Director, Channel and Solutions – GTM

• Serve as a key sales specialist supporting select channel partners and advancing opportunities within strategic distribution relationships
• Develop strategies for compelling messaging to prospects, customers, and brokers through consultative conversations, tailored engagement, and targeted education
• Partner with field sales representatives to secure new business and expanded revenue opportunities
• Collaborate with sales representatives, customers, brokers, consultants, and technology vendors
• Develop customer sales strategies aligned with select channel partner offerings
• Represent Unum in industry events, stewardship discussions, and training sessions
• Create and deliver training and tools for brokers and sales representatives
• Support profitable growth through new business development, persistency, and opportunity conversion
• Perform product and platform demonstrations for prospects, clients, HR/HRIS professionals, brokers, and technology and leave practice leaders
• Apply solution-selling skills to understand employer HR, payroll, and benefits challenges and demonstrate appropriate solutions
• Answer client questions about solution application and serve as principal contact for field and broker inquiries
• Prepare for and respond to client solution requests and resolve field or producer inquiries
• Communicate opportunities for improved positioning and performance based on customer, broker, and field partner interactions
• Guide internal marketing messages and demo capabilities using channel partner and Unum product expertise
• Perform other duties as assigned

• Bachelor’s degree or equivalent required
• Ability to build new business through partnerships with product owners and sales teams
• Experience with Professional Employer Organization (PEO) models, co-employment structures, or outsourced HR solutions preferred
• Demonstrated understanding of benefits technology, HR/benefits/payroll methodologies, and supporting systems
• Baseline understanding of HRIS processes and HR personnel responsibilities
• Deep understanding of Unum products and services and their value proposition for HR, payroll, and benefits
• Comfortable presenting and demonstrating to C-level executives and large technical, business, and broker audiences
• Very strong problem-solving and analytical skills
• Advanced technical proficiencies
• Strong presentation, communication, and writing skills
• Ability to handle multiple competing priorities in a fast-paced environment
• Excellent time management, organization, and project management abilities
• Willingness to experiment with new ideas within acceptable boundaries
• Self-motivation, internal drive, optimism, ownership, commitment, and a can-do spirit
• Extensive group benefits background
• Ability to understand how insurance products fit on a benefits administration platform for a successful client experience
• Ability to travel on a limited basis

Demonstrates expertise in developing sales strategies and consultative engagement with channel partners, leveraging deep knowledge of HR, payroll, and benefits technology. Capable of delivering impactful presentations and training to diverse audiences while driving new business development and opportunity conversion.

• Sales Strategy Development
• Solution-Selling Skills
• Benefits Technology Expertise
• Presentation Skills
• Project Management Abilities

• Sales Development
• HRIS Processes
• Benefits Administration
• Analytical Skills
• Technical Proficiencies
• Product Demonstration
• Consultative Selling
• Business Development
• Opportunity Conversion
• Co-Employment Structures

• Problem-Solving
• Communication Skills
• Time Management
• Organization Skills
• Self-Motivation

• Bachelor’s Degree or Equivalent

• Professional Employer Organization (PEO)
• Group Benefits
• HR Technology
• Payroll Methodologies
• Benefits Technology