The Senior Strategic Partnerships Executive will drive sales performance and partner engagement, optimizing relationships and supporting partners with strategies to meet sales targets.
About Beam:
Beam was founded in 2012 by three engineers who saw the opportunity to modernize the dental benefits industry using technology. Today, Beam Benefits is a digitally-led employee benefits company that offers dental, vision, life, disability, and supplemental health coverage. The company simplifies and modernizes the $100+ billion ancillary benefits industry through its leading dental insurance product, breadth of ancillary benefits, AI-powered underwriting, diversified distribution channels, and next generation benefits administration technologically-driven customer experience.
The Role
A Sr. Strategic Partnerships Executive (SPE) is a pivotal partnerships growth and enablement role at Beam Benefits within our alternative distribution channel. As an experienced Sales Executive and Strategic Partnerships leader at Beam, you will be responsible for growing, activating, and optimizing as well as unlocking impactful value for assigned partnerships within this channel to support growth, enhance distribution and improve penetration of Beam sales within the partner’s ecosystem.
Your goal is to be a strategic collaborator and advisor working closely with the partner’s key decisionmakers and sales leadership to align their strategies with our distribution goals, ensuring effective communication of our value proposition and differentiators. In addition, you will develop and deploy various engagement and education strategies and tactics to optimize partner’s distribution footprint and impact. The role focuses on achieving partner specific sales targets through long-term sustainable profitable partnerships, and driving success through strategic collaboration. You will be representing Beam with assigned partnerships, attending their sales meetings and events, identifying opportunities to deepen relationships and expand Beam’s presence and footprint.
As a senior member of the team, you will lead and support training and mentoring junior team members. This position is an individual contributor role that may have direct reports in the future based on evolving business needs.
What Makes You Successful
You develop a long-term strategy: You focus on cultivating meaningful partner relationships and consistently aim for quality over sheer quantity both in relationships and in supporting their pipeline / sales efforts. You adopt a forward-thinking mindset, always considering how to maximize value for partners and Beam.
You are adaptable to change: As part of a fast-growing company, you thrive in an agile and dynamic environment, embracing change as an opportunity to grow and innovate.
You are coachable:You welcome constructive feedback and leverage resources provided by your Sr. Director of Strategic Partnerships, Sales Enablement, and Revenue Operations to continuously improve and stay ahead of the curve.
You are a team player: You actively contribute to Beam’s larger mission by executing new strategies, utilizing sales tools, and embracing talk tracks provided to you. You share market and partner insights to improve our go-to-market strategies and tactics.
You are accountable: Metrics and activity tracking are tools you use to gauge success and stay aligned with goals. You see these as allies in driving both personal and team performance.
You are creative: You think outside the box, bringing fresh ideas to the table and exploring innovative approaches. You maximize the use of tools and technology in standard and unconventional ways to achieve success.
You set the standard: You develop and optimize sales practices and engagement strategies for strategic partnerships. You enjoy mentoring and coaching more junior team members and is invested in their development and growth.
Joining Beam Benefits Means:
- Working in a complex and dynamic business, simultaneously serving customers across employee benefits insurance product lines and growth and service channels
- Collaborating with a diversely skilled team to continuously improve
- Being empowered as an owner and expert
- Being motivated by improving how people access employee benefits
Your Impact (what you will do):
- Consistently meet or exceed assigned partnership sales objectives, including monthly, quarterly, and annual booking targets, by becoming an extension of the partner’s end to end sales process. This includes supporting your partners in prospecting, lead generation, qualifying opportunities, delivering presentations, understanding employer benefit challenges, developing solutions and proposals, forecasting & pipeline management, providing various reporting (i.e. production, quoting and commissions) and overcoming objections
- Develop and deliver all partner specific sales training and plug into sales meetings to ensure full understanding of Beam’s value proposition, products and differentiators
- Help your partners understand and identify Beam target markets, preferred industries and favorable size segments and develop partner go to market strategies to grow market share and our footprint
- Establish and expand strong, productive relationships within your partner’s sales hierarchy, ensuring Beam adoption and positioning in market by attending partner’s regular sales meetings as well as leadership partnership performance and planning discussions
- Develop and maintain accurate partner specific sales performance data to inform partnership visibility, mutual collaboration to achieve sales objectives and proactively identify obstacles to course correct fostering mutual commitment and accountability to achieve sales goals
- Stay informed about new product and feature launches, ensuring partners are up-to-date and equipped to succeed
- Work cross functionally with your CSM, Finance, UW, Product and other team members to deliver exceptional, accurate and timely customer service, solicit and act on partner feedback to ensure efficient and optimal partner processes are executed. You are the champion of internal understanding of the partnership, our relationship, their priorities and needs and what partner success looks like.
- Track and analyze activity and sales metrics to ensure alignment with goals. Regularly collaborate with Beam leadership to identify trends and ensure both you and partners are progressing toward success
- Use Salesforce to track and optimize your activity as well as partner performance to drive results and improve efficiency
Your Experience
- 3+ years of B2B sales experience in a high-volume role focused in employee benefits space
- 2+ years of sales experience win a strategic partnership sales capacity
- Expert in positioning dental, vision, life, disability, and/or supplemental health products
- Demonstrated success in meeting assigned sales targets
- Understanding of distribution models in the benefits space, with the ability to activate alternate channel partnerships to drive revenue growth
- Ability to generate and analyze reports to optimize sales performance and enhance the purchasing experience within channel partner’s ecosystem
- Strong organizational skills combined with exceptional written and verbal communication abilities
- Ability to quickly learn new ancillary product lines and adapt to dynamic sales processes and tools
- Effective Salesforce user to manage pipeline and BoB
- Active license required
- A passion for developing relationships within the employee benefits community, with an emphasis on in-person engagement and rapport-building
- Ability to travel up to 30% of the time for in-person meetings, events to maximize partner relationships as well as for internal strategic sessions as needed
Compensation and Benefits:
Beam offers a competitive base salary paired with an attractive variable compensation structure.
Employees benefit from performance-based bonuses and incentives, along with a comprehensive benefits package that includes health, dental, and vision insurance. Additionally, Beam provides a 401(k) plan with company matching, flexible time off, and the opportunity to participate in the equity program.
The base pay actually offered will take into account internal equity and budget for the open position and also may vary depending on the candidate’s job-related knowledge, skills, and experience, among other relevant factors. This range does not include an estimated value for any benefits, bonus, or other incentives that may be applicable based on position.
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