Aptia Group · 2 months ago
Channel Sales Director-Partnerships
USA Florida
Full-time
Onsite
Director/Executive
6+ years expAptia Group is a leading professional services firm dedicated to simplifying complexity in pensions, health, and insurance solutions. The Channel Sales Director-Partnerships will be responsible for developing and expanding Aptia’s ecosystem of benefits and well-being technology partners, focusing on partnership formation, commercial frameworks, and driving measurable revenue.
B2BBusiness DevelopmentEmployee Benefits
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
Qualification
Required
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
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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