Business Development & Strategic Partnerships Director

The Business Development & Strategic Partnerships Director will be a key growth leader for Included Health, focused on building and scaling our digital platform and ecosystem partnerships.

This leader will:

• 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.

Strategy & market development

• 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.

Sourcing, structuring, and closing partnerships

• 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

Cross-functional leadership & execution

• 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

Pipeline, forecasting, and performance

• 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.

External representation

• 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.

Experience

• 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.

  Skills & attributes

  • 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.