DIRECTOR OF SALES - STRATEGIC - NORTHEAST

Empyrean Benefit Solutions•New York, NY

About The Position

The Director of Sales – Strategic sells employee benefits technology and services to strategic employers with employee populations under 8,000 lives. The role is accountable for achieving annual recurring revenue (ARR) sales goals by generating leads, developing relationships with employers and channel partners, building a qualified sales pipeline, and closing business. The Director represents and demonstrates the company’s products and services, delivers presentations and system demonstrations, and executes a consultative sales strategy. The role also coordinates with sales support, marketing, product, operations, transition teams, and aligned prospect teams to advance opportunities and support successful delivery. Up to 50% travel is required.

Requirements

At least 3 years of experience selling technology and services to strategic employers with employee populations under 8,000 lives.
Proven experience building and developing client relationships with brokers, consultants, and employers.
Relationship-building experience.
Ability to develop and deliver presentations.
Ability to develop and maintain a business development territory, including prospecting.
Ability to execute a thorough sales discovery process.
Negotiation and closing skills.
Strong interpersonal and communication skills.
Up to 50% travel.

Nice To Haves

Bachelor’s degree preferred, but not required.
Channel sales experience preferred.
Experience selling HCM, payroll, health and welfare benefits, or benefits administration services.

Responsibilities

Achieve and exceed annual recurring revenue sales goals through sales strategy, new customer sourcing, and productive long-term channel partner relationships.
Develop a comprehensive understanding of the company’s products and services and represent them to prospects and influencers.
Educate employers and influencers about the company’s products and service delivery.
Engage brokers, consultants, advisers, carriers, and employers to develop relationships and generate qualified leads.
Prepare action plans and schedules to identify targets and generate pipeline and qualified leads.
Build a valid and qualified sales pipeline that exceeds expectations.
Track activities and opportunities accurately using company tools and processes.
Develop and implement territory action plans using data analysis, adjusting sales techniques based on interactions and results.
Follow up on new leads and referrals resulting from marketing activity.
Execute a consultative sales strategy, including assessing prospect needs and following the defined selling process.
Craft and present client offers, identify alternative paths to making the sale, and deliver system demonstrations and presentations.
Partner with the sales leader, transition team, and sales support resources to develop and own deal strategy.
Foster teamwork, collaboration, and trust with sales support, marketing, product, and operations teams.
Collaborate with prospect teams to align on the opportunity and the ability to deliver on it.
Prepare status reports covering activity, closings, follow-up, and progress toward goals.
Partner with the sales leader to identify marketing and company-supported events that expand relationships and brand presence.
Develop and manage marketing campaigns in partnership with marketing and the sales leader.
Perform other duties as assigned.