Verified Job
Sales
Director, Strategic Partnerships & Ecosystem
Sales
#42345
Remote / WFH
Castlight Health
Job Description
Castlight is seeking a transformational leader to serve as Director, Strategic Partnerships & Ecosystem.
Reporting to the SVP of Growth, this leader will define and execute Castlight's ecosystem strategy, transforming a portfolio of approximately 40 strategic partners into a scalable engine for commercial growth.
This is not a traditional partner relationship role.
The Director will lead a team of 3–4 partnership professionals responsible for identifying, activating, managing, and expanding partnerships that accelerate pipeline creation, drive revenue, extend Castlight's market reach, and strengthen our competitive differentiation.
Success in this role requires equal parts strategist, operator, coach, and commercial leader. The ideal candidate has experience building partner programs, creating repeatable go-to-market motions, leading teams through transformation, and delivering measurable business outcomes.
How will you make an impact & Requirements
What You'll Do
Define and Execute Ecosystem Strategy
Develop and execute Castlight's ecosystem vision and strategic roadmap aligned to commercial priorities and growth objectives.
Assess, segment, and prioritize a portfolio of approximately 40 strategic partners.
Identify opportunities to deepen existing relationships, rationalize underperforming partnerships, and recruit new partners that expand market access and capabilities.
Establish multi-year growth plans for strategic partnerships and alliances.
Serve as the executive sponsor for Castlight's most critical ecosystem relationships.
Drive Commercial Growth
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 and Develop a High-Performing Team
Lead, coach, and develop a team of 3–4 Strategic Partnership Managers.
Establish clear goals, expectations, and development plans.
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.
Operationalize and Scale 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.
Reporting to the SVP of Growth, this leader will define and execute Castlight's ecosystem strategy, transforming a portfolio of approximately 40 strategic partners into a scalable engine for commercial growth.
This is not a traditional partner relationship role.
The Director will lead a team of 3–4 partnership professionals responsible for identifying, activating, managing, and expanding partnerships that accelerate pipeline creation, drive revenue, extend Castlight's market reach, and strengthen our competitive differentiation.
Success in this role requires equal parts strategist, operator, coach, and commercial leader. The ideal candidate has experience building partner programs, creating repeatable go-to-market motions, leading teams through transformation, and delivering measurable business outcomes.
How will you make an impact & Requirements
What You'll Do
Define and Execute Ecosystem Strategy
Develop and execute Castlight's ecosystem vision and strategic roadmap aligned to commercial priorities and growth objectives.
Assess, segment, and prioritize a portfolio of approximately 40 strategic partners.
Identify opportunities to deepen existing relationships, rationalize underperforming partnerships, and recruit new partners that expand market access and capabilities.
Establish multi-year growth plans for strategic partnerships and alliances.
Serve as the executive sponsor for Castlight's most critical ecosystem relationships.
Drive Commercial Growth
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 and Develop a High-Performing Team
Lead, coach, and develop a team of 3–4 Strategic Partnership Managers.
Establish clear goals, expectations, and development plans.
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.
Operationalize and Scale 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.
