JOB DESCRIPTION: Director of Channel Enablement - Sales

CLASSIFICATION:  Exempt

JOB SUMMARY

The Director of Channel Enablement is responsible for the development and execution of Empyrean’s channel distribution strategy, in order to build the pipeline of Employer prospects through partners such as brokers, consultants, advisors and carriers. The Director will also lead and develop the channel enablement team, providing support, direction and leadership to the team.  

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Lead and develop channel enablement team
• Propose product or service enhancements to satisfy customers and improve sales potential through specific channels
• Gather and recommend product and business cases for Empyrean’s channel growth
• Provide insights on strategic decisions and input into developing the sales budget
• Responsible for the pipeline growth of new sales and existing client upsells through channels
• Set short- and long-term channel sales strategies with assigned partners
• Develop Executive and Sr. level relationships and structure partnerships with channel partners – ensuring field success
• Develop an understanding of channel partners’ business models and priorities
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship for new growth and existing customers
• Ensure processes are in place to collect competitive intelligence and disseminate to key stakeholders
• Ensure coordination across Empyrean in working with Channel Partners
• Coordinate development of sales and marketing materials required for channel partners to be successful
• Promote Empyrean within channel organizations
• Train Channel Partner of Empyrean products and services and coordinate field level connections to ensure sales goals are achieved
• Participate and support where required in sales discussions / efforts with employers and the channel
• Manage potential channel conflict with other sales channels
• Recommend product or service enhancements to improve customer satisfaction and sales
• Evaluate effectiveness of partner programs and improve upon them  Perform other job-related duties as assigned

REQUIRED SKILLS AND ABILITIES 

• Demonstrated ability in developing structure partnerships
• Demonstrated ability to develop and negotiate complex contracts and deal structures 

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• 3+ years in a coaching and leadership skills – sales leadership or account executive roles.  
• Excellent verbal and written communication skills
• Ability to establish and maintain positive and effective work relationships with coworkers, clients, and Channel partners.  

KNOWLEDGE, EXPERIENCE AND/OR EDUCATION REQUIREMENTS

• Bachelor’s degree preferred but not required o In lieu of Bachelor’s degree, equivalent years of experience in benefits administration outsourcing, managing client relationships, sales, or a related field
• 5+ years’ experience in developing channel partnerships at the leadership and field level with carriers, consultants and brokers
• Exhibited collaborative and successful leadership skills
• Demonstrated ability to develop strong and effective teams
• Or, any equivalent combination of education, experience, and training that provides the required knowledge, skills, and abilities will be considered

OTHER REQUIREMENTS (if needed)

       §    Travel 25% - 50%

Disclaimer: Managers have the right to assign or redesign the responsibilities of the above mentioned job description without notice and at any time  

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