Sr. Director, Consultant Relations

The Senior Director, Consultant Relations will serve as the strategic leader of a high-impact team responsible for building and deepening Included Health’s relationships with employer benefits consulting firms and driving preference for our products and services. In this role, the Senior Director will set the vision, define the strategy, and ensure strong, consistent execution across the Consultant Relations team.

This includes:
1. 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.
2. 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 Senior Director will champion insights gathered from consulting partners to inform organizational priorities and influence product and go-to-market direction.

External responsibilities of the Consultant Relations team include::
• 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

Internal responsibilities of the Consultant Relations team include::
• 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

In your first 90 days you will be expected to::
• Onboard remotely
• Build relationships with the Consultant Relations team and other key GTM partners
• Build relationships with colleagues in Sales and Customer Success
• Become familiar with the range and scope of our partnership agreements
• Spend time with the data science and analytics teams to become familiar with our reporting and quality methodology and value story
• Review existing strategy and begin to formulate ideas for its evolution
• Refresh strategy and pivot short- and long-term tactics to align
• Develop calendar outlining the cadence of events
• Review firm-specific relationship maps and prioritize outreach to build/expand relationships
• Develop marketing and education materials for consultant meetings
• Coordinate meetings with the consulting firms to be attended by leadership, sales and accounts

Qualifications::
• 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, advanced degree preferred

The United States new hire base salary target ranges for this full-time position are:
$203,330 - $285,175 + bonus + equity + benefits

Below is additional information on Included Health's commitment to maintaining transparent and equitable compensation practices across our distinct geographic zones.

Starting base salary for you will depend on several job-related factors, unique to each candidate, which may include education; training; skills; years and depth of experience; certifications and licensure; our needs; internal peer equity; organizational considerations; and understanding of geographic and market data. Compensation structures and ranges are tailored to each zone's unique market conditions to ensure that all employees receive fair and great compensation package based on their roles and locations. Your Recruiter can share your geographic zone upon inquiry.

Benefits & Perks:
In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more:
Remote-first culture
401(k) savings plan through Fidelity
Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)
Paid Time Off ("PTO") and Discretionary Time Off (“DTO")
12 weeks of 100% Paid Parental leave
Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies.
Work-From-Home reimbursement to support team collaboration home office work

Your recruiter will share more about the salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law.