Lead, Alliances – Health Plans & Partners

About the Role

As the Lead, Alliances (Health Plans & Partners), you will partner closely with the Leader, US Partnerships & Alliances to develop and grow our ecosystem of health plans, third-party administrators (TPAs), employee assistance programs (EAPs), and other healthcare partners across the wellbeing, digital health, and population health landscape.

This is one of two Lead, Alliances positions. While this role focuses on health plans, TPAs, EAPs, and other healthcare distribution partners, the second role is dedicated to brokers and consultants. Together, these roles will expand access to Roundglass Living by enabling a scalable, partner-led go-to-market strategy across our business.

We are seeking an experienced business development professional to drive growth, expand our market presence, and build strategic partnerships across the health plan ecosystem. This role is responsible for identifying, developing, and closing new partnership opportunities while expanding existing relationships to accelerate the adoption of Roundglass Living. The primary market includes national and regional health plans, Blue Cross Blue Shield plans, and other payer organizations focused on improving member wellbeing and healthcare outcomes. Secondary markets include TPAs, EAPs, and other strategic distribution partners that can help extend the reach and impact of Roundglass Living.

Success in this role requires balancing strategic relationship management with hands-on execution. You will identify and cultivate new partnership opportunities, build and manage a robust pipeline, articulate the value of Roundglass Living, support joint go-to-market initiatives, and enable partners to successfully position our solutions. You will also collaborate closely with Sales, Product, Customer Success, Marketing, and Leadership teams to strengthen our partner ecosystem and accelerate business growth.

Responsibilities

• Build strong relationships with net new prospective health plan and strategic partners, developing trusted relationships that create new business opportunities.
• Generate opportunities through health plan and other relationships and collaborate with internal teams to advance deals through the sales cycle.
• Forecast monthly, quarterly, and annual revenue targets to executive leadership on a timely basis, leveraging CRM and other systems to manage and maintain accurate data.
• Maintain in-depth knowledge on market trends, competitive activity, emerging healthcare models, and partner needs to identify new business opportunities.
• Identify buying signals, partnership opportunities, and market insights that generate qualified opportunities for the Roundglass Living sales organization.
• Develop and deliver partner enablement programs, training, messaging, and joint go-to-market initiatives that enable partners to effectively promote and position Roundglass Living.
• Partner cross-functionally with Sales, Customer Success, Product, Marketing, and Content teams to develop and execute alliance strategies.
• Represent Roundglass Living at industry conferences, webinars, and other external events to build relationships and increase market awareness.

Qualifications

• 8–10+ years of experience in business development, strategic partnerships, or revenue growth, with a proven track record of selling to or partnering with health plans, TPAs, EAPs, healthcare resellers, or similar organizations.
• Established relationships and a strong professional network within the health plan and healthcare partner ecosystem, with demonstrated success leveraging those relationships to drive business growth.
• Strong communication, relationship-building, negotiation, and stakeholder management skills are essential for effectively utilizing these connections to generate leads, secure partnerships, and achieve sales targets.
• Excellent pipeline management skills, marked by a high degree of organization and attention to detail, with proficiency using a variety of sales productivity tools.
• Experience presenting complex products and value propositions to senior business stakeholders and external partners.
• Demonstrated ability to collaborate effectively across cross-functional teams in a fast-paced, evolving environment.

Preferred Qualifications

• Experience working with digital health, wellbeing, population health, health technology, and/or benefits SaaS solutions.
• Understanding of health plan reimbursement and revenue models, including PMPM (Per Member Per Month), FFS (Fee-for-Service), and VBC (Value-Based Care).
• Demonstrated success driving demand generation through strategic alliances, account-based marketing (ABM), co-selling, or joint marketing initiatives.
• Experience negotiating complex commercial agreements and working collaboratively with legal, product, and commercial teams.
• Passion for improving health, wellbeing, and workplace outcomes through innovative partnerships.

Pay

Anticipated salary / compensation: $155,000-240,000 yearly.