Sr. Director, Government Business Development-Healthcare(Remote)

Who We Are

Access TeleCare is the nation's largest provider of acute specialty telemedicine, with more than 2,600 telemedicine programs launched and partnerships with 1 in 5 U.S. hospitals across all 50 states. For more than 20 years, we've pioneered tech-enabled virtual care, now delivering more than 1 million patient encounters annually across specialties including behavioral health, neurology, hospitalist medicine, pulmonary and critical care, maternal-fetal medicine, infectious disease, cardiology, and nephrology. Our care reaches communities representing more than 65% of the U.S. population, many of them rural, underserved, or vulnerable. Our Telemed IQ platform enables life-saving care across multiple specialties, and we're proud to be the first acute telemedicine provider to earn and continuously maintain The Joint Commission's Gold Seal of Approval.

Learn more about our vision, mission, and values at accesstelecare.com.

The Opportunity

Access TeleCare is growing its government business, and we need a leader to build it. As Senior Director, Government Business Development, you’ll own the pursuit of federal, state, and tribal health care contracts, including Department of Veterans Affairs (VA) and Indian Health Service (IHS) opportunities, and manage our response to Rural Health Transformation Program (RHTP) opportunities. You’ll lead the RFP process from identification through award, structure and negotiate subcontracts and teaming arrangements, and pass qualified opportunities to our Regional Vice Presidents for pursuit. Partnering with the Chief Growth Officer, you’ll be accountable for Revenue and Net Income goals tied to government contracts at an acceptable profit.

What Success Looks Like

• A strategic approach to pursuing government contracts and subcontracts that aligns with Access TeleCare's goals, including which opportunities to pursue, which to pass on, and why
• An organized, written plan for pursuing those opportunities, with priorities, timelines, owners, and the resources needed to win
• Clear criteria for choosing pursuits, tied to company goals such as fit with our service lines, margin, capacity to deliver, and likelihood of award
• Sound judgment on when to pursue as a prime contractor and when to team with or subcontract to a partner
• Disciplined execution: every opportunity tracked from identification to outcome, deadlines met, and progress reported to the Chief Growth Officer on a regular cadence

What You’ll Do

Rural Health Transformation Program

• Own Access TeleCare's strategy and response to RHTP opportunities across states, including tracking state funding timelines, procurements, RFPs, and subrecipient opportunities
• Build relationships with state agencies, state offices of rural health, hospital associations, and rural health networks that administer RHTP funds, operating within each state's procurement and vendor-contact rules
• Identify RHTP-funded opportunities at hospitals and health systems and hand qualified leads to Regional Vice Presidents with the context needed to pursue them; track lead acceptance and conversion to closed business
• Monitor federal and state RHTP guidance, funding cycles, and compliance requirements, and report implications to executive leadership

RFPs and solicitations

• Identify, evaluate, and make bid/no-bid recommendations on RFPs and other government solicitations
• Lead each RFP response from kickoff to submission: assign owners, set the timeline, coordinate clinical, operations, technology, finance, and legal input, and ensure compliant, on-time submissions
• Build and maintain a library of reusable response content, past performance references, pricing models, and compliance documentation
• Develop pricing and contract structure with Finance for each pursuit to deliver an acceptable profit

VA, IHS, and other federal and tribal health

• Develop and execute a multi-year strategy for VA and IHS business, including identifying contract vehicles, eligibility and set-aside requirements, and partner needs
• Build relationships with VA and IHS program offices, contracting officers, tribal health programs, and other federal and tribal buyers; define and report milestones for this long-cycle pipeline

Subcontracts and teaming

• Structure, negotiate, and manage subcontracts, teaming agreements, and prime/subcontractor partnerships, working with Legal on terms, flow-down requirements, and compliance
• Identify and vet prospective prime contractors and teaming partners, and manage ongoing performance and obligations under executed agreements

Pipeline and collaboration

• Forecast the government pipeline accurately and manage accounts, contacts, and opportunities in CRM through the entire sales lifecycle
• Collaborate with Regional Vice Presidents, Client Success Executives, clinical leaders, Finance, Legal, and Marketing to pursue and win opportunities
• Engage in technical and executive discussions with government agency leaders and hospital Director, VP, and C-level prospects through presentations and demonstrations
• Drive objective achievement through disciplined planning, setting objectives with assigned owners, timelines, and measurements while anticipating and removing roadblocks
• Provide strategic insight to the executive team on government market dynamics, policy and funding changes, and opportunities to strengthen operations
• Other duties as assigned

What You’ll Bring

• Bachelor's degree (advanced degree preferred)
• 10 years progressive business development or sales experience in healthcare business, healthcare technology, or telemedicine, including at least 5 years pursuing government contracts in the health care space
• Demonstrated experience pursuing VA, IHS, or other federal, state, or tribal health care contracts
• Demonstrated experience setting up and managing subcontracts and teaming agreements
• Demonstrated experience leading responses to RFPs and other formal government solicitations, with a record of awards
• Experience with the Rural Health Transformation Program or comparable state or federal grant-funded programs preferred
• 3 years experience calling into and presenting to C-suite level executives of hospitals, IDNs, health systems, or government agencies
• Proven track record of winning government contracts and consistently delivering at and above quota
• Working knowledge of government procurement, including solicitation structure, contract vehicles, small business and set-aside rules, and compliance requirements
• The ability to negotiate (includes clear negotiation strategy development) and close agreements with customers, prime contractors, and partners, and support new customers through an on-boarding process
• Strong proposal and technical writing skills, with the ability to produce clear, compliant, persuasive written responses under tight deadlines
• Ability to manage multiple concurrent pursuits and deadlines while coordinating cross-functional contributors who do not report to you
• Ability to build pricing and understand contract financials, with P&L responsibility
• Experience managing complex, long-cycle sales processes
• Self-starter who is a curious learner and eager to build a strong healthy business
• A successful candidate should be driven, creative, and a strategic thinker, with the ability to lead, advise, and advocate for customers
• Demonstrated knowledge of, and successful utilization of, opportunity generation activities, sales process and negotiation skills, objection handling, strategic deal assessments, and team selling
• Proficient with Microsoft Excel, PowerPoint, Word, and SharePoint
• Experienced in CRM utilization, with working proficiency in Salesforce and HubSpot
• Experience with sales intelligence and prospecting tools such as ZoomInfo, Clay, Definitive Healthcare, and LinkedIn Sales Navigator preferred
• Strong communication skills including the ability to present ideas clearly in writing. Candidates will demonstrate their writing skills in the summary and cover letter sections of the application
• Strong ability to create, deliver and facilitate presentations, both in-person and virtually
• Strong communication, presentation, written, verbal, and listening skills

Work Environment

• High growth, fast-paced organization
• 100% Remote based environment
• Must be able to remain in a stationary position 50% of the time
• Domestic travel (30%) for meetings and collaboration

Why Join Access TeleCare?

• 100% remote role
• Comprehensive benefits: health, dental, vision, life insurance, and 401(k)
• Flexible vacation and wellness days—we value outcomes and balance
• A culture of ownership, transparency, and results—where the best ideas rise
• Opportunity to directly impact specialty care access nationwide

Access TeleCare, is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, marital status, national origin, disability, protected veteran status, race, religion, sex, or any other characteristic protected by applicable laws, regulations, and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.