Director of Sales responsible for developing strategic sales plans at SHI International. Leading a sales team, identifying business opportunities, and ensuring customer satisfaction while driving revenue growth.
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.
Job title
Job type
Experience level
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Not specified
Degree requirement
Location requirements
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