Vice President, Strategic Partnerships
McKesson, Irving, TX, United States
McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.
What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.
The Vice President of Strategic Partnerships is the senior leader responsible for defining, directing, and executing partnership strategy across vendor, data, and enterprise relationships within Commercial Strategy and Innovation (CSI), a portfolio of innovative pharmacy technology businesses within McKesson’s U.S. Pharmaceutical Distribution (USPD), including Macro Helix, McKesson Pharmacy Systems (MPS), Supplylogix (SLX), and MomentimRx (MRx).
This leader owns the development and commercialization of partnerships that drive measurable revenue, protect existing value, and expand CSI’s market position. The role establishes how CSI evaluates, prioritizes, negotiates, and executes partnerships across the business.
The VP of Strategic Partnerships operates across CSI and enterprise stakeholders to ensure partnership activity is aligned to strategic priorities and executed with speed, clarity, and consistency. This leader sets direction, defines decision frameworks, and drives a disciplined operating model that reduces friction and accelerates outcomes.
This role is also responsible for building and leading a high performing Strategic Partnerships team, establishing clear ownership, developing talent, and ensuring consistent execution across all partnership activities.
The role is accountable for delivering incremental revenue, strengthening partnership performance, and directing a scalable, enterprise-aligned system for how CSI engages and executes across its partner ecosystem.
Key Responsibilities
Define and direct CSI’s partnership strategy across vendor, data, and intracompany opportunities
Establish a prioritized portfolio of partnership initiatives aligned to CSI and USPD objectives
Drive revenue growth through new partnerships, renewals, and expanded commercial agreements
Ensure partnership activity is focused on opportunities that deliver measurable business impact
Translate enterprise priorities into actionable partnership strategies that scale across CSI business units
Negotiation & Deal Execution
Lead complex, high value negotiations across external partners and internal McKesson stakeholders
Own contract strategy, including commercial terms, pricing structures, data rights, and risk management
Drive deals from initial engagement through execution with clear ownership and accountability
Partner with Legal, Finance, and Compliance to ensure agreements are structured appropriately and executed efficiently
Operating Model & Governance
Establish and direct a scalable operating model for partnership intake, evaluation, approval, and execution
Define decision rights and governance frameworks to reduce ambiguity and accelerate progress
Develop and implement repeatable playbooks to support consistent execution across partnership types
Ensure visibility into partnership pipeline, performance, and outcomes through consistent reporting and inspection
Direct adoption of partnership standards across CSI business units to ensure consistency in execution
Cross Functional & Enterprise Alignment
Partner with CSI Commercial leadership to align partnerships with go to market strategy and customer needs
Collaborate with Product teams to ensure partnerships support roadmap priorities and deliver customer value
Align with Distribution and enterprise stakeholders on initiatives that extend beyond CSI
Serve as the accountable leader for partnership coordination across CSI business units, ensuring alignment to enterprise priorities
Partnership Performance & Risk Management
Own performance tracking for active partnerships, including revenue, adoption, and strategic impact
Ensure renewal strategies are proactive and aligned to business objectives
Protect CSI’s interests in data, compliance, and contractual obligations
Identify and mitigate risks related to partnership structure, execution, and long term viability
Talent Leadership & Organizational Development
Build and lead a high performing Strategic Partnerships team aligned to CSI priorities
Define clear roles, ownership, and accountability across the function
Develop and mentor leaders and team members to drive performance and growth
Establish a disciplined operating cadence that reinforces execution, inspection, and accountability
Foster a culture focused on ownership, outcomes, and continuous improvement
Operating Principles
Accountability creates clarity
Data creates confidence
Execution drives results
Alignment creates scale
Culture follows behavior
Qualifications
Degree or equivalent experience. Typically requires 13+ years of professional experience and 6+ years of diversified leadership, planning, communication, organization, and people motivation skills (or equivalent experience).
10+ years of experience in partnerships, business development, or commercial strategy within healthcare, pharmaceutical distribution, or SaaS
7+ years of leadership experience directing complex, cross functional initiatives or teams across multiple business units
Demonstrated success negotiating and executing large scale commercial agreements
Experience working across matrixed organizations with multiple stakeholders and competing priorities
Strong understanding of healthcare ecosystem dynamics, including data, compliance, and regulatory considerations
Critical Skills
Proven ability to translate strategy into executed deals and measurable outcomes
Strong negotiation and deal structuring capabilities
Ability to operate in ambiguous environments and build structure where it does not exist
High business and financial acumen with focus on revenue and margin impact
Strong influencing skills with ability to align senior and executive stakeholders
Disciplined operator with focus on execution, ownership, and accountability
Education
Bachelor’s degree in Business, Finance, or a related field required
Physical Requirements
General office demands
Ability to travel as needed
Our Base Pay Range for this position $182,000 - $303,300
McKesson is an Equal Opportunity Employer McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our page.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.
The Vice President of Strategic Partnerships is the senior leader responsible for defining, directing, and executing partnership strategy across vendor, data, and enterprise relationships within Commercial Strategy and Innovation (CSI), a portfolio of innovative pharmacy technology businesses within McKesson’s U.S. Pharmaceutical Distribution (USPD), including Macro Helix, McKesson Pharmacy Systems (MPS), Supplylogix (SLX), and MomentimRx (MRx).
This leader owns the development and commercialization of partnerships that drive measurable revenue, protect existing value, and expand CSI’s market position. The role establishes how CSI evaluates, prioritizes, negotiates, and executes partnerships across the business.
The VP of Strategic Partnerships operates across CSI and enterprise stakeholders to ensure partnership activity is aligned to strategic priorities and executed with speed, clarity, and consistency. This leader sets direction, defines decision frameworks, and drives a disciplined operating model that reduces friction and accelerates outcomes.
This role is also responsible for building and leading a high performing Strategic Partnerships team, establishing clear ownership, developing talent, and ensuring consistent execution across all partnership activities.
The role is accountable for delivering incremental revenue, strengthening partnership performance, and directing a scalable, enterprise-aligned system for how CSI engages and executes across its partner ecosystem.
Key Responsibilities
Define and direct CSI’s partnership strategy across vendor, data, and intracompany opportunities
Establish a prioritized portfolio of partnership initiatives aligned to CSI and USPD objectives
Drive revenue growth through new partnerships, renewals, and expanded commercial agreements
Ensure partnership activity is focused on opportunities that deliver measurable business impact
Translate enterprise priorities into actionable partnership strategies that scale across CSI business units
Negotiation & Deal Execution
Lead complex, high value negotiations across external partners and internal McKesson stakeholders
Own contract strategy, including commercial terms, pricing structures, data rights, and risk management
Drive deals from initial engagement through execution with clear ownership and accountability
Partner with Legal, Finance, and Compliance to ensure agreements are structured appropriately and executed efficiently
Operating Model & Governance
Establish and direct a scalable operating model for partnership intake, evaluation, approval, and execution
Define decision rights and governance frameworks to reduce ambiguity and accelerate progress
Develop and implement repeatable playbooks to support consistent execution across partnership types
Ensure visibility into partnership pipeline, performance, and outcomes through consistent reporting and inspection
Direct adoption of partnership standards across CSI business units to ensure consistency in execution
Cross Functional & Enterprise Alignment
Partner with CSI Commercial leadership to align partnerships with go to market strategy and customer needs
Collaborate with Product teams to ensure partnerships support roadmap priorities and deliver customer value
Align with Distribution and enterprise stakeholders on initiatives that extend beyond CSI
Serve as the accountable leader for partnership coordination across CSI business units, ensuring alignment to enterprise priorities
Partnership Performance & Risk Management
Own performance tracking for active partnerships, including revenue, adoption, and strategic impact
Ensure renewal strategies are proactive and aligned to business objectives
Protect CSI’s interests in data, compliance, and contractual obligations
Identify and mitigate risks related to partnership structure, execution, and long term viability
Talent Leadership & Organizational Development
Build and lead a high performing Strategic Partnerships team aligned to CSI priorities
Define clear roles, ownership, and accountability across the function
Develop and mentor leaders and team members to drive performance and growth
Establish a disciplined operating cadence that reinforces execution, inspection, and accountability
Foster a culture focused on ownership, outcomes, and continuous improvement
Operating Principles
Accountability creates clarity
Data creates confidence
Execution drives results
Alignment creates scale
Culture follows behavior
Qualifications
Degree or equivalent experience. Typically requires 13+ years of professional experience and 6+ years of diversified leadership, planning, communication, organization, and people motivation skills (or equivalent experience).
10+ years of experience in partnerships, business development, or commercial strategy within healthcare, pharmaceutical distribution, or SaaS
7+ years of leadership experience directing complex, cross functional initiatives or teams across multiple business units
Demonstrated success negotiating and executing large scale commercial agreements
Experience working across matrixed organizations with multiple stakeholders and competing priorities
Strong understanding of healthcare ecosystem dynamics, including data, compliance, and regulatory considerations
Critical Skills
Proven ability to translate strategy into executed deals and measurable outcomes
Strong negotiation and deal structuring capabilities
Ability to operate in ambiguous environments and build structure where it does not exist
High business and financial acumen with focus on revenue and margin impact
Strong influencing skills with ability to align senior and executive stakeholders
Disciplined operator with focus on execution, ownership, and accountability
Education
Bachelor’s degree in Business, Finance, or a related field required
Physical Requirements
General office demands
Ability to travel as needed
Our Base Pay Range for this position $182,000 - $303,300
McKesson is an Equal Opportunity Employer McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our page.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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