VP, Partnerships

Vimly Benefit Solutions•Seattle, WA

2d•Hybrid

About The Position

Vimly is a growth-stage, PE-backed benefits administration technology company focused on simplifying benefits. They are seeking a builder to develop and scale a partnership ecosystem that drives high-quality sales leads. The role involves identifying, cultivating, and activating relationships with consultants, brokers, ERISA lawyers, and other ecosystem players to unlock MEWA and AHP opportunities. This is a consultative, relationship-driven process requiring a leader who can actively source new partnerships, develop win-win value propositions, and create a formal pipeline of partner-sourced leads. The VP will collaborate with Sales, Marketing, and Product to ensure partners are equipped and leads are handled with rigor.

Requirements

7+ years in B2B business development, partnerships, or channel leadership at a SaaS, HRtech, benefits, or insurance technology company.
Proven ability to identify, recruit, and activate high-potential partners from scratch; experience building a partnership or channel program.
Deep expertise in the benefits administration, insurance, or financial services ecosystem, with an understanding of the advisor, broker, and consultant landscape and existing credibility.
Demonstrated success building a pipeline of partner-sourced opportunities and translating that pipeline into closed revenue.
Experience working cross-functionally with sales teams to ensure partner leads are qualified, tracked, and closed with the same rigor as direct sales.
Experience in PE-backed, growth-stage environments with accountability to growth targets.
Strong process orientation, believing in pipeline discipline, clear metrics, and accountability.

Nice To Haves

Deep relationships or credibility in the MEWA or AHP space.
Experience with broker or agent-based go-to-market models in benefits or insurance technology.
Background in benefits consulting, ERISA law, or TPAs.
Insider knowledge of how advisors work and what they value.
Track record of building multiple partnership channels (consultants, brokers, specialty advisors) that work together to drive pipeline.
Experience building incentive or referral models that drive partner behavior at scale.

Responsibilities

Build and Scale a Strategic Partnership Ecosystem: Develop a comprehensive partnership strategy focused on consultants, brokers, ERISA/benefits lawyers, and other advisors with MEWA and AHP market access.
Identify and prospectively outreach to high-potential partners, targeting firms and individuals with credibility and referral channels in the target market.
Establish clear partnership tiers and value exchange models that incentivize partners to refer Vimly opportunities.
Own a pipeline of partnership prospects, with clear stages, qualification criteria, and conversion metrics.
Generate Qualified Sales Pipeline Through Partnerships: Work directly with Sales leadership to define qualified partner-sourced leads and ensure partners understand the ideal customer profile (ICP) for MEWA and AHP business.
Establish formal lead sourcing agreements with active partners, complete with SLAs on lead quality and responsiveness.
Track, measure, and report on partner-sourced pipeline and closed revenue, optimizing based on performance and holding partners and internal teams accountable.
Activate and Enable Partners: Create partner enablement programs including training, positioning, case studies, and collateral.
Build co-sell playbooks for high-value partner opportunities.
Host regular partner webinars, feedback sessions, and business reviews.
Partner with Marketing to create partner-friendly content and positioning.
Orchestrate Cross-Functional Alignment: Work closely with Sales leadership to ensure partner leads are treated with the same rigor and discipline as direct pipeline.
Partner with Product and Client Success to ensure exceptional experiences for partners and their referrals.
Represent the voice of the market to Sales and Product, bringing partner feedback and market insights into roadmap and go-to-market discussions.
Serve as an internal champion for the partnership model, building the operational discipline needed to scale this engine.
Bring Process and Rigor: Implement a structured partnership pipeline with clear deal stages, lead qualification criteria, and forecasting discipline.
Build reporting and analytics to show which partnerships drive the highest-quality leads and closed revenue.
Establish partner performance metrics and regular business reviews.
Continually iterate on partnership models, enablement, and deal support to improve conversion rates and partner satisfaction.