Director of Partnerships

About the Role

Fabric is looking for a Director of Partnerships to lead and grow our employer channel partnerships. In this role, you will own and expand relationships with benefits consultants, brokers, and employer-facing channel partners to drive distribution of Fabric's virtual care and clinical automation platform into the self-insured employer market. This is a strategic, consultative role that sits at the intersection of business development and partnership management. You will be the primary relationship owner for key channel partners, working to deepen their understanding of Fabric's platform, identify joint go-to-market opportunities, and ensure that Fabric is positioned as a preferred solution within their client portfolios. You will come in ready to provide immediate value with a clear perspective on how to build and scale employer channel partnerships in digital health.

Responsibilities

• Own and manage relationships with national benefits consulting firms, broker networks, and strategic alliances that serve the self-insured employer market.
• Develop and execute partnership strategies that drive new client acquisition through channel partners, translating partner objectives into joint go-to-market plans.
• Serve as a trusted advisor to channel partners, educating them on Fabric's platform capabilities, clinical value propositions, and differentiated outcomes for their employer clients.
• Identify and pursue new channel partnership opportunities, building a pipeline of strategic alliances that expand Fabric's reach into the employer and health plan ecosystem.
• Collaborate closely with Sales, Marketing, and Client Success to ensure seamless handoffs and alignment between partner-sourced opportunities and direct sales efforts.
• Develop and deliver compelling presentations and business cases tailored to partner audiences, demonstrating Fabric's value in reducing employer healthcare costs, improving access, and driving clinical outcomes.
• Track and report on partnership performance metrics, including partner-sourced pipeline, revenue attribution, and partnership health indicators.
• Represent Fabric at industry events, conferences, and partner meetings, building brand presence within the employer benefits ecosystem.
• Provide market intelligence and partner feedback to Product and Strategy teams to inform roadmap decisions and competitive positioning.

Qualifications

• 8+ years of experience in partnerships, alliances, business development, or strategic account management within healthcare, digital health, or employee benefits.
• Demonstrated experience working with national benefits consulting firms (e.g., Willis Towers Watson, Aon, Mercer, Gallagher) or broker networks in a partnership or alliance capacity.
• Deep understanding of the self-insured employer market and how healthcare solutions are evaluated, distributed, and adopted through channel partners.
• Executive presence and presentation skills, with the ability to build credibility with senior partner stakeholders and C-suite decision-makers.
• Track record of driving measurable revenue or pipeline through channel partnerships.
• Self-motivated and results-oriented, with the ability to manage multiple partner relationships and priorities simultaneously.
• Ability to travel up to 25% of the time for partner meetings, conferences, and industry events.

Preferred Qualifications

• Experience in virtual care, telehealth, clinical SaaS, or health technology platforms.

Pay & Benefits

• National pay range: $140,000 – $190,000 per year. Actual compensation determined by geographic market, experience, skills, and qualifications.
• Comprehensive benefits package including medical, dental, vision, unlimited PTO, 401(k) plan, stock options, and bonuses.