Hybrid Channel Sales Director – Partnerships

at Aptia Group

• Job title: Channel Sales Director – Partnerships
• 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 identifying and prioritizing technology partners for Aptia's benefits ecosystem. A role in market development and relationship-building for delivering client value and revenue growth.

Responsibilities

• Build a clear view of the point solution landscape by market demand, client relevance, differentiation, pricing models, and scalability.
• Evaluate and prioritize partner targets based on commercial value, segment fit, broker influence, clinical effectiveness, and integration feasibility.
• Lead outreach, relationship development, and partnership formation with emerging and established providers.
• Establish commercial partnership frameworks (referral, reseller, revenue share, packaged offering, marketplace listing).
• Work with Product, Implementation, and Security teams to define data flow and integration requirements (eligibility, billing, engagement data, outcomes data).
• Create Joint Business Plans (JBPs) outlining shared revenue targets, segmentation, go-to-market plays, enablement, and measurement.
• Develop fluency in the Aptia platform, data workflows, and service model to engage partners credibly and collaboratively.
• Work with Product & CS to identify how partner capabilities can enhance the employee experience, employer ROI, and compliance controls.
• Support product/roadmap discussions that improve interoperability and the value of the shared ecosystem.
• Align Aptia Regional Sales Directors with partner sales reps to drive co-selling, account targeting, and broker-led introductions.
• Create field enablement content including positioning guides, differentiation stories, integration workflows, ROI calculators, and playbooks.
• Coordinate webinars, broker forums, regional events, and cross-partner campaigns to elevate joint visibility and demand.
• Track sourced and influenced pipeline, win-rate impact, cycle time improvements, attach rates, and partner utilization trends.
• Maintain partner scorecards and lead structured QBRs with partner and Aptia executive sponsors.
• Provide insight back into Product, Sales, and Marketing to refine prioritization and roadmap alignment.

Requirements

• 6–10+ years in ecosystem partnerships, alliance management, channel development, benefits technology, digital health, or related commercial strategy roles.
• Clear understanding of point solutions, wellbeing tools, digital care models, and how employers evaluate them.
• Ability to evaluate clinical, engagement, financial impact, and integration complexity of vendors.
• Demonstrated success building (not just managing) new partnership programs or GTM motions.
• Strong executive presence, relationship management skills, and credibility with product and strategy stakeholders.
• Ability to translate technology and workflow detail into business value narratives for employers and brokers.
• Analytical and structured approach to partner prioritization, segmentation, and ROI evaluation.
• Experience working across Sales, Product, Marketing, Legal, Implementation, and Customer Success.
• Willingness to travel 20–35% for partner and market engagement.
• Bachelor’s degree required; MBA or equivalent experience is a plus.

Benefits

• Aptia is committed to creating a diverse, inclusive and equitable work environment.
• Fostering an equitable and inclusive environment for all our people to flourish is a priority.
• We are an equal opportunity employer and aim to attract and retain the best people without attention to age, background, disability, ethnic origin, family duties, political affiliation, race, religion, gender and sexual orientation.
• Reasonable adjustments to the recruitment process to ensure accessibility are encouraged.