Consultant Relations, AVP

Vera Whole Health

1d•$158,804 - $238,207

About The Position

The AVP, Consultant Relations builds, activates, and expands Castlight / Vera’s broker and consultant ecosystem across assigned geographies. As a frontline ambassador to the brokerage community, this role develops relationships, communicates the company’s value story, creates market interest, and generates high-quality opportunities for employer sales teams. The role operates with a high degree of autonomy and ownership, partnering closely with Regional Directors (Sales) and ADRs. The AVP independently builds broker mindshare, opens doors to target accounts, secures RFP inclusion, and advances Castlight/Vera into preferred or best-fit categories within consulting firms. It is a high-visibility, externally facing commercial position requiring relationship-building, an existing network, follow-through, and the ability to communicate the company’s differentiated value clearly and compellingly. The 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

Bachelor’s degree.
10+ years of experience in healthcare.

Responsibilities

Build and grow strategic relationships with brokers, consultants, and advisor firms across assigned territories.
Present the company’s value story, outcomes, client performance, expanded services, and go-to-market model.
Rebuild trust where necessary and tailor messaging to consultants based on their prior Castlight experiences.
Secure inclusion in appropriate categories across national and regional consulting firms.
Maintain proactive communication with key brokerage contacts to stay top-of-mind for opportunities.
Own a territory-aligned channel strategy that complements Sales account plans.
Use the Ideal Customer Profile (ICP) to identify target employers and map the consultants and brokers covering those accounts.
Coordinate multi-threaded outreach with Regional Directors and ADRs.
Build early-year momentum through relationship development and shaping the year’s book of business.
Generate new employer opportunities through the broker ecosystem.
Secure inclusion in RFPs that meet strategic thresholds and ICP criteria.
Work with Sales to shape early-stage opportunities, share intelligence, and guide deal strategy.
Provide high-quality introductions, warm handoffs, and contextual background to improve deal momentum.
Support Sales in shaping demand through thought leadership, client wins, ROI, and success stories.
Communicate a consistent narrative about the company’s transformation, expanded services, and clinical and navigation integration.
Communicate ROI, outcomes, quality metrics, and client tenure as part of the company’s credibility story.
Tailor messaging to consulting firms based on their history, market positioning, and client portfolios.
Partner with Regional Directors on strategic pursuits and pipeline prioritization.
Collaborate with ADRs to align outbound efforts with broker-driven opportunities.
Work with Marketing on broker campaigns, regional strategies, and relationship-building events.
Gather 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 align with broker expectations.