Aptia Group · 4 weeks ago
Channel Sales Director- Broker
USA Florida
Full-time
Hybrid
Director/Executive
7+ years expAptia Group is a leading professional services firm dedicated to simplifying complexity for businesses and individuals. The Channel Sales Director- Broker will lead Aptia’s national and regional brokerage relationships, driving revenue and enhancing collaboration while ensuring the voice of the broker is embedded in Aptia’s commercial strategy.
B2BBusiness DevelopmentEmployee Benefits
Responsibilities
Own strategic relationships with national and regional brokerage firms
Develop Joint Business Plans (JBPs) with top brokers, including revenue targets, enablement plans, and co-marketing campaigns
Serve as executive relationship lead, hosting quarterly business reviews (QBRs), coordinating executive sponsorship, and ensuring alignment between Aptia and broker leadership
Own, drive, and enhance Aptia’s Advisory Council, hosting one meeting per quarter, with one in-person meeting each calendar year
Manage national broker agreements and ensure consistent governance, contracting, and operational alignment
Align Aptia’s regional sales leaders with broker offices and consultants to drive local activation, co-sell motion, and referral consistency
Lead training, enablement, and playbook development, ensuring brokers understand Aptia’s differentiators, solution suite, and value positioning
Partner with internal Sales, Marketing, and Product teams to deliver broker-ready tools, sales assets, and campaigns that accelerate deal conversion
Establish clear rules of engagement for broker influence and client ownership, ensuring transparency and collaboration in every market
Drive measurable broker-sourced and broker-influenced pipeline growth
Report on funnel performance, win rates, and regional coverage to Commercial leadership
Maintain dashboards and analytics to assess partner contribution, revenue attribution, and broker tiering
Collaborate with RevOps to integrate broker data and insights into CRM and Power BI reporting
Partner with Marketing to design and execute broker-specific campaigns, webinars, and events, leveraging MDF where applicable
Build visibility for Aptia through industry events, broker summits, and roundtables
Identify and cultivate new broker relationships aligned to Aptia’s target segments
Serve as the voice of the broker within Aptia, providing market intelligence, competitive feedback, and emerging trend analysis to leadership
Collaborate cross-functionally with Sales, Product, Marketing, Legal, and Customer Success to operationalize partner programs and ensure alignment to the broker channel strategy
Drive internal readiness for RFP responses, sales pursuits, and renewals involving strategic broker partners
Qualification
Required
7–10+ years in broker relations, channel partnerships, or business development within benefits administration, HR technology, or insurance
Strong network across national and regional brokerage firms and benefits consultants
Demonstrated success building partner programs that drive measurable pipeline and revenue influence
Deep understanding of how brokers, consultants, and carriers intersect in the benefits ecosystem
Exceptional communication and relationship-building skills, with proven ability to influence at all levels
Experience developing joint go-to-market plans, managing QBRs, and executing field engagement programs
Ability to navigate complex deal attribution, contracting, and governance frameworks
Familiarity with CRM and partner management tools (Microsoft Dynamics, Power BI, Highspot, etc.)
Willingness to travel 25–40% for partner meetings, regional activations, and industry events
Bachelor's degree required
Preferred
MBA or equivalent 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
Recent News
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