Business Development & Strategic Partnerships Director

Included Health is a new kind of healthcare company focused on delivering integrated virtual care and navigation. The Business Development & Strategic Partnerships Director will be a key growth leader responsible for building and scaling digital platform and ecosystem partnerships, driving revenue, and aligning partner strategies with business goals.

Responsibilities:

• 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
• 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
• 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
• Experience working with health systems and/or health plans in prior roles (direct selling or through partnerships) strongly preferred