Vice President, Strategic Partnerships

About the Role:

The Vice President Strategic Partnerships at Color will own the strategy, execution, and P&L for the company’s partnership ecosystem—spanning channel, integration, marketplace, reseller, and distribution partnerships—to drive net-new, partner-sourced growth. This role is accountable for the full partnership funnel, from ecosystem strategy and deal structuring through forecasting, attribution, and margin performance.

This leader will build and lead Color’s Partnerships team, setting the operating rhythm, quota, and performance standards for the function while remaining closely engaged with Color’s highest-priority partners. The role reports directly to the Chief Revenue Officer. The role also partners closely with Legal, Compliance, Implementation, Product, and Engineering to ensure partnerships translate into measurable pipeline, revenue, and member impact—and represents Color’s partnership strategy to the executive team and the Board.

How You'll Contribute:

Partnership Strategy & Growth

• Define and own Color’s end-to-end partnership ecosystem strategy—channel, integration, marketplace, reseller, and distribution partnerships—aligned to company growth objectives
• Own the partnerships P&L with quota-carrying accountability for partner-sourced revenue, including forecasting, attribution, and margin performance
• Identify, evaluate, and launch new strategic partnerships and distribution channels that drive net-new pipeline and revenue
• Develop innovative partnership models and new routes to market for new and existing partners, partnering closely with Sales leadership to create leveraged selling motions
• Structure, negotiate, and close complex partnership agreements
• Represent Color externally at industry events, with partners, and in key market conversations

Partner Activation & Performance

• Lead Color’s partnerships team in the activation of new partners, ensuring successful onboarding and early-stage performance
• Establish partner activation by building and executing plans that translate signed partnerships into referral flow, pipeline influence, and revenue impact
• Ensure Color is embedded within partner platforms, workflows, and member journeys
• Run joint planning sessions, pipeline reviews, and performance reviews with partners
• Define and track KPIs including referral volume, conversion rates, revenue influence, and partner engagement
• Identify friction in partner workflows and implement improvements to drive growth

Cross-Functional Execution

• Partner with Legal, Compliance, Implementation, Product, Engineering, Sales, Customer Success, Marketing, and Operations to support integrations, co-selling, reporting, and partner enablement
• Set and execute on the enablement strategy and standards for partner-facing teams, ensuring Color’s value proposition, referral criteria, workflows, and commercial motions are simple, repeatable, and scalable through onboarding/training/feedback.
• Clarify positioning, referral criteria, and use cases to make Color easy to understand and recommend

Team Building & Scale

• Build, lead, and scale the Partnerships organization, including business development, partner management, partner activation, and channel performance roles; define the team structure, hiring plan, management model, quotas, incentives, and performance expectations needed to support partner-led growth.
• Establish systems, processes, and operating rhythms—including joint business planning, pipeline reviews, and executive reporting—to scale partner success and performance
• Analyze partnership and P&L performance and continuously optimize strategy to maximize impact, reporting results to the executive team and Board as needed

Our Ideal Candidate Will Have:

• 12+ years of experience in partnerships, channel sales, or business development, including 6+ years directly leading and scaling a partnerships or business development team
• Proven track record owning a partnerships P&L or quota, with accountability for forecasting, attribution, and revenue impact
• Experience owning both partnership strategy and post-signature execution (activation, GTM, or partner success) across multiple partnership types (e.g., channel, integration, marketplace, reseller)
• Expertise in go-to-market strategy and indirect sales/channel models
• Strong understanding of healthcare, digital health, or employer benefits ecosystems
• Exceptional executive presence, communication, and negotiation skills, with experience engaging C-suite partners and internal executive leadership/Board
• Experience building, leading, and scaling partnerships teams and functions, including hiring and developing managers
• Ability to operate cross-functionally and influence senior stakeholders across Legal, Compliance, Implementation, Product, Engineering, Sales, Marketing, and Operations

Nice to Have:

• Direct experience in the digital health and benefits space in ecosystems and partnerships, including reseller or marketplace partnership models.