Note: The job is a remote job and is open to candidates in USA. Zócalo Health is a tech-enabled, community-oriented primary care organization serving historically underserved populations. The Senior Manager, Statewide Growth & Strategic Partnerships will lead the development of statewide partnerships and enterprise accounts, ensuring strategic market entry and governance for growth initiatives.
Responsibilities
- Own the portfolio of key statewide accounts and large enterprise-level partners, serving as the senior relationship owner for accounts that span multiple regions or carry statewide significance
- Negotiate, structure, and activate enterprise partnerships that generate referral pipelines across multiple counties simultaneously
- Maintain an enterprise account pipeline from prospect through producing, with clear production targets per account
- Translate enterprise relationships into actionable referral pathways that regional teams can execute against
- Act as the strategic plug-and-play growth lead for high-priority counties, including Santa Clara, San Bernardino, Riverside, LA, Contra Costa and Sacramento
- Treat Sacramento as a dual-value market: a county to grow and the seat of statewide influence, where DHCS, state legislators, statewide associations, and key decision-makers are concentrated
- Lead market entry strategy in target counties, coordinating with Regional General Managers to ensure statewide relationships translate into on-the-ground enrollment production
- Identify and remove barriers to rapid market activation across new and underperforming county markets
- Own and chair a weekly Statewide Growth Standup bringing together the Director of Patient Support, the Regional General Managers, and the SVP of Finance
- Use this forum to make intentional, data-driven decisions about which counties to grow, where to shift strategy, and how to reallocate resources based on opportunity
- Bring partner production data, pipeline health, enrollment trends, and market intelligence to each session so decisions are grounded in evidence rather than instinct
- Ensure Patient Support, regional leadership, and Finance operate from one shared picture of opportunity rather than siloed views
- Document decisions, owners, and follow-through so growth strategy compounds week over week
- Meet weekly with the Regional General Managers of California to connect statewide partnerships to regional execution
- Ensure statewide and enterprise relationships trickle down into actionable opportunities for Market Growth Managers and Member Acquisition Specialists in each region
- Provide regional teams with warm introductions, referral pathways, and partner context so field teams convert statewide relationships into local enrollments
- Surface regional insights upward so enterprise account strategy reflects what is actually happening in the field
- Own the strategy, design, and execution of key strategic mixers in counties where Zócalo Health is pursuing increased market penetration
- Curate guest lists that combine health plan leaders, referral partners, community organizations, and decision-makers with both statewide and local influence
- Use events as deliberate market entry and account acceleration tools, with defined goals for new partner commitments, referral pathway activations, and pipeline generated per event
- Track post-event conversion so every mixer is accountable to measurable partnership and enrollment outcomes
- Track statewide referral volume, enterprise account production, county activation milestones, and partnership-to-enrollment conversion
- Maintain a statewide market opportunity map covering health plan dynamics, CalAIM developments, county-level demand, and competitive activity
- Provide the executive team with regular statewide growth reporting and strategic recommendations
- Use performance data and market intelligence to continuously refine statewide strategy and county prioritization
Skills
- 7+ years of experience in healthcare partnerships, enterprise account management, strategic growth, or market development roles
- Proven track record managing enterprise-level accounts or multi-stakeholder partnerships with accountability for referral or enrollment outcomes
- Experience developing and executing market entry strategy across geographies
- Strong executive presence with the ability to build relationships and influence senior decision-makers
- Highly data-driven, with experience using performance metrics, pipeline reporting, and market intelligence to inform strategy
- Experience facilitating or leading cross-functional forums with Finance, Operations, and regional leadership teams
- Deep familiarity with the California healthcare landscape, including Medi-Cal managed care, health plan dynamics, and community-based referral ecosystems
- Comfortable operating both at the strategic and executional level, moving between enterprise accounts and field-level market activation
- Reliable transportation and willingness to travel extensively throughout California
- Experience with CalAIM, Enhanced Care Management (ECM), or Medi-Cal managed care programs
- Existing relationships with statewide health plans, DHCS, or large community-based organizations
- Experience leading or coordinating cross-regional growth strategy in a multi-market organization
- Familiarity with DHCS-funded programs including PATH, CITED, or community supports infrastructure
- Experience in startup or high-growth healthcare environments
- Bilingual English-Spanish strongly preferred
Benefits
- Equity compensation package
- Comprehensive benefits including medical, dental, and vision
- 401k
- Flexible PTO policy - take the time you need to recharge
- $1,000 home office stipend
- We provide the equipment needed for this role.
- Opportunity for rapid career progression with plenty of room for personal growth.
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