Castlight Health
**Job Description Summary**The AVP, Channel Partnerships is responsible for building, activating, and expanding Castlight / Vera’s broker and consultant ecosystem across assigned geographies. This role is the frontline ambassador to the brokerage community -- developing relationships, telling our value story, creating new market interest, and generating high-quality opportunities for the employer sales teams.
This leader operates with a high degree of autonomy and ownership. While tightly partnered with Regional Directors (Sales) and ADRs, the AVP, Channel Partnerships is expected to independently build broker mindshare, open doors to key target accounts, secure RFP inclusion, and advance Castlight/Vera into preferred/best-fit “buckets” within consulting firms.
This is a high-visibility, externally facing commercial role that requires strong relationship building, strong existing network, follow-through, and an ability to translate our differentiated value into clear, compelling conversations with the market.**How will you make an impact & Requirements*****\*\*This is a remote position that can be based anywhere within the United States.\*\******Broker & Consultant Relationship Development*** Build and grow strategic relationships with brokers, consultants, and advisor firms across assigned territories.* Introduce our value story, outcomes, client performance, expanded services, and improved go-to-market model.* Rebuild trust where necessary; tailor messaging for consultants with prior Castlight experiences (good or bad).* Secure inclusion in the right “buckets” across national and regional consulting houses.* Maintain regular, proactive communication with key brokerage contacts to stay top-of-mind for new opportunities. **Territory Development & Market Penetration*** Own a territory-aligned channel strategy that complements the Sales team’s account plans.* Use our Ideal Customer Profile (ICP) to identify target employers, then map the associated consultants/brokers covering those accounts.* Coordinate multi-threaded outreach with Regional Directors and ADRs to ensure maximum coverage.* Drive early-year momentum — the first 120 days are critical for relationship building and shaping the book of business for the year. **Opportunity Creation & Pipeline Acceleration*** Serve as the primary engine for generating new employer opportunities through the broker ecosystem.* Ensure we are included in RFPs that meet our strategic thresholds and ICP criteria.* Work closely with Sales to shape early-stage opportunities, share intelligence, and guide deal strategy.* Deliver high-quality introductions, warm handoffs, and contextual background that improves deal momentum.* Support Sales in shaping demand through thought leadership, shared client wins, ROI, and success stories. **Value Storytelling & Market Messaging*** Deliver a consistent, compelling narrative about our transformation, expanded services, and clinical + navigation integration.* Communicate our ROI, outcomes, quality metrics, and client tenure as part of our credibility story.* Tailor messaging for each consulting firm based on history, market positioning, and client portfolios. **Cross-Functional Partnership (Sales, Marketing, Product, Finance)*** Partner with Regional Directors on strategic pursuits and pipeline prioritization.* Collaborate with ADRs to align outbound efforts with broker-driven opportunities.* Work closely with Marketing on broker campaigns, regional strategies, and relationship-building events.* Gather consistent insights on buyer trends, competitive positioning, consultant preferences, and emerging market opportunities. Provide broker feedback and voice-of-market insights to Product Marketing and Commercial Strategy.* Coordinate early-stage pricing conversations with Finance to ensure alignment with broker expectations. **What This Role Does** ***Not*** **Own*** Closing sales or managing late-stage deal cycles* Pricing strategy, packaging, or economic modeling* Detailed RFP response development* Product roadmap strategy* Sales forecasts, pipeline reporting, or Salesforce governance**Requirements:*** Bachelors degree with 10+ years experience in healthcare**Compensation:**$249,799.00to$312,249.00Mosaic Health is a national care delivery platform focused on expanding access to comprehensive primary care for consumers with coverage across Commercial, Individual Exchange, Medicare, and Medicaid health plans. The Business Units which comprise Mosaic Health are multi-payer and serve nearly one million consumers across 19 states, providing them with access to high quality primary care, integrated care teams, personalized navigation, expanded digital access, and specialized services for higher-need populations. Through Mosaic Health, health plans and employers have an even stronger care provider partner that delivers affordability and superior experiences for their members and employees, including value-based primary care capacity integrated with digital patient engagement and navigation. Each of the companies within Mosaic Health provide unique offerings that together promise to improve individuals' health and wellbeing, while helping care providers deliver higher quality care. For more information, please visit www.mosaichealth.com.Mosaic Health is an Equal Employment Opportunity employer and all qualified applicants will receive consideration for employment without regard to age, citizenship status, color, creed, disability, ethnicity, genetic information, gender (including gender identity and gender expression), marital status, national origin, race, religion, sex, sexual orientation, veteran status or any other status or condition protected by applicable federal, state, or local laws.If you require an accommodation for the application or interview process, please let us know and we will work with you to meet your needs. Please contact recruiting@mosaichealth.com for assistance. #J-18808-Ljbffr
This leader operates with a high degree of autonomy and ownership. While tightly partnered with Regional Directors (Sales) and ADRs, the AVP, Channel Partnerships is expected to independently build broker mindshare, open doors to key target accounts, secure RFP inclusion, and advance Castlight/Vera into preferred/best-fit “buckets” within consulting firms.
This is a high-visibility, externally facing commercial role that requires strong relationship building, strong existing network, follow-through, and an ability to translate our differentiated value into clear, compelling conversations with the market.**How will you make an impact & Requirements*****\*\*This is a remote position that can be based anywhere within the United States.\*\******Broker & Consultant Relationship Development*** Build and grow strategic relationships with brokers, consultants, and advisor firms across assigned territories.* Introduce our value story, outcomes, client performance, expanded services, and improved go-to-market model.* Rebuild trust where necessary; tailor messaging for consultants with prior Castlight experiences (good or bad).* Secure inclusion in the right “buckets” across national and regional consulting houses.* Maintain regular, proactive communication with key brokerage contacts to stay top-of-mind for new opportunities. **Territory Development & Market Penetration*** Own a territory-aligned channel strategy that complements the Sales team’s account plans.* Use our Ideal Customer Profile (ICP) to identify target employers, then map the associated consultants/brokers covering those accounts.* Coordinate multi-threaded outreach with Regional Directors and ADRs to ensure maximum coverage.* Drive early-year momentum — the first 120 days are critical for relationship building and shaping the book of business for the year. **Opportunity Creation & Pipeline Acceleration*** Serve as the primary engine for generating new employer opportunities through the broker ecosystem.* Ensure we are included in RFPs that meet our strategic thresholds and ICP criteria.* Work closely with Sales to shape early-stage opportunities, share intelligence, and guide deal strategy.* Deliver high-quality introductions, warm handoffs, and contextual background that improves deal momentum.* Support Sales in shaping demand through thought leadership, shared client wins, ROI, and success stories. **Value Storytelling & Market Messaging*** Deliver a consistent, compelling narrative about our transformation, expanded services, and clinical + navigation integration.* Communicate our ROI, outcomes, quality metrics, and client tenure as part of our credibility story.* Tailor messaging for each consulting firm based on history, market positioning, and client portfolios. **Cross-Functional Partnership (Sales, Marketing, Product, Finance)*** Partner with Regional Directors on strategic pursuits and pipeline prioritization.* Collaborate with ADRs to align outbound efforts with broker-driven opportunities.* Work closely with Marketing on broker campaigns, regional strategies, and relationship-building events.* Gather consistent insights on buyer trends, competitive positioning, consultant preferences, and emerging market opportunities. Provide broker feedback and voice-of-market insights to Product Marketing and Commercial Strategy.* Coordinate early-stage pricing conversations with Finance to ensure alignment with broker expectations. **What This Role Does** ***Not*** **Own*** Closing sales or managing late-stage deal cycles* Pricing strategy, packaging, or economic modeling* Detailed RFP response development* Product roadmap strategy* Sales forecasts, pipeline reporting, or Salesforce governance**Requirements:*** Bachelors degree with 10+ years experience in healthcare**Compensation:**$249,799.00to$312,249.00Mosaic Health is a national care delivery platform focused on expanding access to comprehensive primary care for consumers with coverage across Commercial, Individual Exchange, Medicare, and Medicaid health plans. The Business Units which comprise Mosaic Health are multi-payer and serve nearly one million consumers across 19 states, providing them with access to high quality primary care, integrated care teams, personalized navigation, expanded digital access, and specialized services for higher-need populations. Through Mosaic Health, health plans and employers have an even stronger care provider partner that delivers affordability and superior experiences for their members and employees, including value-based primary care capacity integrated with digital patient engagement and navigation. Each of the companies within Mosaic Health provide unique offerings that together promise to improve individuals' health and wellbeing, while helping care providers deliver higher quality care. For more information, please visit www.mosaichealth.com.Mosaic Health is an Equal Employment Opportunity employer and all qualified applicants will receive consideration for employment without regard to age, citizenship status, color, creed, disability, ethnicity, genetic information, gender (including gender identity and gender expression), marital status, national origin, race, religion, sex, sexual orientation, veteran status or any other status or condition protected by applicable federal, state, or local laws.If you require an accommodation for the application or interview process, please let us know and we will work with you to meet your needs. Please contact recruiting@mosaichealth.com for assistance. #J-18808-Ljbffr