Director, Business Development & Strategic Partnerships

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. The Director of Business Development and Strategic Partnerships will be responsible for building and scaling digital platform partnerships, driving revenue growth, and aligning business strategies across various functions.

Responsibilities:

• Own strategy and execution for platform partnerships that extend the reach, distribution, and impact of Included Health’s solutions (e.g., virtual care, patient advocacy, navigation, behavioral health)
• Source, structure, and close complex, multi-party deals with digital health, data/analytics, and platform partners
• Build a high-quality opportunity pipeline and deliver against aggressive new revenue and partnership growth targets
• Serve as a senior, external-facing ambassador for Included Health’s value proposition, outcomes, and roadmap
• Operate cross‑functionally with Sales, Product, Clinical, Operations, and Marketing to ensure partner strategies are aligned with business goals and are operationally feasible
• Develop and own the platform and strategic partnerships strategy for Included Health (e.g., ecosystem partners, digital front doors, data/analytics platforms, benefit marketplaces)
• Identify, prioritize, and validate new partner types and go‑to‑market motions that expand access to Included Health’s solutions and accelerate growth
• Maintain a deep understanding of the health and healthcare platform landscape to anticipate trends, competitive moves, and partnership opportunities
• Proactively source and qualify high‑potential digital platform partners that can drive meaningful revenue, distribution, or product differentiation
• Lead complex partnership cycles end‑to‑end: discovery, solution design, business case, stakeholder alignment, negotiation, and contracting
• Structure creative, scalable commercial and operating models (e.g., co‑selling, embedded offerings, white‑label, marketplace listings, data collaborations) that align incentives and are operationally executable
• Partner closely with Legal, Finance, and cross‑functional leaders to structure deals that balance growth, margin, and risk
• Use creativity to negotiate and build win-win partnerships
• Work with Product and Clinical leaders to align partnership opportunities with our roadmap, quality standards, and clinical model
• Collaborate with Sales and Marketing to define and execute joint GTM plans, including positioning, enablement, and launch
• Coordinate with Operations and Implementation teams to ensure partnerships are implemented successfully and set up for scale
• Establish clear success metrics for each partnership and drive ongoing performance reviews and optimization
• Have a deep technical understanding of product integrations
• Own a robust pipeline of digital platform and strategic partnership opportunities, with disciplined qualification and stage management
• Forecast accurately and deliver against quarterly and annual revenue / partnership KPIs
• Provide regular updates to the Chief Growth Officer and executive team on progress, risks, and key decisions
• Represent Included Health as a senior executive presence with partners’ C‑suite and senior leadership
• Speak credibly about our clinical, financial, and experiential outcomes, and how we integrate within broader digital health ecosystems
• Participate in select conferences, industry forums, and partner events to advance our brand and partnership agenda

Requirements:

• 10+ years of experience in business development, strategic partnerships, and/or enterprise sales, with at least 7+ years in healthcare
• Deep experience working with digital platform partners, such as: Digital health platforms, virtual care companies, navigation or benefits platforms; Health system or health plan digital front doors / consumer engagement platforms; Data/analytics platforms or healthcare SaaS ecosystems
• Proven track record sourcing, structuring, and closing complex, multi‑stakeholder partnerships and/or enterprise deals, ideally with measurable New ARR / revenue impact
• Experience working with health systems and/or health plans in prior roles (direct selling or through partnerships) strongly preferred
• Demonstrated success operating in high‑growth, early or mid‑stage environments where products, processes, and GTM motions are still evolving
• Strategic thinker with strong commercial and financial acumen; able to build compelling business cases and align partners on value
• Exceptional relationship builder and communicator with executive presence; comfortable engaging C‑suite audiences across clinical, operational, and financial domains
• Highly collaborative, able to work across Product, Clinical, Sales, Operations, and Legal to get to 'yes' on complex deals
• Strong operator: disciplined pipeline management, forecasting, and follow‑through; comfortable owning numeric targets
• Comfort with ambiguity, change, and a test‑and‑learn mindset; bias to action and learning from the market
• Travel: ~25-50% (client and partner meetings, key conferences, internal onsites)
• Prompt and regular attendance at assigned work location
• Capability to remain seated in a stationary position for prolonged periods
• Eye-hand coordination and manual dexterity 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
• Capability to work with leadership, employees, and members in an appropriate manner