Role Description

Health Plans, TPAs & Carriers grows HealthEquity’s business through strategic partnerships with health plans, TPAs, and carriers. This role manages important stakeholders to boost market presence, increase HSA sales, and drive partner-generated opportunities. As the main relationship leader, they will use executive presence, expertise, and preparation to build credibility at all levels. Success in this position requires strong organizational agility and skill in navigating complex partner networks. They will connect healthcare strategies to HealthEquity’s offerings, supporting long-term growth.

Reporting Structure and Work Setting:

• Location: Remote | Travel up to 30%
• Reports to: AVP, Health Plan Partner Growth
• Compensation Range: Competitive base + sales incentive + equity eligibility

Essential Duties and Primary Responsibilities:

• Managing and growing strategic partnerships with health plans, TPAs, and carriers to expand HealthEquity’s reach and accelerate Health Savings Account (HSA) adoption.
• Driving measurable partner-sourced pipeline by contributing to pipeline development, accelerating deals, and generating closed-won revenue.
• Leading joint go-to-market planning, partner enablement, and coordinated co-marketing activities to boost product awareness and strengthen alignment between organizations.
• Serving as HealthEquity’s primary educator, ensuring that partner teams have a deep understanding of the product portfolio, key differentiators, and the overall value proposition.
• Identifying and surfacing near-term opportunity signals and insights that support territory sales teams in pursuing strategic deals.
• Demonstrating executive presence and credibility in all interactions with partners, effectively representing HealthEquity in strategic discussions.
• Navigating complex partner ecosystems with agility and influence, working to remove barriers and secure buy-in from key stakeholders.
• Collaborating cross-functionally with internal teams—including sales, marketing, product, and operations—to ensure alignment and flawless execution of partnership strategies.
• Maintaining a comprehensive understanding of the healthcare market and trends in employer-sponsored benefits to inform partner conversations and guide strategic planning.

Qualifications

• 7+ years of successfully managing and growing complex, high-value partnerships in healthcare, benefits, or financial services.
• Demonstrated ability to engage and influence C-suite leaders and key stakeholders.
• Track record of exceeding aggressive sales quotas by designing and executing partner/channel growth strategies.
• Comprehensive knowledge of healthcare benefits ecosystems including HSAs, FSAs, reimbursement accounts, broker channels, and regulatory environments.
• Skilled at navigating complex organizational structures and leading diverse teams across sales, product, legal, marketing, and operations.
• Exceptional analytic skills to interpret market trends, partner data, and financial metrics.
• Executive presence with superior ability to articulate vision, negotiate high-stakes contracts, and build trusted relationships.
• Entrepreneurial mindset with the discipline to drive results independently.
• Advanced skills in CRM systems (Salesforce preferred), Excel, PowerPoint, and digital communication platforms.

Requirements

• Enterprise sales or enterprise-level account management experience within targeted health plans.
• Experience working with and maintaining relationships with senior-level executives and senior sales and account managers at health plans.
• Ability to sell through partners vs selling direct to clients.
• Consultative selling skills.
• Strong negotiation experience and expertise.
• Strong presentation skills.

Success Metrics

• Qualified lead generation through partners: 20% increase.
• Quality of qualification manifested in 10% win rate improvement over present (40% win rate).
• Increased total production by increasing adoption and book of business penetration.
• Deepen relationships by delivering measurable value that is sustainable over time.

Benefits

• Medical, dental, and vision.
• HSA contribution and match.
• Dependent care FSA match.
• Uncapped paid time off.
• Paid parental leave.
• 401(k) match.
• Personal and healthcare financial literacy programs.
• Ongoing education & tuition assistance.
• Gym and fitness reimbursement.
• Wellness program incentives.