Director of Channel Enablement Sales
About The Position
The Director of Channel Enablement is responsible for developing and executing Empyrean’s channel distribution strategy to build a pipeline of employer prospects through partners such as brokers, consultants, advisors, and carriers. The Director leads and develops the channel enablement team, providing support, direction, and leadership. The role develops channel sales strategies and partnerships, builds relationships with senior partner executives, supports sales growth through new sales and existing-client upsells, and coordinates across Empyrean to help channel partners succeed. The Director also contributes to product and business recommendations, sales budgeting, competitive intelligence, partner training, and the development and evaluation of partner programs. Travel is 25%–50%.
Requirements
- Demonstrated ability to develop structured partnerships.
- Demonstrated ability to develop and negotiate complex contracts and deal structures.
- At least 3 years of coaching and leadership experience in sales leadership or account executive roles.
- Excellent verbal and written communication skills.
- Ability to establish and maintain positive and effective working relationships with coworkers, clients, and channel partners.
- At least 5 years of experience developing channel partnerships at leadership and field levels with carriers, consultants, and brokers.
- Exhibited collaborative and successful leadership skills.
- Demonstrated ability to develop strong and effective teams.
- Equivalent combinations of education, experience, and training that provide the required knowledge, skills, and abilities will be considered.
Nice To Haves
- Bachelor’s degree preferred but not required.
Responsibilities
- Lead and develop the channel enablement team.
- Propose product or service enhancements to meet customer needs 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.
- Drive pipeline growth for new sales and existing-client upsells through channels.
- Set short- and long-term channel sales strategies with assigned partners.
- Develop executive- and senior-level relationships and structure partnerships with channel partners to ensure field success.
- Develop an understanding of channel partners’ business models and priorities.
- Lead joint partner planning to develop mutual performance objectives, financial targets, and critical milestones for productive partner relationships and growth.
- Ensure processes are in place to collect competitive intelligence and share it with key stakeholders.
- Ensure coordination across Empyrean in working with channel partners.
- Coordinate development of sales and marketing materials required for channel partners to succeed.
- Promote Empyrean within channel organizations.
- Train channel partners on Empyrean products and services and coordinate field-level connections to help achieve sales goals.
- Participate in and support sales discussions and efforts with employers and channel partners as needed.
- Manage potential channel conflicts with other sales channels.
- Recommend product or service enhancements to improve customer satisfaction and sales.
- Evaluate partner-program effectiveness and improve programs.
- Perform other job-related duties as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
