Client Partnership Lead - Providers

Build Strategic Partnerships and Drive Growth in the Provider Market
Are you ready to deepen relationships and accelerate growth with hospitals, health systems, and integrated delivery networks? As Client Partnership Lead – Providers, you’ll lead account strategy and business development for a portfolio of provider clients—positioning HMA as a trusted partner for solutions that address today’s most critical challenges in care delivery, financial performance, and operational transformation.

This role combines strategic account planning with hands-on client engagement, forging executive-level relationships and introducing innovative services that deliver measurable impact. If you thrive on building trust, influencing decision-makers, and driving growth in a dynamic healthcare environment, this is your opportunity to make a significant difference.

The ideal candidate will have at least 10 years of experience driving growth within the provider market. This leader will be a part of our Growth Office and must have significant experience building client relationships and increasing market share to identify opportunities to add value. Specific expectations and responsibilities are outlined below.

Job Summary

The Client Partnership Lead is responsible for driving strategic account growth through proactive business development, client relationship management, and internal collaboration.  This role focuses on expanding and growing relationships within key accounts, identifying new business opportunities, and executing strategies that deliver measurable revenue growth.  The Client Partnership Lead acts as the primary liaison between the client and HMA – developing deep understanding of client priorities, aligning HMA’s capabilities to address evolving needs, and ensuring high client satisfaction and loyalty.

Work Performed and Job Requirements

• Account Planning & Strategy
  • Develop and execute a strategic account business plan to drive growth across assigned accounts.
  • Maintain a deep understanding of client priorities, market context, and competitive positioning.
  • Identify new opportunities to expand HMA’s presence across business units and buying centers.
  • Monitor and communicate client organization changes, business drivers, and risks to HMA leadership.
  • Lead regular account reviews, including Quarterly Business Reviews (QBRs) and performance updates for both client and internal stakeholders.
• Business Development & Revenue Generation
  • Generate and maintain a qualified pipeline sufficient to meet or exceed annual revenue goals.
  • Lead pursuits and close deals by leveraging relationships, insights, and commercial expertise.
  • Identify and penetrate new buying centers within existing client organizations to expand HMA’s footprint.
  • Introduce new services and solutions across the breadth of HMA that align with client needs and strategic objectives.
  • Use commercial acumen to improve win rates and deal profitability—contribute to proposal strategy, pricing, and negotiation.
  • Partner with pursuit teams to develop compelling proposals, presentations, and go-to-market approaches.
  • Strategize on firm-wide outreach efforts into priority accounts; coordinate outreach into assigned accounts and conduct personal outreach to garner new business.
• Client Relationship Management
  • Serve as the primary relationship manager for assigned client accounts.
  • Meet regularly with client executives, decision-makers, and influencers to strengthen relationships and identify opportunities.
  • Nurture existing buyer relationships while cultivating new client sponsors across levels and functions.
  • Lead service recovery and client risk management efforts to protect relationships and revenue.
  • Leverage procurement expertise to enhance HMA’s position on preferred supplier lists (PSLs) and reduce sales cycle time.
• Internal Collaboration & Delivery Enablement
  • Mobilize HMA’s full breadth of capabilities to meet client needs and drive account growth.
  • Foster cross-practice collaboration, connecting subject matter experts (SMEs) and executives to enhance solutions and delivery.
  • Partner with delivery teams to ensure consistent, high-quality client experiences and outcomes.
  • Provide account insights and market feedback to leadership, practice leaders, and marketing teams.
• Market Positioning & Thought Leadership
  • Represent HMA at industry events, conferences, and client forums to promote brand visibility and credibility.
  • Contribute to thought leadership initiatives, including articles, speaking engagements, and client-focused insights.
  • Maintain a visible presence within the client’s industry and contribute to the firm’s market awareness.
• All other duties as assigned.

Education/Training

Minimum of a bachelor’s degree in business, marketing, or a related field; advanced degree preferred.  However, we welcome candidates with significant, directly relevant work experience in place of a formal degree.

Experience

Minimum 10+ years of experience in account management, business development, or client leadership within a professional services or consulting environment.  Proven ability to develop and execute account growth strategies that achieve measurable results, strong understanding of consulting sales processes, proposal development, and pricing strategy, demonstrated success building executive-level relationships and managing complex client portfolios, excellent communication skills.

Knowledge, Skills and Abilities

• Strong understanding of account management, consulting sales, and business development strategies.
• Knowledge of client industry trends, market dynamics, and competitive positioning.
• Proven ability to build and sustain executive-level client relationships and drive revenue growth.
• Skilled in strategic planning, negotiation, and proposal development to close complex deals.
• Excellent communication, presentation, and influencing skills across all organizational levels.
• Demonstrated ability to collaborate in a matrixed environment and mobilize cross-functional teams.
• Strong commercial and financial acumen, with the ability to assess profitability and pricing.
• Agile, results-driven, and capable of translating client needs into actionable business solutions.
• Experience working in Salesforce. 

Core Competencies

• Strategic Execution - Drives strategic priorities through cross-functional leadership and accountability
• Resource Allocation - Anticipates long-term resource needs and aligns allocation with business growth
• Results Orientation - Leads teams to exceed performance expectations through continuous improvement and accountability
• Account Growth Planning: Develops and executes account growth plans aligned to client needs and firm strategy.
  • Maintains account plans and identifies growth targets.
  • Tracks client organization changes and evolving priorities.
  • Collaborates with delivery and pursuit teams to execute plans.
  • Pursuit Leadership: Leads proposals and pursuit efforts that align with client goals and firm capabilities.
  • Shapes pursuit strategy, proposal content, and pricing approaches.
  • Coordinates contributions across internal teams and SMEs.
  • Delivers compelling presentations and follow-up communications.
• Relationship Expansion: Expands client networks across departments and functions to strengthen account presence.
  • Build relationships with new decision-makers and influencers.
  • Identifies and develops new buying centers within client organizations.
  • Maintains consistent client contact to reinforce trust and credibility.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

#LI-DM

The Client Partnership Lead – Providers is responsible for growing and deepening relationships with hospitals, health systems, integrated delivery networks (IDNs), and other providers. This role focuses on developing and executing account strategies that support clients across the breadth of HMA’s services. The Client Partnership Lead drives profitable growth across their assigned provider portfolio.

Specific Responsibilities

Account Strategy & Growth

• Develop and implement account growth plans tailored to provider client priorities.
• Stay informed of industry and regulatory developments, including reimbursement models, labor challenges, and technology transformation.
• Identify and pursue opportunities in HMA’s priority provider service lines.
• Collaborate with internal leaders to bring integrated solutions that address enterprise challenges across the continuum of care.
• Lead account reviews and growth planning sessions to monitor and achieve business objectives.

Business Development & Client Engagement

• Build and manage a pipeline of qualified opportunities sufficient to achieve revenue goals.
• Engage with client C-suite and operational leaders to understand their needs and build trust-based relationships.
• Lead proposals, negotiations, and deal execution, ensuring alignment with HMA pricing and profitability goals.
• Introduce HMA offerings and thought leadership into clients to position HMA as a long-term strategic partner.
• Represent HMA at industry conferences and client events to enhance market visibility.
• Regularly visit clients at their campuses to cultivate new and existing relationships.
• Develop and manage a firm-wide outreach plan for assigned accounts, including direct personal outreach from the CPL.

Internal Collaboration & Delivery Enablement

• Partner with project and practice leaders to ensure delivery excellence and client satisfaction.
• Coordinate with SMEs and executives across practices to mobilize HMA’s capabilities
• Provide client and market insights to inform service innovation and business planning.

Preferred Expertise and Knowledge

• Deep understanding of hospital and health system operations, governance, and strategic challenges.
• Proven success in business development or client leadership roles within consulting, advisory, or provider organizations.
• Knowledge of value-based care, care delivery models, and performance improvement methodologies.
• Experience working with health system executives across clinical, operational, and financial functions.
• Strong ability to develop account strategies, manage complex relationships, and close high-impact deals.
• Recognized market awareness and credibility within the provider community.

Performance Emphasis

• Success in this Business Sector area is measured through assigned account portfolio revenue in aggregate.