DIRECTOR OF SALES - STRATEGIC - NORTHEAST

Empyrean•New York, NY

About The Position

The Director of Sales – Strategic develops sales opportunities in the strategic employer market, serving employers with populations under 8,000 lives. The role requires a broad understanding of employee benefits technology and services, and focuses on generating leads, building relationships, and closing deals. The Director presents products and services, coordinates sales-support resources, and works with channel partners and employers to develop qualified leads and a strong sales pipeline. The position is accountable for annual recurring revenue (ARR) goals and territory sales strategy. It executes a consultative sales process, including prospect discovery, demonstrations, presentations, deal strategy, and follow-up. The Director collaborates with sales leadership and teams across transition, sales support, marketing, product, and operations, while tracking sales activities and reporting progress. Travel may be up to 50%.

Requirements

Proven ability to develop and deliver presentations.
Proven ability to develop and maintain a business-development territory, including prospecting.
Proven ability to execute a thorough sales discovery process.
Proven negotiation and closing skills.
Strong interpersonal and communication skills.
At least 3 years of experience selling technology and services to strategic employers with populations under 8,000 lives.
Experience building and developing client relationships with brokers, consultants, and employers.
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 the annual recurring revenue (ARR) sales goal through sales strategy, new-customer sourcing, and productive long-term channel-partner relationships.
Develop a comprehensive understanding of company products and services and educate influencers and employers about them.
Engage brokers, consultants, advisers, carriers, and employers to build relationships that generate qualified leads.
Prepare action plans and schedules to identify targets and generate pipeline and qualified leads.
Maintain a valid, qualified sales pipeline and track activities and opportunities accurately using company tools and processes.
Develop and implement territory action plans based on data analysis, adjusting sales techniques based on field interactions and results.
Follow up on leads and referrals generated by marketing activity.
Execute a consultative sales strategy, develop client offers, and identify alternative paths to closing sales.
Deliver systems demonstrations, product demos, and presentations as part of the defined selling process.
Assess prospect needs and follow the sales process to achieve sales goals.
Develop and own deal strategy in partnership with the sales leader, transition team, and other sales-support resources.
Foster teamwork, collaboration, and trust with sales support, marketing, product, and operations.
Collaborate with prospect teams to establish a mutual understanding of opportunities and delivery capabilities.
Prepare status reports covering activity, closings, follow-up, and progress against goals.
Partner with sales leadership to identify marketing events, including seminars, trade shows, telemarketing events, and company-supported events.
Develop and manage marketing campaigns in partnership with marketing and sales leadership.
Perform other duties as assigned.