About Benefitfocus:

Benefitfocus, Inc. (NASDAQ: BNFT) is a leading provider of cloud-based benefits software solutions for consumers, employers, insurance carriers and brokers. Benefitfocus has served numerous consumers on its platform that consists of an integrated portfolio of products and services enabling clients to more efficiently shop, enroll, manage and exchange benefits information. With a user-friendly interface and consumer-centric design, the Benefitfocus Platform provides one place for consumers to access all their benefits. Benefitfocus solutions support the administration of all types of benefits including core medical, dental and other voluntary benefits plans as well as wellness programs.

Job Description:

Benefitfocus is searching for an experienced Regional Practice Lead, to serve as a strategic partner within our Voluntary Benefits Channel. The role will be responsible for expanding our relationship footprint in the space, particularly focused on Voluntary Benefit Practices within Mercer, Aon, Lockton, WTW, MMA, and other regional practices as assigned. The role will have the primary responsibility of serving as a primary POC to the Partner Carrier sales team members. Finally, this role will serve as a member of the Deal Team, partnering with our Technology Net New Sales Team to ensure alignment and coordination with our VB Broker and Carrier partners. This is a FT remote position with a targeted start date of mid to late June. Candidate must reside in the U.S.

Responsibilities:

• Serve as primary POC and relationship manager for field sales team members of our partner carriers
• Serve as primary POC and relationship manager for Voluntary Practice practices/ leaders within a defined geographic territory
• Serve as SME for Voluntary Benefits to assigned net new deal team, articulating the value of Benefitfocus’ investment in voluntary benefits
• Liaise with VB consultant, carrier, enrollment firm regarding enrollment strategy and potential funding strategies
• Support internal Client Executive as needed as Voluntary benefit SME for existing customer base
• Support administrative functions associated with booking VB Revenue
• Present quarterly relationship health of practices within assigned territory
• Drive top of funnel activity to support net new deal growth for Account Executive deal team
• Establish relationships for referenceable clients and referrals
• Additional responsibilities, as required

Experience and Skills:

• Bachelor’s degree is preferred but not required
• 7-10 Years, direct sales, broker sales and/ or broker channel management REQUIRED
• 10+ Years in the HR, Benefits, Benefit technology space REQUIRED
• Deep existing relationships within the Voluntary Benefit Brokerage space is HIGHLY PREFERRED
• Proven track record of meeting and exceeding quota assignment selling through brokers/ consultants, ideally selling enterprise technology and/or services
• Up to 50% travel to VB practices within an assigned territory

Measuring Success:

• The role will be measured by revenue production created within the channel
• The role carries a team revenue goal AND a Sales Qualified Lead (SQL) goal for referred leads to sales counterparts)
• Leading indicators:
  • Expanding our relational footprint within the Voluntary Benefit industry
  • Turning enterprise-level relationships into meaningful field-level relationships
  • The ability to orchestrate market activity which brings the carrier and broker together around Benefitfocus in a meaningful way
  • Meaningful contribution to deal team strategy, resulting in growth of new logos for Benefitfocus
• *This corresponds to BF Channel Sales Manager, IC8 role*