Sr. Director, Consultant Relations

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