Sales Director, Channel Partnerships

As the Sales Director, Channel Partnerships at Included Health, you will lead efforts to grow sales through our health plan and Third-Party Administrator (TPA) partnerships. Each of these partners resells Included Health products to their employer clients, and your role will focus on driving revenue by developing and expanding these partnerships. Initially, you’ll work with three regional health plans and one national TPA, with growth goals tied to pipeline development and annual bookings.
Reporting to the Division VP of Health Plan Sales, you will be the first member of the Channel Partnership Sales team, providing a unique opportunity to shape the strategy and execution of our channel partner growth function. You'll build strong relationships with key stakeholders across partner organizations to grow the channel partnership portfolio and optimize our go-to-market approach.

Responsibilities

• Drive sales through health plans and TPAs by developing and executing growth strategies, meeting pipeline and booking targets.
• Build and maintain strong relationships with key stakeholders at each channel partner, including Sales, Account Management, Marketing, and Product teams.
• Train partner sales teams on the Included Health product suite, collaborating with the Included Health Marketing team to create co-branded sales enablement materials.
• Lead ongoing education initiatives for channel partners through virtual and in-person presentations, and organize events to engage directly with prospective employer clients.
• Stay informed about market trends and competitive threats, helping expand existing partnerships and add new product offerings to each partnership.
• Develop and execute a “rules of engagement” strategy for working with each channel partner, ensuring alignment and buy-in from internal and external stakeholders.
• Lead discovery and solutioning conversations for mid-market clients and facilitate introductions to Sales teams for large enterprise clients.
• Work closely with the Health Plan Client Success, Health Plan Sales, Marketing, Product Marketing, and other internal teams to support client and partner needs.

What Makes You A Great Fit

• Thrive in a dynamic environment and are driven by a "pay-for-performance" culture where you can directly influence business growth.
• Excel at building relationships, collaborating across teams, and leading initiatives that create value for health plan clients.
• Have a passion for shaping the future of how organizations deliver health and wellness solutions to employers.

Experience & Qualifications

• 5+ years of experience working with health plans or TPAs to resell health & wellness products, preferably in the virtual care space
• Proven success selling multi-product portfolios, including both point solutions and strategic offerings
• Strong track record of relationship-building with stakeholders across health plans
• Experience executing sales enablement and marketing strategies to optimize partnerships
• Excellent communication skills, with the ability to clearly convey complex information

Physical/Cognitive Requirements

• Prompt and regular attendance at assigned work location.
• Ability to work shifts of at least 8 hours, 40 days per week.
• Ability to thrive in a fast-paced, high-intensity work environment.
• Ability to remain seated in a stationary position for prolonged periods.
• Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment.
• No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required.
• Ability to interact with leadership, employees, and members in an appropriate manner.

The United States new hire base salary target ranges for this full-time position are:
Zone A: $149,450 - $211,100 + equity + benefits  Zone B: $147,350 - $208,139 + equity + benefits  Zone C: $160,163 - $226,238 + equity + benefits  Zone D: $166,569 - $235,287 + equity + benefits
This range reflects the minimum and maximum target for new hire salaries for candidates based on their respective Zone. 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 the successful candidate will depend on several job-related factors, unique to each candidate, which may include, but not limited to, education; training; skill set; years and depth of experience; certifications and licensure; business needs; internal peer equity; organizational considerations; and alignment with geographic and market data. Compensation structures and ranges are