Director, Channel Growth & 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, customers, and brokers through consultative conversations, tailored engagement, and targeted education aligned with 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 (80%):
  • Partner with Sales & Client Management professionals to develop customer sales strategies, leading efforts on how to present solutions aligned with select channel partner offerings.
  • Participate in channel partner-facing activities, such as industry events, stewardship discussions, and training sessions, to represent Unum and strengthen relationships.
  • Create and deliver high-impact training and tools to enable key brokers and sales representatives to communicate Unum’s solutions within channel partner models.
  • Contribute to activities driving profitable growth within assigned channel partner relationships, including 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/Benefit challenges facing employers and consulting on solutions.
  • Utilize deep product expertise to answer client questions about solution applications.
  • Act as the principal point of contact for field and broker inquiries related to channel partner solutions and positioning.
  • Prepare and respond to specific client solution requests.
  • Resolve miscellaneous field/producer inquiries.
• Internal Activities (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 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; 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.
• Ability 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 C-Level executives, 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 fast-paced environment, handling multiple competing priorities.
• Excellent time management, organization, and project management abilities.
• Willingness to experiment with new ideas within acceptable boundaries.
• Demonstrated "can-do" spirit, optimism, ownership, commitment, self-motivation, and internal drive.
• Extensive Group Benefits background and ability to understand how insurance products integrate with benefit administration platforms for a successful client experience preferred.
• Limited travel required.

Benefits

• Award-winning culture with inclusion and diversity as a priority.
• Performance-Based Incentive Plans.
• Competitive benefits package, including:
  • 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 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 a portfolio of benefits and rewards, including healthcare benefits, insurance benefits, 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 regardless of employee contribution.