Director, Channel Growth & Solutions - GTM

About this role

When you join the team at Unum, you become part of an organization committed to helping you thrive.

Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide:  • Award-winning culture 

• Inclusion and diversity as a priority 

• Performance Based Incentive Plans

• Competitive benefits package that includes: Health, Vision, Dental, Short & Long-Term Disability 

• Generous PTO (including paid time to volunteer!) 

• Up to 9.5% 401(k) employer contribution 

• Mental health support 

• Career advancement opportunities 

• Student loan repayment options 

• Tuition reimbursement

• Flexible work environments 

*All the benefits listed above are subject to the terms of their individual Plans .

And that’s just the beginning…  

With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you’re directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today! 

General Summary: The Channel Growth & Solutions Director position is responsible for serving as a key sales specialist supporting select channel partners, focused on the positioning and advancement of opportunities within these strategic distribution relationships.

The role will help develop the strategy on how to present a compelling message to our prospects and customers/brokers through consultative conversations, tailored engagement, and targeted education aligned to each partner’s offering and value proposition.

The Channel Growth & Solutions Director will act as a strategic partner with field sales representatives to secure new business and expanded revenue opportunities for existing customers. The incumbent will work in close partnership with internal and external business partners, including sales representatives, customers, brokers, consultants, and technology vendors.

This is a campus-based role. Current remote and field-based Unum employees may apply and will be considered in accordance with company policy.

Job Specifications • Bachelor’s degree or equivalent required

• Ability to build a new business through partnerships with product owners and sales team; a self-starter with a desire to learn and grow

• Experience with Professional Employer Organization (PEO) models, co-employment structures, or outsourced HR solutions is preferred

• Demonstrated understanding of Benefits Technology HR/Benefits/Payroll methodologies and supporting systems

• Baseline understanding of HRIS processes and HR personnel responsibilities.

• Able to demonstrate Unum’s solutions value proposition as it relates to HR/Payroll/Benefits through a deep understanding of our products and services

• Comfortable presenting/demoing to both C-Level executives and large technical and/or business & Broker audiences

• Very strong problem-solving and analytical skills; advanced technical proficiencies; strong presentation and communication writing skills

• Ability to excel in a highly charged, fast-paced environment, handling multiple, often competing priorities

• Excellent time management, organization and project management abilities

• Demonstrate a willingness to experiment with new ideas, within acceptable boundaries

• Demonstrate a "can-do" spirit, a sense of optimism, ownership and commitment with self-motivation and internal drive.

• Extensive Group Benefits background and the ability to understand how insurance products fit on a benefit administration platform for a success client experience preferred.

• Ability to travel on a limited basis

Principal Duties and Responsibilities Customer/Broker driven activities (approximately 80%) • Partner with Sales & Client Management professionals (Reps/Specialists, CMs/NCMs) to collaboratively develop the customer sales strategy, taking a leadership role on how to present solutions aligned to select channel partner offerings.

• Participate in select channel partner-facing activities, including industry events, stewardship discussions, and training sessions, to represent Unum and strengthen partner relationships.

• Create and deliver high impact training & tools to enable key brokers and sales representatives to communicate the value of Unum’s solutions within channel partner models.

• Contribute to activities that drive profitable growth within assigned channel partner relationships, including supporting new business development, strengthening persistency, and improving opportunity conversion.

• Perform product/platform demonstrations/overviews for prospects and clients (including senior HR and HRIS professionals) as well as distributors (including brokers and their technology and leave practice leadership), leveraging expertise in Unum solutions.

• Apply solution selling skills by understanding employee HR/Payroll/Benefit challenges and issues facing employers and demonstrating/consulting solutions to these challenges.

• Utilize deep understanding of products and relay that expertise to the client by answering questions about application of solutions.

• Act as principal point of contact for field and broker inquiries related to channel partner solutions and positioning.

• Preparing for and responding to specific client solution requests.

• Respond to miscellaneous field/producer inquiries and resolve any issues.

Internal activities (approximately 20%) • Proactively observe, synthesize and communicate opportunities for improved positioning and performance based upon interactions with customers, brokers, and field partners.

• Leverage expertise in channel partner offerings and knowledge of Unum’s differen

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