VP, Business Development & Strategic Growth

About Accolade
Accolade (Nasdaq: ACCD) provides millions of people and their families with an exceptional healthcare experience that is personal, data driven and value based to help every person live their healthiest life. Accolade solutions combine virtual primary care, mental health support and expert medical opinion services with intelligent technology and best-in-class care navigation. Accolade’s Personalized Healthcare approach puts humanity back in healthcare by building relationships that connect people and their families to the right care at the right time to improve outcomes, lower costs and deliver consumer satisfaction. Accolade consistently receives consumer satisfaction ratings over 90%. For more information, visit accolade.com.

Role overview

The Vice President, Business Development & Strategic Growth reporting to the

Executive Vice President and General Manager, Health Plan & Enterprise Channel Partnerships

is responsible for building new health plan partnerships and creating ARR block of business

growth within existing partnerships. This leader will establish and implement a playbook for

optimizing growth of new Health Plan partnerships and work collaboratively within Accolade

to develop a Cababilities as a Service solution. Partnerships will be developed with Health

Plans and other channel partnerships including TPA’s and the Health Insurance Exchanges. The

Vice President will lead a business development team and be responsible for overseeing $20+

million in ARR growth through these relationships.

A day in the life…

• Develop and execute the strategy and playbook for driving new health plan partnership

sales growth that collectively achieve $20+ million in ARR growth per year.

• Manage a team of business development professionals who will be accountable for $5-6

million in ARR sales targets per year depending on the total addressable market within

the HP/channel relationship. This team will also be responsible for brining on 1-2 new

reseller partnerships each year including EMO, Care and Advocacy.

• The Vice President of Business Development & Strategic Partnerships will work in

partnership with the Senior Director of Health Plan Partnerships and Marketing to

create a sustainable and scalable process within each health plan/channel relationship

that facilitates sales to employers through these relationships of all Accolade solutions

represented in the MSA and statement of work.

• The Vice President will work with their team to identify blocks of business within the

health plan to drive ARR growth including fully insured, Medicare Advantage, Individual

and Family Plan populations.

• The Vice Presdient will work collaboratively with Solutions Management and Solutions

Marketing as well as Engineering and Product to develop a Capabilities as a Service

solution in partnership with Salesforce.

• Maintain executive relationships with Sales leaders across HP/Reseller

• Review and set targets with HP sales team members within their unique regions/

territories/ BOBs

• Train HP sales team on how to present and close solutions

• Review weekly pipeline reports and maintain up to date sales forecasts in salesforce

• Assist with proposals and presentations, assuring messaging is consistent and strong

www.Accolade.comJob Description

Page 2

• Be the Subject Matter and Sales Expert called on by sales team to demonstrate value

and close the sale

• Work closely with the Health Plan Unit Sales team who are responsible for selling

employers through our health plan partnerhsips.

• Working Closely with the Solutions Management, Solutions Marketing and Senior

Director of Health Plan Partnerships, to influence go to market strategy, providing

feedback from the field.

• Responsible for coordinating with the Client Operations and Client Success team in

overseeing sales contracting and implementation and including Client Success in the

sales process to ensure clients are implemented and onboarded successfully

What we are looking for…

• The ideal candidate is respected in the employee benefits industry and has a proven

track record of building strategic relationships and driving growth, establishing

credibility, and creating real business value. The candidate will have at least 10 years of

health plan experience and