Vice President – Strategic Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Define and take ownership of Color’s comprehensive partnership ecosystem strategy—channel, integration, marketplace, reseller, and distribution partnerships—aligned with the company's growth objectives.

• Manage the partnerships P&L with quota-carrying responsibility for partner-sourced revenue, encompassing forecasting, attribution, and margin performance.

• Identify, assess, and initiate new strategic partnerships and distribution channels that generate new pipeline and revenue.

• Develop innovative partnership models and new routes to market for both new and existing partners, collaborating closely with Sales leadership to create effective selling motions.

• Structure, negotiate, and finalize complex partnership agreements.

• Represent Color in external settings at industry events, with partners, and during key market discussions.

• Lead Color’s partnerships team in activating new partners, ensuring successful onboarding and early-stage performance.

• Establish partner activation by creating and executing plans that convert signed partnerships into referral flow, pipeline influence, and revenue impact.

• Ensure Color is integrated within partner platforms, workflows, and member journeys.

• Conduct joint planning sessions, pipeline reviews, and performance evaluations with partners.

• Define and monitor KPIs, including referral volume, conversion rates, revenue influence, and partner engagement.

• Identify and address friction in partner workflows, implementing improvements to drive growth.

• Collaborate with Legal, Compliance, Implementation, Product, Engineering, Sales, Customer Success, Marketing, and Operations to support integrations, co-selling, reporting, and partner enablement.

• Set and implement the enablement strategy and standards for partner-facing teams, ensuring that Color’s value proposition, referral criteria, workflows, and commercial motions are straightforward, repeatable, and scalable through onboarding, training, and feedback.

• Clarify positioning, referral criteria, and use cases to simplify Color's understanding and recommendation.

• Build, lead, and expand the Partnerships organization, encompassing business development, partner management, partner activation, and channel performance roles; define team structure, hiring plans, management models, quotas, incentives, and performance expectations needed to support partner-led growth.

• Establish systems, processes, and operating rhythms—including joint business planning, pipeline reviews, and executive reporting—to enhance partner success and performance.

• Analyze partnership and P&L performance and continuously refine strategy to maximize impact, reporting results to the executive team and Board as necessary.

⛳️ Requirements

• 12+ years of experience in partnerships, channel sales, or business development, including 6+ years directly leading and scaling a partnerships or business development team.

• Proven success in managing a partnerships P&L or quota, with accountability for forecasting, attribution, and revenue impact.

• Experience overseeing both partnership strategy and post-signature execution (activation, GTM, or partner success) across diverse partnership types (e.g., channel, integration, marketplace, reseller).

• Expertise in go-to-market strategy and indirect sales/channel models.

• Strong understanding of healthcare, digital health, or employer benefits ecosystems.

• Exceptional executive presence, communication, and negotiation abilities, with experience engaging C-suite partners and internal executive leadership/Board.

• Experience in building, leading, and scaling partnerships teams and functions, including hiring and developing managers.

• Ability to operate cross-functionally and influence senior stakeholders across Legal, Compliance, Implementation, Product, Engineering, Sales, Marketing, and Operations.

🏝️ Benefits

• 💰 Competitive salary

• ✨ Comprehensive medical, dental, vision, life, and disability benefits

• 📈 401k match

• 📝 Monthly phone and wifi stipend for employees, annual ergonomic stipend

• 🏝 Generous vacation policy, paid holidays, and company-wide recharge days

• 🍼 Equal paid parental leave for birthing and non-birthing parents

• Free cancer screening and prevention resources for employees and their adult dependents