Job description

About the Role Fabric is looking for a Director of Partnerships to lead and grow our employer channel partnerships. In this role, you will own and expand relationships with benefits consultants, brokers, and employer-facing channel partners to drive distribution of Fabric's virtual care and clinical automation platform into the self-insured employer market. This is a strategic, consultative role that sits at the intersection of business development and partnership management. You will be the primary relationship owner for key channel partners, working to deepen their understanding of Fabric's platform, identify joint go-to-market opportunities, and ensure that Fabric is positioned as a preferred solution within their client portfolios. You will come in ready to provide immediate value with a clear perspective on how to build and scale employer channel partnerships in digital health. What You'll Do As the Director of Partnerships, you will be the strategic bridge between Fabric and the national benefits consulting firms that shape employer healthcare decisions. Your primary responsibilities will include: • Own and manage relationships with national benefits consulting firms, broker networks, and strategic alliances that serve the self-insured employer market. • Develop and execute partnership strategies that drive new client acquisition through channel partners, translating partner objectives into joint go-to-market plans. • Serve as a trusted advisor to channel partners, educating them on Fabric's platform capabilities, clinical value propositions, and differentiated outcomes for their employer clients. • Identify and pursue new channel partnership opportunities, building a pipeline of strategic alliances that expand Fabric's reach into the employer and health plan ecosystem. • Collaborate closely with Sales, Marketing, and Client Success to ensure seamless handoffs and alignment between partner-sourced opportunities and direct sales efforts. • Develop and deliver compelling presentations and business cases tailored to partner audiences, demonstrating Fabric's value in reducing employer healthcare costs, improving access, and driving clinical outcomes. • Track and report on partnership performance metrics, including partner-sourced pipeline, revenue attribution, and partnership health indicators. • Represent Fabric at industry events, conferences, and partner meetings, building brand presence within the employer benefits ecosystem. • Provide market intelligence and partner feedback to Product and Strategy teams to inform roadmap decisions and competitive positioning. Why You Might Be a Good Fit • You are a natural relationship builder who earns trust quickly with senior stakeholders at consulting firms and broker organizations. • You have deep familiarity with the employer benefits ecosystem, including how self-insured employers evaluate and purchase digital health solutions through their benefits consultants. • You bring a consultative approach to partnerships, preferring to lead with insight and strategic value rather than transactional selling. • You are energized by building something, whether that means establishing new partnerships from scratch or scaling an existing partner program to drive meaningful revenue. • You are comfortable operating independently, managing your own priorities, and bringing a structured approach to a role that requires both strategic thinking and hands-on execution. This Might Not Be The Right Fit If... • You prefer a pure direct sales model over channel and alliance-based business development. • You are not comfortable with ambiguity and building processes in a fast-moving environment where the partnership playbook is still being written. • You lack experience working with benefits consultants, brokers, or the employer-facing side of healthcare distribution. • You prefer to manage existing relationships only and are not energized by new business development and partner acquisition. Your Qualifications • 8+ years of experience in partnerships, alliances, business development, or strategic account management within healthcare, digital health, or employee benefits. • Demonstrated experience working with national benefits consulting firms (e.g., Willis Towers Watson, Aon, Mercer, Gallagher) or broker networks in a partnership or alliance capacity. • Deep understanding of the self-insured employer market and how healthcare solutions are evaluated, distributed, and adopted through channel partners. • Experience in virtual care, telehealth, clinical SaaS, or health technology platforms preferred. • Executive presence and presentation skills, with the ability to build credibility with senior partner stakeholders and C-suite decision-makers. • Track record of driving measurable revenue or pipeline through channel partnerships. • Self-motivated and results-oriented, with the ability to manage multiple partner relationships and priorities simultaneously. • Ability to travel up to 25% of the time for partner meetings, conferences, and industry events. The national pay range for this role is $140,000.00 – $190,000.00 per year. Actual compensation will be determined by factors such as the candidate's geographic market, experience, skills, and qualifications. Certain roles may also be eligible for additional compensation, including a comprehensive benefits package such as medical, dental, vision, unlimited PTO, and a 401(k) plan, stock options and bonuses. If your compensation requirement is greater than our posted range, please still consider applying; a determination can be made based on unique qualifications. Expected compensation ranges for this role may change over time.

Requirements

Must-haves

As the Director of Partnerships, you will be the strategic bridge between Fabric and the national benefits consulting firms that shape employer healthcare decisions. Your primary responsibilities will include:
Own and manage relationships with national benefits consulting firms, broker networks, and strategic alliances that serve the self-insured employer market.
Develop and execute partnership strategies that drive new client acquisition through channel partners, translating partner objectives into joint go-to-market plans.
Serve as a trusted advisor to channel partners, educating them on Fabric's platform capabilities, clinical value propositions, and differentiated outcomes for their employer clients.
Identify and pursue new channel partnership opportunities, building a pipeline of strategic alliances that expand Fabric's reach into the employer and health plan ecosystem.
Collaborate closely with Sales, Marketing, and Client Success to ensure seamless handoffs and alignment between partner-sourced opportunities and direct sales efforts.
Develop and deliver compelling presentations and business cases tailored to partner audiences, demonstrating Fabric's value in reducing employer healthcare costs, improving access, and driving clinical outcomes.
Track and report on partnership performance metrics, including partner-sourced pipeline, revenue attribution, and partnership health indicators.
Represent Fabric at industry events, conferences, and partner meetings, building brand presence within the employer benefits ecosystem.
Provide market intelligence and partner feedback to Product and Strategy teams to inform roadmap decisions and competitive positioning.
Why You Might Be a Good Fit
You are a natural relationship builder who earns trust quickly with senior stakeholders at consulting firms and broker organizations.
You have deep familiarity with the employer benefits ecosystem, including how self-insured employers evaluate and purchase digital health solutions through their benefits consultants.
You bring a consultative approach to partnerships, preferring to lead with insight and strategic value rather than transactional selling.
You are energized by building something, whether that means establishing new partnerships from scratch or scaling an existing partner program to drive meaningful revenue.
You are comfortable operating independently, managing your own priorities, and bringing a structured approach to a role that requires both strategic thinking and hands-on execution.
This Might Not Be The Right Fit If...
You prefer a pure direct sales model over channel and alliance-based business development.
You are not comfortable with ambiguity and building processes in a fast-moving environment where the partnership playbook is still being written.
You lack experience working with benefits consultants, brokers, or the employer-facing side of healthcare distribution.
You prefer to manage existing relationships only and are not energized by new business development and partner acquisition.
Your Qualifications
8+ years of experience in partnerships, alliances, business development, or strategic account management within healthcare, digital health, or employee benefits.

Nice-to-haves

Experience in virtual care, telehealth, clinical SaaS, or health technology platforms preferred.

Application prep

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Keywords to mirror

Platform: gem
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

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