Aptia Group · 2 months ago
Channel Sales Director- Carrier
United States
Full-time
Remote
Director/Executive
7+ years expAptia Group is a leading professional services firm focused on simplifying pensions, health, and insurance solutions. The Channel Sales Director- Carrier will lead the strategy for building and expanding partnerships with national and regional insurance carriers, focusing on market development and relationship growth.
B2BBusiness DevelopmentEmployee Benefits
Responsibilities
Identify, evaluate, and prioritize carrier partners based on market overlap, segment fit, distribution reach, and joint value potential
Develop and maintain a carrier landscape and prioritization model aligned to Aptia’s growth objectives
Lead outreach, relationship development, and strategic partnership formation with new carrier organizations and business units
Establish and manage Joint Business Plans (JBPs) that include pipeline goals, co-selling strategies, enablement calendars, and marketing programs
Design tiered partner frameworks to scale relationships efficiently across national, regional, and specialty carriers
Serve as the primary commercial and strategic point of contact to build executive, sales, and program-level alignment
Coordinate geographic territory alignment between carrier reps and Aptia Regional Sales Directors
Drive regular co-selling rhythms, joint account planning, and broker/consultant engagement
Deliver field training, talk tracks, and positioning that clearly articulate Aptia’s solution advantages
Develop the ability to speak fluently about both Aptia’s platform and carrier product features:
Data integrations and eligibility workflows
Enrollment, billing, and compliance capabilities
Value levers such as efficiency, cost containment, and user experience
Partner with Product & Implementation teams to identify and pursue integration and workflow enhancement opportunities that improve shared client outcomes
Secure and deploy Marketing Development Funds (MDF) for events, webinars, campaigns, and field sponsorships
Track the performance and ROI of activations to optimize future investments
Maintain partnership scorecards, pipeline reporting, and influence tracking within CRM and BI tools
Lead structured business reviews (QBRs) with carrier leadership and Aptia executives
Ensure alignment on commercial terms, compliance requirements, and ongoing partner experience
Qualification
Required
7–10+ years in carrier partnerships, channel development, business development, benefits administration, or HR/benefits technology
Demonstrated success identifying, developing, and scaling new carrier relationships—not just managing existing ones
Strong understanding of carrier distribution models, broker networks, and employer benefit decision dynamics
Ability to translate technical product and data workflows into clear, value-centered business conversations
Proven track record of driving partner-sourced and partner-influenced revenue
Executive presence combined with hands-on execution in the field
Strong command of CRM and reporting tools, with a data-driven approach to performance tracking
Willingness to travel 20–40% for partner and market engagement
Bachelor's degree required
Preferred
MBA or equivalent commercial experience
Company
Aptia Group
Aptia Group offers pension and employee benefits administration services in the U.S. and U.K.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Balamurugan Viswanathan
CEO and Founder of Aptia
Jeff Williams
President and CEO, Aptia
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