Director, Channel Growth and Solutions - GTM

About the Role

The Channel Growth & Solutions Director serves as a key sales specialist supporting select channel partners, focused on positioning and advancing opportunities within strategic distribution relationships. This role develops strategies to present compelling messages to prospects and customers/brokers through consultative conversations, tailored engagement, and targeted education aligned to each partner’s offering and value proposition. The director acts as a strategic partner with field sales representatives to secure new business and expand revenue opportunities for existing customers, working closely with internal and external business partners, including sales representatives, customers, brokers, consultants, and technology vendors. This is a campus-based role, though current remote and field-based Unum employees may apply in accordance with company policy.

Responsibilities

Customer/Broker-driven activities (approximately 80%):

• Partner with Sales & Client Management professionals to collaboratively develop customer sales strategies, leading efforts on how to present solutions aligned to select channel partner offerings.
• Participate in 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 and tools to enable key brokers and sales representatives to communicate the value of Unum’s solutions within channel partner models.
• Contribute to activities driving profitable growth within assigned channel partner relationships, including supporting new business development, strengthening persistency, and improving opportunity conversion.
• Perform product/platform demonstrations and overviews for prospects, clients (including senior HR and HRIS professionals), and distributors (including brokers and their technology and leave practice leadership).
• Apply solution-selling skills by understanding HR, payroll, and benefits challenges facing employers and demonstrating/consulting solutions to these challenges.
• Utilize deep product expertise to answer client questions about the application of solutions.
• Act as the principal point of contact for field and broker inquiries related to channel partner solutions and positioning.
• Prepare for and respond to specific client solution requests.
• Respond to miscellaneous field/producer inquiries and resolve issues.

Internal activities (approximately 20%):

• Proactively observe, synthesize, and communicate opportunities for improved positioning and performance based on interactions with customers, brokers, and field partners.
• Leverage expertise in channel partner offerings and knowledge of Unum’s differentiators to guide internal marketing messages and demo capabilities.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree or equivalent required.
• Ability to build new business through partnerships with product owners and the 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 products and services.
• Comfortable presenting and demoing to both C-Level executives and large technical, business, and 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.
• Demonstrated willingness to experiment with new ideas within acceptable boundaries.
• Demonstrates a "can-do" spirit, optimism, ownership, commitment, 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 successful client experience preferred.
• Ability to travel on a limited basis.

Benefits

Unum provides a competitive and comprehensive benefits package, including:

• Health, vision, and dental benefits.
• Short- and long-term disability insurance.
• Generous PTO, including paid time to volunteer.
• Up to 9.5% 401(k) employer contribution (5% match + 4.5% additional contribution regardless of employee contribution).
• Mental health support.
• Career advancement opportunities.
• Student loan repayment options.
• Tuition reimbursement.
• Flexible work environments.

All benefits are subject to the terms of their individual plans.

Pay

The base salary range for this position is $89,900.00–$169,900.00. Actual pay will be based on skill, geographical location, and experience. Unum also offers performance-based incentive plans.