Division Vice President, Health Plan Sales

As the Division VP, Health Plan Solutions you will be responsible for driving sales across the team of Regional Vice Presidents.  Your team’s accounts will consist of a mix of current Included Health clients as well as new logo targets.  You will be responsible for the growth, development, and mentorship of the team and partner closely with the Client Success to develop and execute a plan to expand the relationship and grow our partnership.  For your new logo targets, you will be responsible for the entire sales lifecycle -- from prospecting & driving initial discussions through solutioning, negotiating & closing the contract.
You are expected to have a deep understanding of the multiple stakeholders involved in any purchasing decision for a health plan and for ensuring that we navigate our targeted organizations to get the buy-in and support necessary to advance our partnership goals.  Internally, you function as a conductor, tapping into and coordinating the right internal resources to progress an opportunity throughout the sales process.  You are supported by our product general managers, product marketing team, solutions consulting team, actuarial & analytics teams, proposals team, finance team & legal teams to get a deal across the goal line.  You are held accountable for and rewarded for the outcomes that your efforts produce.

In Your First 30 Days:

• Onboard with the Included Health team through general and GTM specific training, with a heavy focus on developing a threshold level of understanding on the full product suite and understanding our commercial process for progressing deals through a sales cycle
• Conduct initial meet & greets with key collaborators across the organization, including the product general managers, marketing team, solutions consulting team, proposals team & pricing team
• Shadow existing Health Plan Solutions RVPs on their current opportunities and experience share with them to accelerate your onboarding
• Demonstrate proficiency in communicating the full suite of products / categories where Included Health has offerings and the value proposition those offer for health plans

In Your First 60 Days:

• Conduct formal certification on your product knowledge & ability to articulate the Included Health value proposition
• Collaborate with current Health Plan Solutions RVPs on opportunities already in flight where your knowledge, network, or expertise may help us advance the opportunity
• Nurture & cultivate your internal network across the go-to-market organization and beyond
• Share feedback on our messaging approach and how it’s landing (we want your ideas and perspective)
• Engage with Product / Engineering teams to share market feedback, understand product roadmap, provide input
• Engage with Product GM’s to provide input on packaging, market competitiveness, future priorities

In Your First 90 Days:

• Receive your account assignments and begin prospecting / developing early-stage opportunities
• Provide candid feedback directly to VP, Health Plan Solutions & Growth Initiatives on the product suite, value proposition, and messaging resources at your disposal to drive improvement and / or refinement

Requirements:

• 5+ years of experience leading a team that sells into Health Plans and / or TPAs, or have worked for a Health Plan previously.
• For candidates who have sold to health plans previously, experience leading a team that has sold multi-product health-tech solutions with a high average deal size are strongly preferred.
• Strong track record of quota attainment and outperformance
• A demonstrated ability to close complex deals
• A strong network of health plan executives / decision makers that you can tap into quickly to generate pipeline
• Highly effective at developing strong internal cross-functional partnerships, with the proven ability to gain alignment and influence decisions.
• Proficient at digging into the technical and operational details and collaborating with internal resources to to deliver high-quality proposals and solutions
• Strong communication skills, both written and verbal, with the ability to convey complex information and messages to a broad and diverse audience

The United States new hire base salary target ranges for this full-time position are:
Zone A: $150,800 - $230,000 + equity + benefits  Zone B: $181,000 - $276,000 + 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 de