Opportunity is here


Executive Director, Value Based Care Product Strategy



Boston, MA, USA
Posted on Wednesday, June 26, 2024

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 objectives

  • Identify and evaluate business cases for major roadmap initiatives and inform build/buy/partner decisions

  • Conduct business performance analysis to support gross margin improvements through product partners and vendor efforts

  • Support business development and deal activity as a Product subject matter expert

Communicate strategy and create feedback loops between Market and Product

  • Partner with product leaders and high-level executives to influence their product strategy and shape the vision of athenahealth products

  • Educate and inspire product teams with the latest emerging market trends and analysis to inform and elevate the overall Product team’s knowledge and prioritized product roadmaps

  • Evaluate and respond to top product optimization opportunities from clients; support resolution of product related prospect & client escalations

  • Participate in sales activity as needed to represent product leadership, including assessing prospective clients for service fit and readiness to serve as development partner

Education & Experience Required:

  • Bachelor’s Degree required, MBA preferred; Degree (Bachelor’s or Masters) in Computer Science, Business, or Product Design preferred

  • 12+ years professional experience, inclusive of 7+ years of product management or strategy

  • Specific experience in defining, developing and launching VBC products and solutions with a specific emphasis on the provider’s experience and the needed tools, capabilities, products and services to be successful in the transformation from Fee For Service to alternative payment models (fee for value programs like Chronic Condition Management, RPM, quality incentive programs - MIPs) and other risk-sharing arrangements, including global capitation

  • Extensive experience leading market research and data-driven analysis, gathering perspectives from a variety of sources. Combine with business strategy to define a path forward

  • Exceptional communication skills, including a history of effectively influencing senior executives and strong presentations to external audiences, especially enterprise clients

  • Proven ability to thrive independently as well as part of an extended, cross-functional team

  • Deep understanding of product management best practices and technical capabilities, including agile development

About athenahealth

Here’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

What’s unique about our locations?
From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams. Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together.

Our company culture might be our best feature.
We don't take ourselves too seriously. But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone.

Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal. We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work.

Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability.

Giving back is integral to our culture. Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future. As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement.

What can we do for you?
Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. And we provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.

athenahealth is committed to a policy of equal employment opportunity—that’s why we recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law. We’re happy to provide a reasonable accommodation, for those with a disability, to complete any part of the application process. If you are unable to access or use this online application process and need an alternative method for applying, please contact us at taoperations@athenahealth.com for assistance.