Responsibilities
- Providing executive leadership to the Consultant Relations team by setting direction, establishing clear goals, and equipping the team to cultivate strong, influential relationships across the consulting ecosystem. Key responsibilities include driving market education, elevating understanding of our product capabilities, and strengthening consultant preference for Included Health.
- Leading cross-functional alignment and collaboration with analytics, product, marketing, sales, and client success teams to ensure our consultant engagement strategy is tightly connected to market needs. The Vice President will champion insights gathered from consulting partners to inform organizational priorities and influence product and go-to-market direction.
- Define and lead the overall consultant strategy across national and regional consulting firms to accelerate pipeline growth, improve win rates, and strengthen market positioning.
- Build and maintain executive-level relationships with key benefits consultants, brokers, and channel partners, to establish the company as a trusted healthcare solution.
- Articulate Included Health differentiators and value proposition in general, and when appropriate, on employer-specific opportunities
- Partner closely with Sales and Client Success to ensure consistency of message across various touch-points
- Translate consultant and broker insights into actionable recommendations for product, marketing, sales, and leadership teams.
- Create and execute a consultant engagement model that scales consistent education, insights sharing, and joint GTM planning to drive higher partner activation, deal influence, and market visibility.
- Facilitate annual cycle of meetings for GTM team to further relationships and build understanding of Included Health’ solutions and capabilities
- Coordinate Included Health participation in events sponsored by the consulting firms which further our mutual business opportunities
- Negotiate agreements with consulting firms that drive preference and revenue growth
- The leader of the team will set the annual and multi-year strategy, create appropriate priorities, and manage the individuals on the team to support the strategy
- Collaborate with analytics, product and marketing teams to create and update educational material for the consulting community
- Work closely with Sales and Client Success teams to share information from the consulting community and support the establishment of relationships in each region
- Inform future roadmap and product packaging based on input from the consulting community
- Collaborate with Go To Market Operations to ensure Salesforce reporting reflects the value and nature of consultant relationships for reporting
Requirements
- 15+ years’ experience in healthcare industry preferably in customer-facing roles
- Solid national relationships with thought leaders, influencers, and specialty practice teams at the key consulting firms
- Deep understanding of market expectations in the product categories we compete
- Experience managing relationships in multi-year contract cycles
- Experience leading meetings and developing content for broad circulation
- Experience with complex negotiations for long-term relationship management
- Excellent written and verbal communications skills
- Track record of success forging productive relationships within the healthcare consulting community
- Bachelor's degree required
Nice to Have
- advanced degree preferred
