[Remote] Senior Director, Partner Sales Activation - remote opportunity

Note: The job is a remote job and is open to candidates in USA. Tivity Health is hiring a Senior Director, Partner Sales Activation to turn onboarded strategic partnerships, ASO relationships, and channel agreements into pipeline, subscriptions, and revenue. The role activates partner sales teams, supports complex sales pursuits, drives growth across the customer lifecycle, and uses analytics and market feedback to improve commercial performance across Tivity Health’s product lines.

Responsibilities

• Assume commercial activation responsibility once a strategic partner is onboarded or a new ASO or channel relationship is sold and ready for market activation
• Create an engagement-specific revenue activation plan that defines target segments, pipeline goals, activities, milestones, decision points, risks, and owners
• Activate the salesforce of the ASO, channel partner, or strategic partner so its sellers can identify, position, and advance Tivity Health opportunities with confidence
• Drive the second sale to the partner’s field organization and the third sale to employer groups, health plan clients, consumers, or other end users, depending on the channel model
• Build relationships with partner sales leaders and frontline sellers while coordinating with the VP of Strategic Growth & Partnerships on partner governance and relationship priorities
• Lead or support joint operating committees and commercial activation forums for assigned relationships, with clear agendas, decisions, accountability, and follow-through
• Develop creative business development and market outreach approaches for prospective customers already accessible through existing ASO or channel relationships
• Apply partner expertise and sales activation support across all customer segments and core Tivity Health product lines: SilverSneakers, ForeverFit, and WholeHealth Living
• Serve as the Sales organization’s subject-matter expert on Tivity Health’s partner ecosystem, providing sellers with a single point of expertise for how and when partner capabilities should be brought into active sales pursuits
• Develop and maintain a deep working knowledge of each partner’s value proposition, capabilities, target market, use cases, pricing, commercial terms, integration requirements, implementation considerations, and relevant contractual parameters
• Quickly assess customer needs and active opportunities to determine whether a partner capability can strengthen the pursuit, and bring the appropriate partner into the sales process at the right time
• Work directly alongside Sales on partner-enabled opportunities so individual sellers can remain focused on the customer relationship, discovery, and advancing the sale rather than independently mastering every partner offering
• Translate complex partner information into clear, actionable guidance for sellers, including what the partner does, where the partner adds value, how the offering is positioned, what it costs, how it integrates, and what is required to advance the opportunity
• Coordinate with the appropriate internal and partner resources to answer questions quickly, resolve dependencies, and remove barriers that could slow an active sales pursuit
• Identify opportunities where partner capabilities can strengthen the customer value proposition and coordinate the appropriate experts to support the pursuit
• Maintain continuity across partner-enabled pursuits so recurring questions, objections, integration considerations, and successful approaches can be applied to future opportunities
• Partner with GTM Operations to ensure recurring field questions and knowledge gaps inform broader sales tools, materials, and enablement, while keeping this role focused on deal-level execution and acceleration
• Capture customer and seller feedback from active pursuits and route it to the appropriate Strategy, Product, Strategic Growth & Partnerships, and GTM Operations owners without assuming ownership of those functions
• Work alongside Tivity Health and partner sales teams to identify, qualify, and advance high-value opportunities through the sales cycle
• Lead consultative discovery for complex or client-specific opportunities, with particular focus on strategic accounts where customization, coordination, or nonstandard operating requirements may be needed
• Translate customer objectives into a clear, commercially viable approach using approved product capabilities and partner solutions, without duplicating Product or Operations ownership
• Coordinate the right internal experts across Strategy, Product, Finance, Operations, Network, Legal, Marketing, and Client Relations to resolve dependencies and move opportunities forward
• Create client-specific pursuit plans, value stories, proposal inputs, executive presentations, and close strategies using the core materials and tools established by GTM Operations
• Maintain continuity from the proposed commercial solution through contracting, implementation, launch, and transition to ongoing account management
• Support expansion and renewal opportunities when the solution, value proposition, commercial model, or delivery approach is changing
• Partner with Client Relations to identify whitespace, expansion paths, adoption barriers, and new use cases within existing partner and customer relationships
• Help translate partner and customer performance into a forward-looking growth plan focused on subscriptions, utilization, revenue, retention, and long-term value
• Work with partner and internal teams to address commercial friction, clarify ownership, and accelerate decisions without taking over implementation or service delivery responsibilities
• Establish measurable targets and scorecards for each assigned engagement, including leading and lagging indicators appropriate to the commercial model
• Track partner activation, seller participation, training completion, pipeline creation, opportunity progression, conversion, subscriptions, revenue, and other agreed outcomes
• Analyze performance against targets, identify gaps and root causes, and recommend corrective actions to partner and Tivity Health leaders
• Provide clear reporting, forecasts, and executive-level insights that show progress, risks, expected value, and decisions needed
• Build evidence-based value narratives that connect partner activities and customer outcomes to measurable commercial impact
• Capture structured feedback directly from partner sellers, customers, consultants, brokers, and the market during active pursuits and post-launch growth efforts
• Maintain a direct feedback loop with Strategy, Product, Sales, and GTM Operations so field insights inform priorities, positioning, enablement, and future capabilities
• Provide the Strategy team with actionable market intelligence while preserving Strategy’s ownership of broader portfolio direction and partner strategy
• Recommend improvements to messaging, sales plays, product capabilities, commercial models, and operating processes based on observed market needs and performance data
• Participate in relevant steering committees and working teams when assigned, contributing frontline commercial evidence without replacing existing functional ownership

Skills

• Significant experience in channel sales, partner activation, business development, strategic account growth, consultative sales, or commercial execution within health care, employer benefits, fitness, well-being, or a related industry
• Demonstrated success converting signed partnerships or channel relationships into pipeline, subscriptions, and revenue
• Experience selling through ASO health plans, consultants, brokers, benefits platforms, strategic partners, distribution partners, or large employers
• Strong analytics capability, including target setting, scorecard design, pipeline inspection, forecasting, performance analysis, and executive reporting
• Ability to train, coach, and activate external sales organizations while directly supporting priority pursuits
• Experience leading complex, client-specific opportunities that require cross-functional coordination, thoughtful customization, and clear commercial judgment
• Ability to distinguish between standard enablement, partner relationship ownership, sales execution, product decisions, implementation, and ongoing account management, and to collaborate effectively across those boundaries
• Strong understanding of SilverSneakers, ForeverFit, and WholeHealth Living and how customer needs, product capabilities, operational requirements, pricing, economics, and partner models come together in a viable commercial solution
• Executive presence and the ability to build credibility with partner leaders, sellers, customers, and senior internal stakeholders
• A strong bias toward action, disciplined follow-through, and the ability to create momentum in complex or ambiguous situations
• Exceptional communication, presentation, relationship-building, collaboration, and problem-solving skills

Benefits

• Company bonus potential
• Medical, dental, and vision
• 401k with match
• Generous paid time off
• Free gym membership to over 13,000 fitness locations in the US

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