Channel Engagement Director (Remote)

Businessolver•Des Moines, IA

22d•Remote

About The Position

Since 1998, Businessolver has delivered market-changing benefits technology and services supported by an intrinsic responsiveness to client needs. The company creates client programs that maximize benefits program investment, minimize risk exposure, and engage employees with easy-to-use solutions and communication tools to assist them in making wise and cost-efficient benefits selections. Founded by HR professionals, Businessolver's unwavering service-oriented culture and secure SaaS platform provide measurable success in its mission to provide complete client delight. Businessolver is expanding our Channel & Partner Strategy function to deepen how we engage, support, and co-innovate with the nation’s leading brokerage firms. This role shifts our approach from traditional channel sales toward strategic broker engagement—focusing on solution design, business alignment, and long-term partnership value. As a Channel Engagement Director, you will serve as the primary strategic lead for 2–3 major brokerage organizations. Your role is to deeply understand each firm’s national business objectives, regional dynamics, and client needs—and translate those insights into solutions, programs, and partnerships that unlock shared success. In close collaboration with Direct Sales, Product, and Partner teams, you will ensure that Businessolver shows up as a trusted advisor, not a vendor looking for transactions. You will also play a targeted role in driving pipeline. Specifically, you will ensure that our broker partners’ strategies are fully connected to Businessolver’s go-to-market motions, and you will engage directly in deals that are high priority for your assigned firms. While success will be measured by pipeline growth associated with the brokerages you support, this is not a traditional, quota-based sales role—it is a strategic, consultative role that creates the conditions for stronger, higher-quality pipeline. This role is ideal for someone who thrives at the intersection of consulting, solution architecture, channel strategy, and business development.

Requirements

A strategic thinker who sees the big picture—and translates it into structured and actionable plans.
A relationship builder trusted by executives, practice leaders, field teams, and sellers.
A consultant at heart: curious, analytical, empathetic, and adept at solutioning.
Highly fluent in the benefits, HR tech, and broker landscape—and aware of how these players win.
Comfortable engaging at the C-suite level and navigating complex organizations.
Able to turn insights into narratives, data into decisions, and opportunities into programs.
Not a “channel sales rep”—you influence through expertise, alignment, and partnership.
5-7+ years in brokerage, benefits administration, HR tech, partner/channel management, enterprise consulting, or solution architecture.
Ability to build multi-level relationships across national, regional, and local teams.
Strong skills in business analysis, account planning, solution design, and executive communication.
Comfort working in a matrixed environment and partnering closely with product, sales, and partner teams.
Willingness to travel 25–35% to broker offices, conferences, and client-facing engagements.

Nice To Haves

Experience working directly with large brokerage houses is highly preferred.

Responsibilities

Lead Strategic Engagement with Assigned Broker Houses
Develop deep account plans for 2–3 national brokerage firms, incorporating national objectives, regional dynamics, and client needs.
Build multi-level relationships across national, practice, specialty, and local teams.
Facilitate strategic QBRs and ongoing engagement to align on shared priorities and emerging opportunities.
Partner with marketing on content, education, and engagement strategies aligned to Businessolver priorities.
Serve as a Strategic Advisor
Understand the full Businessolver product portfolio and Pinnacle Partner ecosystem.
Translate broker/client pain points into thoughtful solution designs and value narratives.
As appropriate, co-create new pricing, packaging, and partnership constructs that support broker initiatives.
Identify and advance reseller opportunities where strategic fit exists.
Support Priority Broker-Influenced Deals
Partner closely with Direct Sales and RFP team to ensure your broker’s strategies and preferences are reflected in prospect pursuits.
Engage directly in high-priority opportunities influenced by your assigned firms—providing strategic positioning, solution guidance, and relationship support.
Help improve pipeline quality and deal velocity by ensuring we show up aligned, prepared, and differentiated.
Strengthen Field Collaboration and Broker Alignment
Ensure that seller motions are consistent with each broker’s business model, service philosophy, and client needs.
Join cross-functional deal teams where needed to ensure alignment between the broker’s strategy and our selling approach.
Provide sellers with firm-specific insights to elevate broker-influenced pursuits.
Act as a Feedback Loop to Product and Innovation
Surface structured feedback, emerging needs, and market trends from your broker partners.
Partner with Product Marketing team to influence roadmap priorities and advocate for new capabilities, integrations, or packaging that strengthen our strategic fit with brokerage firms.
Drive Impact Without Traditional Selling
While this role influences and accelerates revenue outcomes, it does so through strategic alignment, not transactional selling.
Success includes:
Increased broker engagement and advocacy
Broker-sourced & influenced ARR growth
Retention of broker-introduced clients
Broker satisfaction (NPS)