leveraging product messaging, understanding what works, doesn’t work and adjusting as appropriate to ensure our messaging resonates with the market and our varied stakeholders.  You will leverage insight from external meetings (e.g., customers, partners, industry experts) to inform the product strategy and product teams across athenahealth’s product portfolio.  Internally, you will enable sales & marketing teams and empower product owners to understand and act on key market movements.   

For new product/feature launches, you will work in partnership with identified product and capability owners to ensure the go-to-market strategy and execution inclusive of initial and ongoing pricing packages weaves into the overall VBC portfolio strategy.  In addition to product/capability owners, you will coordinate with appropriate partners, Sales, and Marketing to get in market, test positioning, and close early business development opportunities.

Essential Functions (Duties and Responsibilities):

Ensure Product/Market Fit for new and existing products.  In partnership with respective product and capability owner:

• Identify newly emerging product gaps and market-fit mismatches.  Develop business case to drive R&D backlog

• Inform the development of content and communication for the product launch strategy

• Execute on the go-to-market strategy for new product launches, including coordination of client engagement, feedback, and contracting

• Define the value proposition, including development of market-facing proof points, ROI, packaging, pricing framework and P&L where applicable

Develop strategic direction through an understanding of customers, market research and analysis

• Drive strategic decisions using deep understanding of market trends, competitive landscape and voice of customer mapped to athenahealth’s product’s strengths and opportunities

• Create VBC Customer Mapping framework, describing an organization’s VBC strategy, driving consistency in definitions/terminology with supportive mapping of a customer’s needs as compared to athenahealth’s existing competencies, and where competencies don’t exist, informing our roadmap

• Test and refine the VBC Customer Mapping framework for identified customers; post testing, work with Sales and Customer Success organization to scale

• Serve as VBC subject matter expert informing internal knowledge creation, training programs and sales and customer success tool creation (e.g., discovery questionnaire)

• Design benchmarking and tools for comparison across athena customers

• Guide alignment between Sales/Marketing market segments and product roadmap strategies.  Collaborate with Research function within Marketing as needed

• In partnership with Customer Success, engage with C-suite and senior executives and users to deepen strategic understanding of their VBC goals and objectives and how our tools, capabilities, products and services can align to meet their goals and objectiv