Director, Channel Growth & Solutions - GTM

When you join the team at Unum, you become part of an organization committed to helping you thrive. We work to provide employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. This starts with ensuring every team member enjoys opportunities to succeed both professionally and personally.

Benefits

• Award-winning culture with inclusion and diversity as a priority
• Performance-based incentive plans
• Competitive benefits package that includes:
  • Health, vision, and dental coverage
  • Short- and long-term disability insurance
  • 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 benefits are subject to the terms of their individual plans.

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 Channel Growth & Solutions Director acts as a strategic partner with field sales representatives to secure new business and expand revenue opportunities for existing customers. The role involves 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.

Responsibilities

Customer/Broker-driven activities (approximately 80%)

• Partner with Sales & Client Management professionals to collaboratively develop customer sales strategies, taking a leadership role in presenting 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, and payroll methodologies, and supporting systems.
• Baseline understanding of HRIS processes and HR personnel responsibilities.
• Ability to demonstrate Unum’s solutions value proposition as it relates to HR, payroll, and 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.
• Willingness to experiment with new ideas within acceptable boundaries.
• Demonstrated "can-do" spirit, sense of 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.

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 offers a portfolio of benefits and rewards that are competitive and comprehensive, including healthcare benefits (health, vision, dental), insurance benefits (short- and long-term disability), performance-based incentive plans, paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not.