• Define and execute the strategic vision, operating model, goals, and long-term roadmap for the Client Management organization • Serve as executive sponsor and strategic leader for key client, broker, and consultant relationships • Represent the voice of the client within executive leadership discussions and influence organizational priorities, service models, and business decisions • Drive enterprise accountability for client experience, satisfaction, retention, and strategic relationship performance • Own accountability for client retention outcomes across the book of business, leading strategies that strengthen executive relationships, deepen long-term partnerships, and proactively address renewal and at-risk dynamics • Provide executive oversight of strategic account planning and client health monitoring, identifying retention risk early and mobilizing cross-functional response to protect and grow client relationships • Partner closely with Sales and Growth leadership to support new business pursuits, RFP responses, and finalist presentations, contributing client management expertise and operational credibility to win strategies • Identify and synthesize client-level trends across the book of business — including utilization patterns, formulary dynamics, satisfaction indicators, and emerging client needs — and translate them into action for individual clients and AffirmedRx more broadly • Lead, mentor, and develop a high-performing Client Management leadership team and broader organization • Drive organizational effectiveness, succession planning, leadership development, and talent strategy

• Define, operationalize, and scale Great Minds’ approach to culture and talent strategy • Internalize Great Minds’ strategic direction to define capability and skill requirements • Manage job architecture and career frameworks to create clarity and growth pathways • Lead the Inclusion & Belonging agenda for sustainable talent systems • Design the performance management philosophy and drive consistent execution • Assess current learning and design a refreshed L&D strategy aligned with priorities • Build and manage a blended learning ecosystem for a geographically distributed workforce • Design employee experience and engagement strategy for mission-driven retention.

Role Description As the Vice President of Institutional Relations, you’ll be a senior commercial leader responsible for driving revenue growth, enrollment, and market expansion across a defined territory by managing a team of salespeople RD (Regional Directors). In this role, you’ll set strategy, build high-impact institutional partnerships, and lead a consultative, relationship-driven go-to-market approach that positions CEA CAPA as a preferred provider. What You’ll Do - Territory & Growth Planning - Lead, coach, and develop a team of reps RD (Relationship Directors) to drive consistent quota, revenue, retention, and enrollment targets. - Own and execute a growth plan with CRO. - Translate targets into territory quotas with weekly pipeline reviews and win rates to drive revenue generation. - Set clear quotas (new + expansion) to drive account growth, program/expansion growth, and retention (NRR, upsell). - Maintain regular engagement with key stakeholders at University Partners. - Lead territory and account planning. - Standardize account plans (org map, pain, opportunity, next steps). - Run territory reviews and monthly account deep dives. - Drive pipeline creation discipline across prospecting and partner collaboration. - Identify high-potential and underpenetrated Partners and enforce pipeline creation targets, KPIs, and prospecting discipline. - Collaborate with the team to identify high-potential opportunities aligned with program offerings. - Recommend appropriate programs based on academic, growth, and institutional needs. - Awareness & Relationship Development - Drive the team to build visibility and trust with university stakeholders, specifically with Admissions, Enrollment Management, Study Abroad Office, or other executives as identified. - Represent CEA CAPA at conferences, campus events, college fairs, and campus sales calls. - Partner with the broader Institutional Relationship sales team, Partner Services team, and Strategic Academic Liaison team to drive University Partner growth in a coordinated manner. - Strategy & Continuous Improvement - Partner cross-functionally with Marketing, SDRs, Customer Success, Academics, and Program teams to align on pipeline, conversion, and partner outcomes. - Share market insights, competitive intelligence, and frontline messaging feedback to refine positioning and go-to-market execution. - Identify and implement process improvements and best practices to increase team productivity, win rates, and deal velocity. - Drive adoption of sales tools, playbooks, and methodologies to improve consistency and performance. - Support development of partner growth strategies that strengthen long-term relationships and expand opportunities with university partners. - Contribute to initiatives that enhance sales effectiveness, partner experience, and overall revenue outcome. Qualifications - Bachelor’s degree required, master’s degree a plus. - 5+ years of progressive sales leadership experience, with higher education exposure preferred. - 3+ years in a consultative, relationship-driven sales or business development role, with a track record of influencing decision-makers. - Proven experience in a complex relationship-oriented/multi-stakeholder sales cycle. - Preference given to higher education or in a similar complex sales motion. - Strong relationship-building skills with the ability to influence, advise, and drive decisions. - Excellent consultative communication and presentation skills, including comfort engaging with diverse sets of buyers such as executives, students, families, and institutional stakeholders. - Demonstrated ability to manage a broad set of accounts to prioritize high-impact opportunities and consistently work toward targets. - Experience using Salesforce CRM to manage pipeline, track activity, and monitor performance and ensure timely follow-up and conversion. - Willingness and ability to travel 50–75% within an assigned portfolio of university partners. - Self-directed and results-oriented leader, with confidence operating in a remote environment while collaborating effectively across teams to achieve goal-based outcomes. Benefits - Fresh Fruit Wednesdays, coffee bar, wellness room, and ergonomic workspaces. - 12 paid holidays, generous PTO, and up to 8 hours paid volunteer time—because balance matters. - Comprehensive health, dental, and vision coverage, benefits for domestic partners, paid parental leave, and compassionate time off for life events—because caring for your loved ones matters. - Encouragement of team connection and celebration, from office events to informal get-togethers and virtual hangouts. Why This Role Matters The VP Role is a key ambassador for CEA CAPA, often introducing students and families to global study abroad opportunities for the first time. Success in this role builds trust, drives enrollment growth, strengthens institutional partnerships, and enhances CEA CAPA’s reputation. This is a highly visible, field-based role for professionals who excel at relationship-building and enjoy helping students take the next step in their college journey globally.

Role Description As the VP Sales, Decision Support for your specified market, you will be responsible for managing a team of revenue cycle Sales Executives to aid in the growth and net new revenue for our Decision Support Portfolio of Solutions across the US. This person will be responsible for developing and maintaining a team that ensures collaboration and coordination with internal matrix partners to execute on the sales strategy and to achieve the annual sales bookings target. The Sales leader will ensure the team is highly competent in selling Decision Support Technologies within the Ambulatory and Acute markets. This person must focus on pipeline management for sustainable growth, uncover opportunities, and understand the competitive environment to create a differentiated value proposition. You’ll enjoy the flexibility to work remotely from anywhere within the U.S. as you take on some tough challenges. Primary Responsibilities - Develop and execute strategies to meet assigned bookings targets through growth of net new and add-on sales within the assigned segment and target key growth areas to increase market share within the assigned segment. - Lead, develop, and maintain a team of sales executives who collaborate and coordinate with the Business Units, other Sales teams, and Account Management, and attain or exceed all assigned quotas for revenue (organic & retention). - Serve as an internal advisor, escalation point, and decision maker for team of sales executives when it comes to deal strategy. - Work collaboratively across a complex, matrixed organization to ensure internal alignment and transparency is a top priority. - Provide ongoing, accurate pipeline and forecast reports to Sales & Operations leadership teams. - Foster sales leadership competency and work to improve bench strength within the sales organization, including building pipeline, establishing development plans and mentoring individuals on the team to maximize their growth and potential. - Attend industry conferences and engage directly with clients to support relationship development and deal advancement. - Exemplify Optum values of integrity, respect, collaboration, innovation, and excellence across all activities. - Enable achievement of Optum goals for growth, execution, customers, and people. Qualifications - 7+ years of experience working with hospital-based utilization management team, recognized healthcare consulting firm, or decision support solutions provider. - 5+ years of client-facing experience with healthcare executives, and solid network of relationships with healthcare executives to leverage. - Experience managing a team and serving as a strategic, collaborative sales leader. - Solid background knowledge of the entire range of Optum solutions including technology, services, and advisory. - Demonstrated ability to build client relationships and be seen as a strategic advisor and thought partner to internal stakeholders and external client leaders. - Proven excellent interpersonal skills, including ability to influence in meetings with executive leadership, and demonstrated ability to work with myriad internal stakeholders with different incentives to ensure achievement of best organizational outcome. - Proven solid written and verbal communication skills, with a keen eye for detail, ability to tailor content to different audiences, and ability to communicate complex ideas in a clear and engaging manner. - Proven self-motivated, innovative, and able to work both independently and collaboratively in a fast-paced environment. - Aptitude to guide team members through periods of change. - Ability to travel up to 75% of the time. Preferred Qualifications - Experience with Clinical decision support technologies, Utilization Management technology enabled services, or hospital operations. - Intermediate knowledge of providers within your specified region/market. - Track record of successful sales/ownership over a personal and team-wide revenue target. - Proven ability to analyze complex market opportunities and develop creative solutions to a wide variety of unique market problems. Benefits - Comprehensive benefits package. - Incentive and recognition programs. - Equity stock purchase. - 401k contribution (all benefits are subject to eligibility requirements). Application Deadline This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants.