Channel Sales Leader Specialty​/Rippling

Overview

Specialty Benefits is a wholly owned subsidiary of SPG that focuses on driving revenue and operational support to key broker, carrier, and technology partners. This role focuses on driving referral revenue from HUB to Rippling. The position is responsible for strengthening regional connections, expanding lead generation, managing producer relationships, and ensuring consistent revenue performance through strong forecasting, reporting, and ecosystem engagement.

1. HUB Region Leadership & Connection Points
Lead monthly connection meetings with HUB Regional Leadership teams (including TPL, PEO, and Cross-Sell Officers). Review regional strategy, pipeline funnel, service updates, and key performance metrics. Facilitate ongoing dialogue to align priorities and drive cross-sell growth between SPG Benefits and HUB regions.
Key Goal: Strengthen collaboration with regional leaders and ensure alignment of monthly growth objectives.

2. Lead Generation
Partner with key producers and Rippling Client Account Executives (CAEs) to drive lead generation activities. Leverage tools and resources — including Benefit Flow, Rippling collateral, and marketing materials — to identify and create new opportunities. Collaborate with marketing and sales enablement to increase top-of-funnel activity across regions.
Key Goal: Generate new qualified leads and increase the number of new producers referring opportunities.

3. EB & P&C Producer Management
Partner with Employee Benefits (EB) and Property & Casualty (P&C) producers to expand referral activity. Identify, track, and nurture producer relationships to increase both new and repeat referrals. Deliver consistent communications and recognition to encourage referral growth.
Key Goal: Increase the total number of producers referring new opportunities and drive repeat business within existing networks.

4. Rippling Channel Leader
Weekly Connection Points
Conduct weekly strategy reviews with Channel Leaders focused on pipeline health, performance from the past five days, and next-week planning. Co-author and support region-specific strategy deployment and business development plans. Participate in monthly 'All Deal Strategy' calls to review large opportunities and track deal progression.
Key Goal: Maintain an active, transparent rhythm of communication that supports consistent deal management and regional alignment.

5. Rippling Region Ecosystem Management
Manage regional engagement through in-person meetings, virtual webinars, and contests designed to drive participation and enthusiasm. Develop thought leadership initiatives — including Linked In content, Vidyard updates, and market recognition campaigns — to promote visibility and momentum. Collaborate with SPG Leadership and service teams to strengthen client outcomes and maintain regional alignment.
Key Goal: Build a connected and motivated ecosystem across Rippling, HUB, and SPG divisions that sustains long-term growth.

6. Deal Reporting & Revenue Management
Deliver accurate deal forecasts and pipeline updates at the start of each month and during weekly check-ins. Manage regional reporting on wins, referrals, and technology partnerships (PEO, ASO, Tech). Recognize and promote big wins through in-market channels such as Vidyard, Linked In, and internal communications.
Key Goal: Ensure 100% of regions achieve at least one closed deal per quarter across key categories — Tech, PEO, and ASO.

• Producer Growth:
  Increase in both new and repeat producer referrals.
• Regional Engagement:
  Consistent participation and collaboration across HUB regional leaders and Rippling channel teams.
• Lead & Pipeline Expansion:
  Sustained growth in qualified leads and regional funnel activity.
• Closed…