The Strategic Broker Consultant is responsible for driving sales growth for Benefitfocus products and services through relationships with benefit brokers and consultants. The Strategic Broker Consultant will work closely with our sales teams to develop and execute go-to-market activities by leveraging cross functional teams across both organizations. This role requires the candidate to easily converse in sales and technical conversations, create and execute sales enablement initiatives across Benefitfocus and with partners, and have a solid technical skills foundation.
Initiate new broker relationships by prospecting to firms within assigned region and establishing new Premier partnerships
Develop relationships and implement go-to-market plans with local offices of the national Premier partnerships
Drive new leads from Brokers and Consultants within the assigned region. Partner with Strategic AEs, Enterprise AEs, BenefitsPlace Advisors, Analytics, Video, and Back to Base teams for execution of each new sales opportunity
Manage ongoing broker relationships to drive brand awareness and evangelism of Benefitfocus products and services within the assigned region
Partner with BenefitsPlace Carrier AEs for purposes of mutual introductions of broker relationships within the assigned region
Be a thought leader for broker relationships and partnership strategies within the assigned region
Serve as the quarterback of the broker relationship by introducing appropriate sales, service, and project teams to ensure overall broker health and partnership success
Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations.
Assist in sales and marketing activities as needed.
Responsible for special projects as assigned.
Skills, Experience and Qualifications
BS/BA degree in relevant business discipline.
5-8 years in a Business Development, Channel Sales or Channel Management role supporting multiple partners
External industry network with 3+ years SaaS experience - Experience working within the enterprise software development industry is highly desired. Benefits, broker, or carrier experience is a plus.
Track record of producing sales growth
Ability to build, execute and lead strategy in a cross-functional, fast-moving environment
Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
Strong written/verbal communication skills and the ability to communicate with both technical and non-technical personnel; ability to listen, clarify and respond well to questions
Ability to work effectively across internal and external organizations