Channel Sales Director- Broker

Aptia Group

12d•Hybrid

About The Position

Founded to shape the future of pensions, health, and insurance solutions, Aptia is a leading professional services firm dedicated to simplifying complexity for businesses and individuals. We bring together cutting-edge technology and deep industry expertise to help organisations navigate an evolving landscape with clarity and confidence. With a presence in the US, UK, India, and Portugal, we support over six million people and more than 1,100 clients, delivering solutions that drive efficiency, enhance financial security, and provide peace of mind. Our strength lies in the combination of smart technology and expert teams, ensuring that managing pensions, health, and insurance is more effective. By focusing on innovation, accessibility, and client success, we help businesses take care of their people, so they can focus on what they do best. And we are expanding. Aptia Group is not only fueled by our investors' backing but also by our commitment to foster the growth and success of our people. At Aptia, we're investing heavily in learning and development, paving unique career paths for our colleagues. Specialist. Responsive. Thoughtful. Our values aren't just words; they are the backbone of our business. Our team embodies our values daily, to surpass client expectations, evolve constantly and nurture genuine relationships for the long-term. The Channel Sales Director- Broker will lead Aptia’s national and regional brokerage and consulting firm relationships, designing and executing a broker engagement model that drives revenue, strengthens field collaboration, and expands Aptia’s visibility across the market. This individual will serve as the connective tissue between Aptia’s sales organization and our broker partners, developing joint plans, coordinating field activation, supporting client acquisition, and ensuring the voice of the broker is embedded in our commercial strategy. The ideal candidate brings deep experience in the employee benefits ecosystem, understands how brokers influence employer decisions, and can translate partnership strategy into measurable growth. Location: While we prefer this role to sit in Lake Mary, FL on a hybrid schedule, we’re glad to consider remote applicants who bring the right experience and fit.

Requirements

7–10+ years in broker relations, channel partnerships, or business development within benefits administration, HR technology, or insurance.
Strong network across national and regional brokerage firms and benefits consultants.
Demonstrated success building partner programs that drive measurable pipeline and revenue influence.
Deep understanding of how brokers, consultants, and carriers intersect in the benefits ecosystem.
Exceptional communication and relationship-building skills, with proven ability to influence at all levels.
Experience developing joint go-to-market plans, managing QBRs, and executing field engagement programs.
Ability to navigate complex deal attribution, contracting, and governance frameworks.
Familiarity with CRM and partner management tools (Microsoft Dynamics, Power BI, Highspot, etc.).
Willingness to travel 25–40% for partner meetings, regional activations, and industry events.
Bachelor’s degree required

Nice To Haves

MBA or equivalent experience preferred.

Responsibilities

Broker Relationship Leadership
Own strategic relationships with national and regional brokerage firms.
Develop Joint Business Plans (JBPs) with top brokers, including revenue targets, enablement plans, and co-marketing campaigns.
Serve as executive relationship lead, hosting quarterly business reviews (QBRs), coordinating executive sponsorship, and ensuring alignment between Aptia and broker leadership.
Own, drive, and enhance Aptia’s Advisory Council, hosting one meeting per quarter, with one in-person meeting each calendar year.
Manage national broker agreements and ensure consistent governance, contracting, and operational alignment.
Field Engagement & Market Activation
Align Aptia’s regional sales leaders with broker offices and consultants to drive local activation, co-sell motion, and referral consistency.
Lead training, enablement, and playbook development, ensuring brokers understand Aptia’s differentiators, solution suite, and value positioning.
Partner with internal Sales, Marketing, and Product teams to deliver broker-ready tools, sales assets, and campaigns that accelerate deal conversion.
Establish clear rules of engagement for broker influence and client ownership, ensuring transparency and collaboration in every market.
Pipeline, Revenue & Performance
Drive measurable broker-sourced and broker-influenced pipeline growth.
Report on funnel performance, win rates, and regional coverage to Commercial leadership.
Maintain dashboards and analytics to assess partner contribution, revenue attribution, and broker tiering.
Collaborate with RevOps to integrate broker data and insights into CRM and Power BI reporting.
Marketing & Partnership Development
Partner with Marketing to design and execute broker-specific campaigns, webinars, and events, leveraging MDF where applicable.
Build visibility for Aptia through industry events, broker summits, and roundtables.
Identify and cultivate new broker relationships aligned to Aptia’s target segments.
Internal Collaboration & Advocacy
Serve as the voice of the broker within Aptia, providing market intelligence, competitive feedback, and emerging trend analysis to leadership.
Collaborate cross-functionally with Sales, Product, Marketing, Legal, and Customer Success to operationalize partner programs and ensure alignment to the broker channel strategy.
Drive internal readiness for RFP responses, sales pursuits, and renewals involving strategic broker partners.