Director, Benefit Consultant Relations

About the role

You will own the strategic development and execution of relationships with national and regional benefits consulting and brokerage firms that shape formularies and influence behavioral health vendor selection for health systems. You will act as the primary trusted advisor to consultants and brokers, positioning Marvin as the healthcare-specific behavioral infrastructure partner within complex enterprise decision-making. This role requires you to translate complex platform capabilities into consultant-ready narratives that drive advocacy and pipeline creation. You will be accountable for building the playbook for channel enablement from the ground up in an early-stage environment. You will work closely with the VP of Sales and Partnerships to align channel strategy with enterprise revenue objectives. Success in this role will be defined by your ability to convert consultant relationships into measurable, qualified opportunities for the sales team. You will leverage significant experience with AI tools to streamline enablement and market analysis in a fast-moving landscape. The position demands comfort navigating ambiguity and establishing processes where none currently exist.

Key facts

What you'll do

Build and formalize relationships with strategic national and regional consultants and brokers, prioritizing named firms such as Aon, Mercer/Marsh, WTW, Lockton, Alliant, and Gallagher.

Own consultant and broker education and enablement, ensuring partners accurately represent Marvin's differentiation as healthcare-specific behavioral health infrastructure and proof points to the market.

Coordinate RFP and finalist support with consultants, securing Marvin's inclusion in relevant health system searches and ensuring all consultant-facing materials remain current and precise.

Feed consultant and broker market intelligence back to sales, marketing, and product teams, surfacing competitive positioning, pricing benchmarks, and direct client feedback received through the channel.

Build the enablement materials, relationship tracking, and reporting cadence for the consultant channel from the ground up, establishing best practices for ongoing scale.

Represent Marvin at consultant and broker regional and national events, office-based meetings, and industry conferences to build brand presence, credibility, and expand influence within the ecosystem.

Develop deep expertise in the benefits consulting and brokerage landscape to advise partners on evolving market trends, regulatory shifts, and client needs impacting behavioral health procurement.

Collaborate with the sales team to identify and engage high-value opportunities where consultant advocacy can unlock new health system and enterprise deals.

Establish clear communication protocols and feedback loops between consultants, brokers, and internal stakeholders to ensure alignment and timely responses.

Leverage AI tools to enhance research capabilities, automate parts of the enablement process, and generate insights that strengthen consultant conversations and materials.

Champion Marvin's mission to end healthcare worker burnout by ensuring the channel understands and communicates the platform's impact on clinician well-being and retention.

Maintain a rigorous pipeline of consultant-sourced opportunities, forecasting demand and conversion rates to support executive reporting and strategic planning.

Act as a subject matter expert during finalist and negotiation phases, providing data, case studies, and clinical outcomes to support consultant recommendations.

Continuously refine the channel strategy based on performance data, market feedback, and competitive dynamics to optimize long-term results.

Requirements

Candidates must possess a minimum of 5 years of experience in consultant relations or within a consultancy, strategic alliances, or channel partnerships focused on health benefits, digital health, or behavioral health.

You must demonstrate established relationships with multiple national or regional consulting or brokerage firms, including but not limited to Aon, Mercer/Marsh, WTW, Lockton, Alliant, and Gallagher.

You have direct experience supporting RFP, RFI, and finalist processes from the consultant or broker side of the table, understanding the nuances of health system procurement.

You have a proven track record of building consultant-facing enablement materials such as one-pagers, comparison guides, and finalist decks that effectively communicate value.

You have successfully converted consultant and broker relationships into qualified, revenue-generating pipeline, moving beyond simple relationship maintenance to active opportunity creation.

You have significant experience selling or partnering with health system C-suite executives and benefits, risk management, and pharmacy leaders within large employer environments.

You are comfortable operating in an early-stage company without an established playbook, demonstrating initiative and resourcefulness in process development.

You have substantial experience and high comfort level using AI tools to augment sales, marketing, and enablement functions in a modern workplace.

You possess excellent communication, interpersonal, and negotiation skills, with a consistent ability to build and maintain trust-based relationships at all levels of a consulting or brokerage firm.

You adhere to strong ethical and professional integrity, consistently upholding the organization's values and standards in every interaction.

You are able to dedicate 2 days per week to in-office presence in Denver, Colorado, to foster collaboration and alignment with the team.

You are willing to engage in travel for consultant meetings, finalist presentations, and industry events, with an estimated commitment of 30-40% of time.

Nice to have

Preferred candidates will have prior experience working directly within a benefits consulting or brokerage firm.

Experience with healthcare-specific RFP and procurement processes is highly desirable.

A background in supporting the finalist and negotiation phases of enterprise sales cycles within the healthcare sector is a significant advantage.

Familiarity with building and scaling channel programs in the digital health or behavioral health spaces is strongly preferred.

Practical notes

This role requires 2 days per week of in-office presence in Denver, Colorado.

Travel is required for consultant meetings, finalist presentations, and industry events, estimated at 30-40% of time.