Description/Responsibilities
This role serves as a force multiplier for the Sales organization across all core product lines, including SilverSneakers, ForeverFit, and WholeHealth Living, by accelerating partner-enabled pursuits, centralizing deep partner expertise, and activating onboarded partners and newly sold ASO or channel relationships to create pipeline, subscriptions, and measurable growth.
In this role you will lead the revenue realization phase of strategic partnerships, ASO relationships, and channel agreements. The role operates across SilverSneakers, ForeverFit, and WholeHealth Living. This is a senior, hands-on sales role focused on what happens after a partner enters the ecosystem or a new channel relationship is sold: activating the partner’s sales organization, advancing the second and third sale, and generating subscriptions and revenue from the end user market.
The role is intentionally distinct from partnership sourcing and contracting, which remains with the VP of Strategic Growth & Partnerships, and from enterprise-wide sales enablement, which remains with GTM Operations. The Senior Director will use the foundation those teams create and apply it directly within each assigned partner engagement to build pipeline, remove barriers, and deliver against commercial targets. This role will partner closely with the VP of Channel Partner Sales and the broader Sales Team to drive activation within customers sold.
The ideal candidate combines channel sales leadership, consultative selling, customer and market insight, operational discipline, and strong analytics. This leader will work directly with partner sales team members, Strategy, GTM Operations, Product, Finance, Operations, Marketing, and Client Relations to turn signed relationships and approved solutions into repeatable, measurable growth.
A core purpose of this role is to accelerate the speed and effectiveness of Tivity Health sellers. The Senior Director becomes the go-to sales resource for partner capabilities, value propositions, pricing, commercial terms, integration considerations, and contract parameters, helping sellers quickly determine when and how to bring the right partner into a pursuit without requiring every seller to master every partner offering.
What You’ll Do
Own Partner and Channel Revenue Pull-Through
• 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.
Accelerate Sales Through Partner Expertise
• 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.
Advance Strategic and Complex Sales Opportunities
• 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.
Drive Growth Across the Customer Lifecycle
• 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.
Use Analytics to Manage Performance and Value
• 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.
Bring the Voice of the Customer and Market Back to Tivity Health
• 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.
Qualifications
• 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.
How Success Will Be Measured
• Revenue, subscriptions, and pipeline generated through assigned ASO, channel, and strategic partner engagements.• Progress against engagement-specific commercial targets, milestones, and forecasts.• Activation and productivity of partner sales teams, including seller readiness, participation, opportunity creation, and advancement.• Successful second and third sales that move an onboarded relationship from contract to partner adoption and end-user growth.• Conversion and velocity of strategic or complex opportunities supported by the role.• Expansion and renewal results where the role supports a new solution, changed value proposition, or sales activation need.• Quality, timeliness, and actionability of reporting, market intelligence, customer insight, and recommendations.• Clear cross-functional ownership and effective collaboration with Strategic Growth & Partnerships, GTM Operations, Sales, Strategy, Product, Operations, Finance, Marketing, Legal, Network, and Client Relations.• Repeatability of partner activation plans, sales plays, scorecards, and commercial operating rhythms across engagements.• Speed and effectiveness across SilverSneakers, ForeverFit, and WholeHealth Living of partner-enabled sales pursuits, including the ability to quickly match customer needs with the right partner capabilities and remove partner-related barriers for sellers.
The salary range for this opportunity is $150,000 to $200,000/yr. Compensation depends on several factors: qualifications, skills, competencies, and experience.
Tivity Health offers a robust benefits package, which includes a competitive salary, company bonus potential, medical, dental, vision, 401k with match, generous paid time off, free gym membership to over 13,000 fitness locations in the US, and other great benefits.
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About Tivity Health® Inc. Tivity Health, Inc. is a leading provider of healthy life-changing solutions, including SilverSneakers®, ForeverFit®, and WholeHealth Living®. We help adults improve their health and support them on life's journey by providing access to in-person and virtual physical activity, social and mental enrichment programs, as well as a full suite of physical medicine and integrative health services. Our suite of services support health plans, employers, health systems and providers nationwide as they seek to reduce costs and improve health outcomes. Learn more at TivityHealth.
Tivity Health is an equal employment opportunity employer and is committed to a proactive program of diversity development. Tivity Health will continue to recruit, hire, train, and promote into all job levels without regard to race, religion, gender, marital status, familial status, national origin, age, mental or physical disability, sexual orientation, gender identity, source of income, or veteran status.