Sr. Director, Reseller Channel Sales

Role overview  

The Senior Director, Reseller Channel Sales reporting to Vice President, Reseller and Channel Sales is responsible for driving ASO client unit sales growth in existing Health Plan & Enterprise Channel relationships.   This individual contributor will establish and implement a playbook for optimizing growth of employer contracts sold through their assigned Health Plans and/or other channel partnerships.  Will guide, teach and assist Health Plan representatives to drive $4 million in ARR growth from new employer contracts through these relationships. 

 

A day in the life… 

• Develop and execute the strategy and playbook for driving new employer “unit” sales growth through assigned health plan and channel partnerships that collectively achieve $3.5+ million in ARR growth per year. 

• Build and maintain relationships with Sales leaders across your assigned Health Plan (HP) and Channel Partnerships 

• Develop and deploy new channel partnerships in coordination with the Strategy team and Executive Vice President of Health Plan and Enterprise Channel Business 

• Train HP and Channel Partnership sales and account managers on how to present and close solutions 

• Create weekly pipeline reports and maintain up to date sales forecasts, contact records and opportunities in salesforce 

• Assist with proposals and presentations, assuring messaging is consistent and strong 

• Participate in channel sales presentations as a subject matter expert, when needed 

• Be the Subject Matter and Sales Expert called on by the assigned Channel sales team to demonstrate value and close the sale (in some cases, notably Bswift and Evernorth,  in partnership with the Direct to Employer seller) 

• Actively lead sales process for employer “unit” sales within Health Plan/Channel relationships coordinating all necessary parties (legal, finance, AMT); coordinate finalist prep with HP AMT, attend meeting alongside HP AMT, execute contract, hand-off to implementation  

• Effectively leverages Transcarent executives, the pre-sales team and services staff to support customer presentations 

• Solicits product and market feedback from customers, prospects and partners. Communicates this feedback to sales 

leadership, marketing and the product development team (feature requests, market trends, competition intelligence, 

• new opportunities) 

• Complies with all corporate policies and completes all administrative tasks on time 

• Leverages the sales milestone process to ensure accuracy with monthly, quarterly and annual forecasts 

• Develops a pipeline of new sales opportunities in alignment with objectives that are established annually 

• Develops and maintains an effective sales and market penetration plan for assigned territory 

 

What we are looking for…  

• The ideal candidate is respected in the employee benefits industry and has a proven track record of building strategic relationships and driving growth, establishing credibility, and creating real business value.  The candidate will have at least 5 years of health plan or channel sales/b