Principal Client Success Manager

Included Health, Inc.; United States; On-site; USD 128,000 - 167,000; Full time

Benefits offered by this job

Bonus

Equity

Remote-first culture

401(k) savings

Comprehensive medical, vision, and…

PTO and DTO

12 weeks paid parental leave

WFH reimbursement

Salary range discussed during hiring

Job summary

Included Health, Inc. is seeking a Client Success Principal to own a portfolio of enterprise clients, driving retention, upsell, and NPS targets while aligning client strategy with IH services. The role functions as a trusted advisor, reselling value and deepening partnerships with clients.

You will lead strategic client engagements, deliver business reviews, and collaborate with cross-functional teams to achieve client ROI and outcomes. Travel up to 25% is required.

Qualifications

• 7+ years client success experience serving mid to large enterprise clients.
• Executive level communication ability that showcases a compelling value proposition, delivers insights, and manages difficult conversations.
• Ability to work internally across functions to achieve client contractual commitments and results.
• Proven ability analyzing and interpreting data - deriving insights that support value delivery for clients.
• Solution focused, curious, lifelong learner, optimistic problem solver.

Responsibilities

• Portfolio Management: manage a portfolio of complex clients and upsell opportunities.
• Client Goals & Strategy: understand client strategy and define measurable business outcomes.
• Retention & Upsell Plan: establish a Retention and Upsell Plan for each client.
• Member Engagement, Utilization & Marketing: align with IH Marketing Best Practices.
• Upsell & Expand: identify and promote upsell opportunities to deepen relationships.
• Business Reviews: deliver recurring reviews showing progress on ROI and member outcomes.
• Relationship: build trusted advisor status with client executives and consultants.
• Client Onboarding: ensure expectations align to contract and advocate for the client.
• Renewal Management: negotiate price increases at renewal and expand IH services.
• Escalation Management: mitigate churn risk and coordinate cross-functional partners.
• CS Operations & Other Tasks: maintain CS/CRM platforms and document interactions.
• CS Mentorship & Initiatives: mentor CS colleagues and participate in specialized projects.

Skills

Client success

Enterprise clients

Data interpretation

Executive communication

Job description

Job Summary

The Client Success Principal role is a customer success professional responsible for achieving Retention, Upsell and NPS targets for their portfolio of customers in addition to other objectives and key results. This individual contributor plays a critical role in cultivating client relationships and serves as a trusted advisor to them. They understand and advance client strategy that aligns to Included Health's services and solutions. They are an expert in Included Health offerings, reselling value and deepening our partnerships with them. They provide strategic thought leadership and business insights that showcase member outcomes and progress towards client ROI.

Responsibilities

• Portfolio Management: You will manage a portfolio of complex clients reselling the value of IH services and solutions while seeking opportunities to deepen the partnership through upsell and expansion.


• Client Goals & Strategy: You will develop a deep understanding of client strategy, partnering with clients to develop measurable goals and define desired business outcomes for their relationship with IH.


• Retention & Upsell Plan: You will establish and maintain a Retention and Upsell Plan for each assigned client. And, you will engage internal partners to intentionally drive client health including member utilization and client ROI to meet client expectations and deliver on contractual commitments.


• Member Engagement, Utilization & Marketing: You will consult with clients encouraging alignment to IH Marketing Best Practices. You will partner with the IH Marketing team to define and execute a holistic member engagement strategy aligned to contractual commitments.


• Upsell & Expand: You will resell the value of IH services, products and solutions, identifying and promoting upsell opportunities while seeking opportunities to expand and deepen the relationship.


• Business Reviews: You will deliver recurrent business reviews demonstrating progress towards and achievement of shared success measures including member engagement, utilization, clinical impact, PGs and ROI while demonstrating a strategic command of the client's experience and linking results to the client's desired business outcomes and goals.


• Relationship: You will conduct recurrent Partnership Connect meetings with daily client contacts galvanizing the partnership and creating a trusted advisor bond. You will cultivate professional relationships and trusted advisor status with client executives and consultants. You will collaborate with vendors in the client's benefits ecosystem to optimize the member experience and the client investment.


• Client Onboarding: You will understand client contractual commits and ensure client expectations are well managed and effectively aligned to contract. You will serve as the internal IH client advocate and represent Client Success in Implementation activities.


• Renewal Management: You will negotiate price increases at renewal, actively seeking opportunities to expand IH services and offerings while ensuring the renewal is completed with most-current IH contract terms.


• Escalation Management: You will mitigate churn risk and engage cross-functional IH business partners to advance client strategy while serving as the client's advocate within IH.


• CS Operations & Other Tasks: You will maintain CS and CRM Platforms in keeping with CS leadership expectations / CS Strategies. You will document all client interactions and follow-up in appropriate IH systems and to clients via email to achieve client commitments and document expectations.


• CS Mentorship & Initiatives: You will serve as a mentor to CS colleagues helping them onboard and become more proficient. You will participate in special projects to improve effectiveness of CS, and client and member experience as needed.

Qualifications

• 7+ years client success experience serving mid to large enterprise clients.


• Corporate experience working at a navigator, digital health point solution, carrier, consultant, population health management firm, or related.


• Deep understanding of the employer benefit landscape, key stakeholders and decision makers.


• Executive level communication ability that showcases a compelling value proposition, delivers insights, and manages difficult conversations.


• Ability to work internally across functions to achieve client contractual commitments and results.


• Proven ability analyzing and interpreting data - deriving insights that support value delivery for clients


• Solution focused, curious, lifelong learner, optimistic problem solver.


• Travel up to 25%.

The base salary range for this full-time position is $127,660.00 - $167,112.00 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets Zones A–C. For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), and Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA). At this time, we are not budgeting for hires in higher-cost Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent.

Benefits & Perks

• Bonus


• Equity


• Remote-first culture


• 401(k) savings plan through Fidelity


• Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)


• Paid Time Off (\"PTO\") and Discretionary Time Off (“DTO\")


• 12 weeks of 100% Paid Parental leave


• Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies.


• Work-From-Home reimbursement to support team collaboration home office work


• Your recruiter will share more about the salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com. Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law. Included Health uses AI-assisted tools at select stages of the hiring process to enhance efficiency, consistency, and communication. AI does not make hiring decisions—final decisions are made exclusively by our recruiting and hiring teams.