Vice President of Strategic Partnerships

Total Administrative Services   •  

Madison, WI

Industry: Accounting, Finance & Insurance

  •  

8 - 10 years

Posted 56 days ago

Position Purpose:

The Vice President of Strategic Partnerships is responsible for business development and partner sales in a direct sales environment within the benefits administration and human capital management technology space. This role will develop and drive the companies' partnership and growth strategy by identifying and building important revenue-generating relationships. This critical role will be part of the large market sales team and will work closely with the Product Development, Large Market Sales and Enterprise Business Development teams. This individual will manage the entire life cycle of partner relationships, including identification / prioritization, negotiation, execution, and ongoing management. Responsible for promoting and generating TASC solution awareness in order to create and sustain a consistent referral stream of customers through the development of integrated solution partnerships. This individual will have a benefits and solution sales life cycle, have the ability to work well independently, and have demonstrated oral and written communication skills.

This is a full-time, exempt position and will report to the Executive Vice President of Large Markets.

Positional Responsibilities:

  • Use a systematic approach to establish deep relationships with strategic partners to understand their strategy, key decision makers, organizational structure, technology solutions, roadmaps, and go to market focus
  • Lead the identification, exploration and analysis of pipeline of new partnership opportunities designed to drive relevance, reach, and revenue for our solution
  • Qualify, structure, negotiate, close, and manage strategic partnerships that will drive technology and account adoption, revenue, and customer acquisition
  • Maintain active relationships with key partners reinforcing our leadership position in the market, proactively addressing business issues and identifying ways to maximize value for both parties
  • Drive post-close engagement plans for success
  • Work with the EVP of Large Markets to develop sales strategies and business initiatives to support the achievement of company growth targets
  • Proactively leads a strategic account planning process for key accounts that develops performance and financial objectives for each account
  • Maintain, track, and monitor all sales activity in company CRM system to align with performance expectations, this includes information on potential, current, and previous client records

Positional Competencies:

  • Demonstrated strategic sales/partnerships experience with the proven ability to achieve consistent, quantifiable sales results on a national level
  • Subject matter expertise in benefits and/or technology solutions space; and key benefits offered to potential partners
  • Demonstrated excellent interpersonal, verbal, and written communication skills, including strong listening skills
  • Ability to meet and exceed performance expectations for leading and lagging indicators to drive sales results
  • Ability to create and communicate a sense of urgency
  • Demonstrated effectiveness creating and independently executing professional presentations for varying employer groups, up to and including C-level executives
  • Ability to influence and build relationships with people across all levels of an organization, internally and externally
  • Ability to understand benefits and technology solutions software and recognize areas of product integration, discuss product roadmaps, and engage with product managers

Qualifications:

  • Education and/or experience equivalent to a Bachelor's degree from an accredited college or university
  • Seven or more years of professional sales experience, preferably in the benefits, insurance, professional, or financial services
  • Solution/consultative selling experiencepreferred
  • Extensive experience formulating a partnership vision, strategy, and execution plan
  • Extensive industry contacts preferred
  • Ability to travel (local, regional, and national) up to 75% of the time
  • Must possess a valid driver’s license

Corporate Core Competencies:

  • Adaptability - Adapts to change, is open to new ideas, takes on new responsibilities, handles pressure, and adjusts plans to meet changing needs
  • Initiative - Deals with problems as they arise, focusing energy and resources on those situations until resolved; identifies new opportunities and takes action; takes on new responsibilities when needed
  • Results Focus - Can be counted on to meet or exceed goals; pushes self and others for results; is a conscientious worker who can be relied upon to handle unforeseen obstacles
  • Customer Focus - Meets internal and external customer expectations; delivers upon commitments; build customer confidence; follows through on requests gaining trust and respect
  • Ethics/Integrity - Is seen as a direct, truthful individual; adheres to appropriate core values at all times; acts in line with those values; rewards the right values and disapproves of others; practices what he/she preaches.

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