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About the Role

Castlight is seeking a transformational leader to define and execute its ecosystem strategy, transforming approximately 40 strategic partners into a scalable engine for commercial growth. This role requires a blend of strategic thinking, operational execution, team leadership, and commercial acumen to identify, activate, manage, and expand partnerships that accelerate pipeline, drive revenue, and extend market reach.

Responsibilities

Define and execute Castlight's ecosystem vision and strategic roadmap.
Assess, segment, and prioritize a portfolio of approximately 40 strategic partners.
Identify opportunities to deepen existing relationships, rationalize underperforming partnerships, and recruit new partners.
Establish multi-year growth plans for strategic partnerships and alliances.
Serve as the executive sponsor for Castlight's most critical ecosystem relationships.
Establish partner-specific business plans tied to measurable revenue outcomes.
Develop and execute strategies to increase partner-sourced and partner-influenced pipeline.
Partner closely with Sales leadership to create repeatable co-sell motions and joint account strategies.
Accelerate strategic opportunities through executive alignment and coordinated pursuit planning.
Improve win rates and reduce sales cycle length through effective ecosystem engagement.
Ensure the ecosystem function becomes a meaningful contributor to Castlight's commercial goals.
Lead, coach, and develop a team of 3–4 Strategic Partnership Managers.
Establish clear goals, expectations, and development plans for the team.
Foster a culture of accountability, collaboration, innovation, and commercial ownership.
Elevate the team's capabilities from partner management to strategic growth leadership.
Build succession plans and support professional development across the function.
Design scalable frameworks for partner onboarding, activation, and governance.
Implement executive business reviews and ongoing performance management processes.
Develop KPIs and reporting to measure ecosystem effectiveness and contribution.
Utilize Salesforce and other tools to monitor pipeline, revenue influence, and partner performance.
Create repeatable operating rhythms that enable consistency and scale.
Collaborate closely with Sales, Marketing, Product, Customer Success, Clinical, and Executive Leadership teams.
Ensure partners are equipped with effective messaging, enablement resources, and market insights.
Surface market intelligence and partner feedback to inform strategic priorities and product direction.
Coordinate joint marketing initiatives, thought leadership activities, and customer engagement opportunities.
Serve as the voice of the ecosystem internally and advocate for initiatives that enhance partner success.

Requirements

Bachelor's degree or equivalent combination of education and experience.
10+ years of experience in strategic partnerships, alliances, business development, channel sales, ecosystem leadership, or related commercial roles.
5+ years of experience leading and developing high-performing teams.
Demonstrated success building and scaling partner programs that drive measurable revenue outcomes.
Proven experience managing complex executive relationships and negotiating strategic agreements.
Strong commercial acumen and experience operating within revenue-focused organizations.
Ability to influence cross-functional stakeholders and drive alignment across multiple functions.
Experience designing processes, governance structures, and reporting mechanisms that enable scale.
Proficiency with Salesforce and pipeline management disciplines.
Excellent communication, presentation, and executive presence skills.
Experience within healthcare, digital health, navigation, benefits, employer solutions, health plans, or healthcare technology organizations.
Experience working with consultants, health plans, point solutions, benefits administrators, aggregators, or other healthcare distribution partners.
Experience building new functions or leading organizational transformation initiatives.
Familiarity with the employer-sponsored healthcare landscape and evolving healthcare ecosystem.

Skills

Strategic thinking
Systems building
Commercial acumen
Bias for action
Executive presence
Interpersonal skills
Data-driven decision making
Collaboration
Influence
Navigating ambiguity
Leading through change
Talent development
Coaching
Customer-centric mindset
Partner-centric mindset
Results-orientation
Accountability
Simplifying complexity
Driving execution
Salesforce proficiency
Pipeline management

Location

Remote

Work Type

Full-time

Experience Level

10+ years of experience
5+ years of leadership experience

Education Level

Bachelor's degree or equivalent combination of education and experience

Salary/Compensations

$151,586.00 to $227,380.00

Benefits

Opportunity to shape go-to-market strategy
Redefine the role of partnerships
Build an ecosystem strategy designed for scale
Develop a talented team
Create a lasting competitive advantage

About the Company

Castlight 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.
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