Senior Director, Strategic Alliances / Consultant Relations

Company: The mission of Well (https://www.well.co/) is to transform healthcare through our unique impact to our members' health and happiness. We do this through our differentiated consumer experience and world-class data and analytics engine that drive engagement and behavior change. Our product -- a consumer health engagement platform -- integrates concierge services, behavioral health, telemedicine, care management and wellness services to drive sustained engagement, lower costs and improve the health of members. In addition to our product, we know our team makes us unique. We’re a highly diverse and engaged organization whose employees are passionate about the mission of the company and whose management is passionate about the employees.

Position Title: Senior Director, Strategic Alliances / Consultant Relations
Reporting To: Chief Growth Officer
Location: Chapel Hill, NC; Minneapolis, MN; Boston, MA (Newton Office); New York, NY
Compensation Information:  $190,000-$220,000 plus bonus and equity, depending on qualifications. 

Position Summary: The Senior Director, Strategic Alliances / Consultant Relations will serve as a key member of the Sales and Growth Team at Well, leading the strategy and development of the function for the company and ultimately managing relationships with employee benefits consulting firms. 

Key Responsibilities: 

1. Lead the strategic design of the Consulting Relations function at Well
2. Strategize and build Well’s relationships with key leadership contacts in the consulting community to drive awareness, interest, and strong preference for Well  
3. Collaborate closely with cross-functional colleagues (e.g., in Marketing, Product Management, Client Success) to ensure our goals and roadmap are informed by needs and priorities expressed by market influencers
   

External responsibilities: 

• Build the strategy for the new Consulting Relations function at Well, establishing the scope, approach, and remit for the role
• Serve as point person for key large-market consultants at national firms like Aon, Mercer, and WTW
• Document, map, and cultivate key contacts and offices within each firm, supporting the Sale team in expanding local relationships 
• Generate interest in Well by focusing on our differentiators, with the goal of identifying opportunities to be included in future RFPs and capabilities meetings  
• Partner closely with cross-functional partners in Sales, Client Success and Marketing to ensure consistency of message across various touch points with these key constituents 
• Identify and secure opportunities for Well to participate in firm-specific activities including but not limited to vendor management initiatives, vendor presentation venues, and event sponsorships  
• Secure leadership meetings with to discuss market trends, unmet client needs, and product feedback 
• Pursue and explore opportunities for Well and consulting firms to partner on product distribution opportunities and/or to form strategic alliances  
• Negotiate agreements with consulting firms that drive preference and revenue growth

Internal responsibilities:

• Create the Consulting Relations functional strategy, including vetting and socializing with key internal stakeholders and leadership 
• Establish annual budget forecast and create the business case to support the spend and outcomes to be expected 
• Design the multi-year strategy, set appropriate priorities, and manage future hires on the team to support the strategy
• Work closely with Sales and Client Success teams to share information from the consulting community and support the establishment of relationships in each region
• Collaborate with other team (e.g., Marketing) to create and update educational material for the consulting community
• Collaborate with Growth Operations colleagues to ensure reporting reflects the value and nature of consultant relationships

Qualifications:

• 6-10+ years’ experience in benefits industry
• Proven national relationships with thought leaders, influencers, and specialty practice teams at the key consulting firms
• Deep understanding of market expectations in the employee health and wellness benefits arena, including working knowledge of the buying cycle, competitor dynamics, and overall processes for procuring services like Well 
• Experience managing relationships in multi-year contract cycles
• 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

Additional Job Information

Well is on a mission to redefine the healthcare experience. This is an opportunity to re-shape healthcare for America. We are developing solutions to improve the quality and affordability of healthcare.  We welcome team members who are passionate about that mission. We embrace diversity and are committed to building an inclusive team.

Well is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.  We seek diversity and encourage individuals from underrepresented groups to apply.