Head of Strategic Alliances

Position Overview

Benepass is seeking a Head of Strategic Alliances to build and own our strategy for consultants and brokers while managing our Strategic Alliances team. This role deepens Benepass’s presence, credibility, and influence across national and regional consulting firms, directly impacting alliance-influenced pipeline and win rates on consultant-involved opportunities.

You will lead a team of Strategic Alliances Managers, establish a structured engagement model across firms, nurture high-value consultant relationships, partner closely with Sales on live opportunities, and create the internal playbooks and operating rhythms that make consultant relations a predictable, revenue-driving function.

• Manage and develop a team of three Strategic Alliances Managers, providing coaching, prioritization, and performance accountability
• Establish clear goals, territories, and engagement models across the team
• Foster a culture of relationship-building, operational rigor, and measurable impact

• Serve as the senior relationship owner for national and regional consulting firms
• Build and operationalize a tiered engagement strategy across primary, secondary, and developing consulting firms
• Drive alliance-influenced pipeline by increasing shortlist inclusion, shaping consultant recommendations, and unlocking proactive referrals
• Maintain consistent engagement rhythms through office visits, education sessions, events, webinars, and field interactions
• Map influence networks within firms and prioritize strategic, high-impact consultants

• Create a repeatable playbook for consultant-involved sales cycles
• Partner with AEs on deal strategy for consultant-led opportunities, including messaging, alignment approaches, and navigation of firm politics
• Collaborate with GTM Leadership on firm-specific plans, quarterly reviews, and performance optimization
• Work with Marketing on consultant-facing materials, positioning, and competitive education
• Analyze consultant-involved wins and losses to inform strategy and improve outcomes

• Define and track KPIs for consultant-influenced pipeline, win rates, and deal velocity
• Partner with GTM Ops and Systems to build dashboards, attribution models, and clear reporting mechanisms
• Represent Strategic Alliances within internal leadership forums, providing insights into firm performance, ecosystem trends, and GTM opportunities
• Continuously assess consulting landscape dynamics to identify gaps, risks, and high-leverage opportunities

• 7-15 years of experience in consultant relations, broker partnerships, strategic alliances, or similar roles
• Ideally, experience in both a benefits/healthtech or HR tech company and a consulting firm or benefits brokerage
• Demonstrated success managing and developing a team, with a track record of elevating performance and building scalable processes
• Deep understanding of how consulting firms influence vendor evaluations and employer decisions
• Credibility and executive presence with senior consultants and firm leaders
• Strong operator mindset, skilled at building frameworks, processes, engagement models, and repeatable playbooks
• Data-oriented approach with experience demonstrating impact through pipeline and revenue metrics
• Ability to thrive in a fast-paced, high-growth environment with cross-functional visibility and expectations
• Engage in targeted travel (~25–35%) to priority consultant offices and market events to deepen relationships and support high-impact opportunities

• Base: $175,000 - $210,000 + Variable Compensation + Equity

Range(s) is subject to change. Benepass takes a number of factors into account when determining individual starting pay, including market comparables, interview performance, peer compensation, and years of experience.

• 95% coverage of medical, dental, and vision
• Fantastic benefits (of course 😃), including:
  • $250 WFH setup
  • $150/month cell phone + internet
  • $100/month Wellness
• We offer several team onsites a year
• Flexible PTO

At Benepass, we are working towards reimaging how companies take care of their people. We are committed to creating an inclusive environment for all our employees and are seeking to build a team that reflects the diversity of the people we hope to serve with our revolutionary products. Benepass is proud to be an equal-opportunity employer.