Hybrid Channel Sales Director – Broker

at Aptia Group

• Job title: Channel Sales Director – Broker
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Lake Mary, United States

About the role

• Channel Sales Director managing national and regional broker relationships for Aptia. Driving revenue and strategic partnerships in the employee benefits ecosystem with a focus on innovation.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

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; MBA or equivalent experience preferred.

Benefits

• Aptia is committed to creating a diverse, inclusive and equitable work environment.
• Investing heavily in learning and development, paving unique career paths for colleagues.