Job Description Summary
The AVP, Consultant Relations 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
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 Range:
$158,804.00
to
$238,207.00
The anticipated base salary range represents the Company's good-faith estimate of the compensation it reasonably expects to pay for this position at the time of posting. Actual compensation will be determined based on factors including experience, skills, qualifications, geographic location, internal equity, and business needs.
