About the job
The Director of Channel Management is responsible for the development and execution of Empyrean’s channel distribution strategy, in order to build the pipeline of Employer prospects through partners such as brokers, consultants, advisors and carriers.
Responsibilities / Duties
Lead and develop channel enablement team
Proposes product or service enhancements to satisfy customers and improve sales potential through specific channels.
Provide insights on strategic decisions and input into developing the sales budget.
Responsible for the pipeline growth of new sales and existing client upsells through channels.
Sets short- and long-term channel sales strategies
Develops Executive and Sr. level relationships and structures partnerships with channel partners – ensuring field success.
Develops an understanding of channel partners’ business models and priorities
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship for new growth and existing customers.
Collect competitive intelligence and disseminate to key stakeholders
Ensures coordination across Empyrean in working with Channel Partners
Coordinates development of sales and marketing materials required for channel partners to be successful
Promotes Empyrean within channel organizations
Trains Channel Partner of Empyrean products and services and coordinates field level connections to ensure sales goals are achieved.
Participates and supports where required in sales discussions / efforts with employers and the channel
Manages potential channel conflict with other channel partners[JP2] .
Recommends product or service enhancements to improve customer satisfaction and sales
Evaluates effectiveness of partner programs and improves upon them
Ability to negotiate and structure partnerships
Solid Coaching and Leadership skills
Excellent verbal and written communication skills
Ability to establish and maintain positive and effective work relationships with coworkers, clients, and channel partners.
5+ years’ experience in developing channel partnerships at the leadership and field level with carriers, HR consultants and brokers