Lead, Channel Enablement

Job Description Summary
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Commercial Organization | GTM Enablement

Reports to: Director, GTM Enablement

The Lead, Channel Enablement owns the enablement strategy and infrastructure that helps Castlight-powered solutions get sold effectively through our channel ecosystem, including health plans, strategic partners, resellers, and Marketplace relationships.

This role is the Commercial owner of the second sale enablement motion and the connective tissue across Castlight, our partners, and the teams responsible for bringing our solutions to market. The Lead builds the training, demos, tools, and repeatable programs that allow partner sellers and Castlight teams to confidently position, demonstrate, and sell Castlight-powered solutions at scale.

The role also owns the core demo infrastructure supporting channel selling, ensuring our Figma environments, screen libraries, and partner-specific experiences stay current as the product evolves.
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How will you make an impact & Requirements
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What You'll Own
Channel & Partner Enablement

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Build and own the channel enablement strategy across health plans, strategic partners, resellers, and Marketplace partners.

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Develop scalable enablement programs that help partner sellers understand the buyer problem, articulate the Castlight value proposition, demonstrate the solution, and advance opportunities.

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Create partner-ready training programs, playbooks, talk tracks, FAQs, objection handling, templates, and selling tools using Product Marketing's approved positioning and messaging.

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Partner with Strategic Partnerships to build tailored enablement programs based on partner type, commercial model, seller audience, and go-to-market motion.

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Support the launch and ongoing readiness of new partner relationships and Castlight-powered offerings.

Second Sale Enablement

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Own the enablement framework for the second sale motion across health plan and partner channels.

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Establish one source of truth for second sale training, demos, tools, templates, and selling standards.

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Prepare Castlight Commercial and Client teams for the transition of second sale execution to Client CSMs by September 30.

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Build repeatable training and certification approaches that allow Client teams to execute consistently while maintaining Commercial standards.

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Create scalable processes for Commercial review, feedback, and continuous improvement as execution moves closer to the client and health plan teams.

Demo Strategy & Engineering

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Own the core demo environments supporting health plan, partner, reseller, and second sale motions.

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Build and maintain Figma-based demos, screen libraries, reusable components, and partner-specific demo experiences.

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Maintain demo environments as products, capabilities, positioning, and user experiences evolve.

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Lead Nova conversions across the existing channel book and establish the standards for new partner implementations.

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Manage partner access to demo environments and establish clear governance around version control, usage, and updates.

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Coordinate external design or Figma resources as needed to maintain and scale the demo platform.

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Establish a regular operating cadence with Product, UX, Solutions, and Product Marketing so demo experiences remain accurate and current.

Cross-Functional Enablement

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Translate Product Marketing's positioning and messaging into usable seller training, demos, and field tools.

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Partner with Strategic Partnerships to understand partner priorities, seller needs, and commercial opportunities.

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Partner with Client leadership to ensure second sale teams have the tools, training, and confidence required to execute.

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Partner with Solutions and Product teams to keep demonstrations accurate and identify opportunities to improve how Castlight capabilities are represented in market.

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Bring health plan, partner, seller, and field feedback back to Product Marketing, Product, Solutions, and Str