Benefitfocus Enterprise Account Executive

Job Description

About Benefitfocus:

Benefitfocus, Inc., a Voya company, 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 shop, enroll, manage and exchange benefits information more efficiently. 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. 

The Enterprise Account Executive, Employer Sales Team, is responsible for achieving an assigned sales quota by using consultative and Challenger selling skills to identify and secure new large-market employer accounts with 1,000 to 10,000+ employees within a defined geography. This role differentiates Voya’s complete suite of solutions for large client accounts and develops relationships with HR, VP, and C-level executives, as well as other key decision-makers and influencers.

The Account Executive will use Salesforce as the system of record and work closely with Inside Sales, Solution Engineers, strategic partners, and Marketing to drive new business opportunities and revenue growth.

The territory for this role is NC, SC, and TN. This role offers flexibility in work location, with a strong preference to be located in the territory, as travel and onsite participation are regularly required based on role and business needs. Regional travel of approximately 30–40% is expected.

• Consistently meet or exceed assigned sales quotas.
• Proactively identify, develop, and close new account opportunities within an assigned market.
• Manage the sales process through forecasting, account resource allocation, account strategy, and ecosystem partnerships.
• Cultivate strategic relationships within existing accounts to identify and pursue additional sales opportunities.
• Apply deep knowledge of employee benefits and the large-market/enterprise landscape to support consultative sales conversations.
• Leverage relationships with channel partners and insurance brokers to generate opportunities and drive revenue.
• Negotiate pricing and contractual agreements to close million-dollar sales opportunities.
• Perform additional duties as assigned.

• Bachelor's degree required.
• Minimum of 6 years of experience in software/SaaS sales and/or HR/Benefits Administration sales.
• At least 1 year of experience selling to enterprise employers.
• Demonstrated track record of meeting and exceeding sales quotas.
• Strong presentation, communication, relationship-building, and negotiation skills.
• Proven ability to engage and sell to HR, VP, and C-level executives and other key stakeholders.
• Experience identifying and closing new business opportunities in assigned markets.

• MBA preferred.
• Previous experience working in a high-growth technology industry preferred.
• Deep knowledge of employee benefits and large-market/enterprise sales
• Experience building productive relationships with channel partners and insurance brokers.

Voya’s Core Four guide how we deliver for our customers and one another, and this role brings those expectations to life throughout the enterprise sales process.

• Instill Customer Obsession: Build trusted relationships with enterprise employers and key decision-makers by understanding their needs and connecting them with solutions that deliver meaningful value.
• Transform with Automation/AI: Leverage Salesforce and available automation and AI capabilities to improve sales insights, streamline opportunity management, and support informed customer engagement.
• Drive Higher Performance Through Our People: Partner effectively with Inside Sales, Solution Engineers, Marketing, strategic partners, brokers, and other stakeholders to develop strong account strategies and drive results.
• Execute on the Fundamentals: Maintain disciplined forecasting, account planning, opportunity management, and negotiation practices to consistently deliver against sales and revenue objectives.

#LI-LH1

Compensation Pay Disclosure:

Voya is committed to pay that’s fair and equitable, which means comparable pay for comparable roles and responsibilities.

The below annual base salary range reflects the expected hiring range(s) for this position in the location(s) listed. In addition to base salary, Voya may offer incentive opportunities (i.e., annual cash incentives, sales incentives, and/or long-term incentives) based on the role to reward the achievement of annual performance objectives. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Voya Financial is willing to pay at the time of this posting.

Actual compensation offered may vary from the posted salary range based upon the candidate’s geographic location, work experience, education, licensure requirements and/or skill level and will be finalized at the time of offer. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

$155,000 - $165,000

Be Well. Stay Well.

Voya provides the resources that can make a difference in your lives. To us, this means thriving physically, financially, socially and emotionally. Voya benefits are designed to help you do just that. That’s why we offer an array of plans, programs, tools and resources with one goal in mind: To help you and your family be well and stay well.

What We Offer

• Health, dental, vision and life insurance plans
• 401(k) Savings plan – with generous company matching contributions (up to 6%)
• Voya Retirement Plan – employer paid cash balance retirement plan (4%)
• Paid time off – including 20 days paid time off, nine paid company holidays and a flexible Diversity Celebration Day.
• Paid volunteer time — 40 hours per calendar year

Critical Skills

At Voya, we have identified the following critical skills which are key to success in our culture:

• Customer Focused: Passionate drive to delight our customers and offer unique solutions that deliver on their expectations.
• Critical Thinking:Thoughtful process of analyzing data and problem solving data to reach a well-reasoned solution.
• Team Mentality: Partnering effectively to drive our culture and execute on our common goals.
• Business Acumen:Appreciation and understanding of the financial services industry in order to make sound business decisions.
• Learning Agility: Openness to new ways of thinking and acquiring new skills to retain a competitive advantage.