Job Description

Area Vice President, Government Channel Partnerships

We Breathe Life Into Data

At Komodo Health, our mission is to reduce the global burden of disease. And we believe that smarter use of data is essential to this mission. That's why we built the Healthcare Map the industry's largest, most complete, precise view of the U.S. healthcare system by combining de-identified, real-world patient data with innovative algorithms and decades of clinical experience. The Healthcare Map serves as our foundation for a powerful suite of software applications, helping us answer healthcare's most complex questions for our partners. Across the healthcare ecosystem, we're helping our clients unlock critical insights to track detailed patient behaviors and treatment patterns, identify gaps in care, address unmet patient needs, and reduce the global burden of disease.

As we pursue these goals, it remains essential to us that we stay grounded in our values: be awesome, seek growth, deliver "wow," and enjoy the ride. At Komodo, you will be joining a team of ambitious, supportive Dragons with diverse backgrounds but a shared passion to deliver on our mission to reduce the burden of disease and enjoy the journey along the way.

The Opportunity at Komodo Health: Area Vice President, Government Channel Partnerships

Joining Komodo as an Area Vice President, Government Channel Partnerships, you will be an individual contributor focused on new business generation within the Federal, State, and Local (FSL) government market.

Your core mission is to rapidly build and expand our presence in the public sector by identifying, engaging, and growing strategic relationships with Systems Integrators (SIs), Value-Added Resellers (VARs), and prime contractors that hold key government contract vehicles. This segment plays a critical role in amplifying our market reach, enabling new revenue streams, and accelerating the deployment of our platform to support public health and government payer initiatives.

Looking back on your first 12 months at Komodo Health, you will have accomplished

• Met or exceeded sales quota by driving the adoption of our Healthcare Map and Software across Federal, State, and Local (FSL) health and defense agencies.
• Secured Komodo Health's presence on key government contracting vehicles (e.g., GSA, IDIQs) through strategic partnerships with prime contractors and SIs.
• Established multiple relationships with key decision makers, Contracting Officers, and Program Managers within target government agencies.
• Collaborated with Komodo's Product, Marketing, and Engineering Teams to ensure our SaaS offerings meet critical government compliance standards (e.g., FedRAMP readiness, FISMA, public sector HIPAA).

You will accomplish these outcomes through the following responsibilities

• Drive daily sales motion by actively engaging in partner outreach, focusing on Government Systems Integrators, Prime Contractors, and FSL-focused VARs.
• Prior experience selling data, analytics, or healthcare technology solutions to Federal Health Agencies (e.g., CMS, VA, NIH, DoD Health), State Health Agencies (Medicaid and Public Health), Higher Education (Clinical Research R1s).
• Strong familiarity with relevant government compliance requirements (e.g., FISMA, FedRAMP, CMMC, or public sector HIPAA/HITECH).
• Develop and execute joint business plans and Go-to-Market strategies with partners to penetrate Federal Health Agencies (e.g., CMS, VA, NIH) and State Medicaid programs.
• Navigate complex government procurement cycles, contract vehicles (e.g., GSA schedules, GWACs), and budget cycles to accelerate deal closure.
• Maintain an accurate sales funnel that informs internal discussions on government budget timelines, resourcing, and long-term agency opportunities.
• Partner with clients and channel partners to design and deliver solutions that respond to complex public health, veteran care, and government payer challenges.
• Establish and grow relationships with Contracting Officers (COs), C-Level government executives, and key program sponsors within partner and end-user accounts.
• Manage and track partner performance against specific government sector goals to ensure sustainable long-term contract renewals and task order expansions.

What you bring to Komodo Health (required):

• Documented history of consistently meeting or exceeding sales quota year over year.
• 5+ years of recent experience successfully selling SaaS or enterprise platforms into the US Federal, State, and Local (FSL) government market.
• Mandatory experience developing and managing channel relationships with Government Systems Integrators (SIs), Prime Contractors, and VARs.
• Deep understanding of government acquisition processes, contract vehicles (e.g., GSA schedules, IDIQs), and procurement cycles.
• Proven ability to build joint business plans and co-sell strategies specifically tailored for the government sector.
• Experience engaging with C-level government executives, Contracting Officers (COs), and Program Executive Officers (PEOs).
• High proficiency with presentation tools (PowerPoint, Google Slides), CRM systems (Salesforce), and productivity suites (MS Office or Google Workspace).
• Excellent communication and relationship-building skills.

Additional skills and experience we'll prioritize (nice to have):

• Prior experience selling data, analytics, or healthcare technology solutions to Federal Health Agencies (e.g., CMS, VA, NIH, DoD Health), State Health Agencies (Medicaid and Public Health), Higher Education (Clinical Research R1s).
• Strong familiarity with relevant government compliance requirements (e.g., FISMA, FedRAMP, CMMC, or public sector HIPAA/HITECH).
• Experience with FedRAMP, StateRAMP, or agency-specific contract vehicle management.

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