Channel Partnerships Manager
$150–$190,000 year
RemoteUnited States
Job Summary
Activate in-flight channel partnerships, owning each one from signed contract through first joint deal to steady-state co-selling. Build the co-selling infrastructure by running joint pipeline reviews, establishing opportunity assessment processes, and creating partner-facing playbooks. Manage ongoing relationships through meeting cadences, executive engagement, and escalation handling while driving new negotiations from initial conversation through contracting. Partner with account executives and sales operations to ensure channel-sourced leads are properly routed, tracked, and followed up in Salesforce. Represent WellTheory independently in executive-level partner conversations, running meetings and presenting the business model to senior health plan and PBM stakeholders. This hands-on individual contributor role requires activating partnerships end-to-end in a fast-paced startup environment with 10-20% travel.
Required Qualifications
- 7-12+ years in channel partnerships, partner management, or business development in digital health, benefits technology, or health plan/PBM adjacencies
- Experience activating partnerships end-to-end — with 7-12+ years in channel partnerships, partner management, or business development in digital health, benefits technology, or health plan/PBM adjacencies
- Experience taking a partnership from first conversation through negotiation, contracting, co-selling setup, and first revenue
- Experience building a category, not just selling in one
- Strong verbal and written communicator
- Strong presentation skills
- Comfortable crafting effective written communication (i.e., emails, proposals, partner-facing materials)
- Diligence in word choice and editing important external communications
- Roll-up-your-sleeves mentality
- Comfortable getting into the weeds to figure out unsexy or complex tasks
- Thrive in a fast-paced, high-growth startup environment
- Consultative approach
- Ability to ask thoughtful questions, uncover unspoken needs, and guide partners toward new perspectives
- Ability to read the room and meet partners where they're at
- Win-win mindset
- Strong collaboration across stakeholders—both internally and externally
- Ability to build tight feedback loops with a sales team
- Realist at heart
- Ability to qualify hard rather than chase every opportunity
- Keep the pipeline rooted in reality — not wishful thinking
- Belief that hope is not a strategy
- Travel 10-20% of the time depending on time of year
- Empathy for the autoimmune experience
- Ability to effectively convey the lived experience of autoimmune patients to potential partners
- Beginner's mindset
- Love of learning and like to solve problems from the ground up
- Curiosity and embrace of the opportunity to explore the unfamiliar aspects of the role
- Openness to ask questions and seek understanding without fear of judgment
- Openness to admit mistakes and new approaches of problem-solving
- Unreasonably relentless persistence
- Ability to do something most people wouldn't (e.g., ran a marathon, started a company, got a degree while working full-time, and/or overcame difficult adversities)
Desired Qualifications
- Existing relationships with health plan, PBM, or care navigation channel partners
- Experience with sales at a best-in-class digital health company (e.g., Maven, Carrot Fertility, Hinge Health, Progyny, Kindbody, Brightline, etc.)
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