Director of Sales leading the sales strategy and team to drive growth across public sector markets. Responsible for managing client relationships and ensuring team performance in Austin, TX.
About the role
- Channel Sales Director leading partnership strategy with insurance carriers at Aptia, a firm simplifying pensions and benefits solutions. Focused on market development and relationship growth.
Responsibilities
- Identify, evaluate, and prioritize carrier partners based on market overlap, segment fit, distribution reach, and joint value potential.
- Develop and maintain a carrier landscape and prioritization model aligned to Aptia’s growth objectives.
- Lead outreach, relationship development, and strategic partnership formation with new carrier organizations and business units.
- Establish and manage Joint Business Plans (JBPs) that include pipeline goals, co-selling strategies, enablement calendars, and marketing programs.
- Serve as the primary commercial and strategic point of contact to build executive, sales, and program-level alignment.
- Coordinate geographic territory alignment between carrier reps and Aptia Regional Sales Directors.
- Drive regular co-selling rhythms, joint account planning, and broker/consultant engagement.
- Deliver field training, talk tracks, and positioning that clearly articulate Aptia’s solution advantages.
- Partner with Product & Implementation teams to identify and pursue integration and workflow enhancement opportunities that improve shared client outcomes.
- Secure and deploy Marketing Development Funds (MDF) for events, webinars, campaigns, and field sponsorships.
- Maintain partnership scorecards, pipeline reporting, and influence tracking within CRM and BI tools.
- Lead structured business reviews (QBRs) with carrier leadership and Aptia executives.
Requirements
- 7–10+ years in carrier partnerships, channel development, business development, benefits administration, or HR/benefits technology.
- Demonstrated success identifying, developing, and scaling new carrier relationships—not just managing existing ones.
- Strong understanding of carrier distribution models, broker networks, and employer benefit decision dynamics.
- Ability to translate technical product and data workflows into clear, value-centered business conversations.
- Proven track record of driving partner-sourced and partner-influenced revenue.
- Executive presence combined with hands-on execution in the field.
- Strong command of CRM and reporting tools, with a data-driven approach to performance tracking.
- Willingness to travel 20–40% for partner and market engagement.
- Bachelor’s degree required; MBA or equivalent commercial experience is a plus.
Benefits
- Health insurance
- Professional development opportunities
- Flexible work arrangements
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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