Partner Development Manager

About the Role

As a Partner Development Manager, you will be the first point of contact for warm leads and prospects from our Financial Institution channel partners, proactively building out our customer base. You will work closely with our Customer Success Managers, our FI Partners, and Marketing to enable the growth of accounts through our existing partnerships. You will be the primary person responsible for driving new business revenue through inbound and outbound opportunity generation.

You will engage through various channels such as email and phone, while in parallel leveraging the latest prospecting methods to generate a robust pipeline. You will work closely with traditional distribution contacts such as Financial Institutional Staff, Direct-to-Employers, and Brokers. This role needs strong prospecting tactics, online presentation skills, and closing strategies to convert sales leads into new business. You must also have strong experience leveraging CRM tools to maintain and manage an active pipeline.

Responsibilities

• Be the primary point of contact for our channel prospects, as it pertains to new business
• Conduct proactive outreach, calls and emails weekly, and engage in meaningful conversations with our FI partners. These meaningful conversations should involve key stakeholders at the financial institution as well as direct engagement with employer clients on sourced leads, actively driving these opportunities to build robust pipelines
• Proactively seek out new opportunities, engage directly with our FI partner reps, and add value by integrating employer leads
• Build strong relationships with our partners’ contacts (brokers, employers, financial institution sales partners, health plan salespeople, etc.) who introduce new prospects
• Build and manage a pipeline of customers and prospects from identification to negotiation and execution
• Conduct demos and tailored presentations. This will include educational presentations for partner sales teams to enable them to sell co-branded products, as well as sales presentations to pitch potential new clients
• Fully document engagement with prospects and customers in Salesforce and other systems, including activities, needs, services discussed, pricing, timelines, budget, etc. 
• Regularly engage with various members of sales, marketing, revenue operations and product teams to stay knowledgeable about product offerings and best practices
• Report progress and partner growth to internal stakeholders
• Work with our FI Partners during implementation to train their staff, enabling them to identify employer leads, as well as ensuring ongoing relationships with their sales teams
• Lead high-level conversations with potential new partners to uncover new areas of opportunity
• Work from a remote home office, with optional travel up to 10% of the time

Skills & Experience

• 2+ years of experience in a sales, outbound calling, or a closing type of role in the SaaS or employee benefits industry
• Have sold to the HR buyer, broker, or reseller
• Strong consultative selling approach, including active listening, questioning, and persuading
• Patient and able to manage sales cycles from 1 month to 1 year, and prioritize activities to drive the sales process forward
• Clear and compelling written and oral communication skills, presentation skills, and ability to effectively influence key decisions makers
• Adept working in Salesforce.com and comfortable working with a variety of other digital sales enablement and project management tools, such as Outreach, Chorus, LeadIQ, or similar tools
• Excellent organizational skills
• Have a positive growth mindset and are optimistic about situations and interactions
• Good listener and strong problem solver
• Work well with internal stakeholders across different teams
• A good sense of humor and a down-to-earth personality. We work hard, have fun, and treat people with respect.
• Experience with employee benefit accounts is a plus, but not required
• Financial Services or Healthcare industry experience is a plus, but not required

This position has a competitive base salary, as well as additional uncapped commissions based on target earnings and goals.

Applicants must be currently authorized to work in the United States on a full-time basis with no sponsorship needed now, or in the future.