Role overview
The Senior Director, Reseller Channel Sales reporting to Vice President, Reseller and Channel Sales is responsible for driving ASO client unit sales growth in existing Health Plan & Enterprise Channel relationships. This individual contributor will establish and implement a playbook for optimizing growth of employer contracts sold through their assigned Health Plans and/or other channel partnerships. Will guide, teach and assist Health Plan representatives to drive $4 million in ARR growth from new employer contracts through these relationships.
A day in the life…
- Develop and execute the strategy and playbook for driving new employer “unit” sales growth through assigned health plan and channel partnerships that collectively achieve $3.5+ million in ARR growth per year.
- Build and maintain relationships with Sales leaders across your assigned Health Plan (HP) and Channel Partnerships
- Develop and deploy new channel partnerships in coordination with the Strategy team and Executive Vice President of Health Plan and Enterprise Channel Business
- Train HP and Channel Partnership sales and account managers on how to present and close solutions
- Create weekly pipeline reports and maintain up to date sales forecasts, contact records and opportunities in salesforce
- Assist with proposals and presentations, assuring messaging is consistent and strong
- Participate in channel sales presentations as a subject matter expert, when needed
- Be the Subject Matter and Sales Expert called on by the assigned Channel sales team to demonstrate value and close the sale (in some cases, notably Bswift and Evernorth, in partnership with the Direct to Employer seller)
- Actively lead sales process for employer “unit” sales within Health Plan/Channel relationships coordinating all necessary parties (legal, finance, AMT); coordinate finalist prep with HP AMT, attend meeting alongside HP AMT, execute contract, hand-off to implementation
- Effectively leverages Transcarent executives, the pre-sales team and services staff to support customer presentations
- Solicits product and market feedback from customers, prospects and partners. Communicates this feedback to sales
leadership, marketing and the product development team (feature requests, market trends, competition intelligence,
- new opportunities)
- Complies with all corporate policies and completes all administrative tasks on time
- Leverages the sales milestone process to ensure accuracy with monthly, quarterly and annual forecasts
- Develops a pipeline of new sales opportunities in alignment with objectives that are established annually
- Develops and maintains an effective sales and market penetration plan for assigned territory
What we are looking for…
- The ideal candidate is respected in the employee benefits industry and has a proven track record of building strategic relationships and driving growth, establishing credibility, and creating real business value. The candidate will have at least 5 years of health plan or channel sales/business development experience and a proven track record of relationship building, collaboration and thought leadership solutioning with Health Plan clinical thought leaders. The candidate must be creative, dynamic, assertive, and above all have demonstrated the ability to drive growth in new and existing markets.
- The candidate must be able to articulate the value of Transcarent’s capabilities in the healthcare ecosystem and serve as a thought leader around personalized healthcare and connected virtual care delivery.
- The successful candidate must be a skilled relationship developer with strategic skills to influence the decision-making process and must feel comfortable operating with the c-suite.
- The candidate will embody a sense of urgence and employ an entrepreneurial spirit and passionately represent Transcarent’s mission of everyone living their healthiest life.
- A sincere desire to drive our organization to greater levels of success.
- Comfortable dealing with and managing in a fluid, fast-paced environment
- Communicates optimism and confidence in the future direction of our company.
- Strong business acumen must be balanced with the highest ethical standards that naturally convey the importance of personal integrity
Who we are
Transcarent is the One Place for Health and Careᵀᴹ, bringing medical, pharmacy, and point solutions together with the WayFindingᵀᴹ experience, the first and only generative AI-powered health and care platform for health consumers. Our WayFinding experience, paired with transparent and consumer-driven pharmacy care, 2nd.MD expert medical opinions, and virtual primary care, works seamlessly with comprehensive Care Experiences – Cancer Care, Surgery Care, and Weight Health – to support people with all of their health needs, simple or serious. More than 1,700 employers and health plans rely on us to provide information, guidance, and care, empowering health consumers with more choice, an experience they love, access to higher-quality care, and lower costs for 21 million Members. For more information, visit transcarent.com, and follow us on LinkedIn.
At Transcarent, our values guide everything we do:
- People First: We prioritize our Members, clients, and each other in every decision
- Care: Every decision starts with improving health and care for our Members
- Resilience: We push boundaries and take the uncharted path to change an industry
- Results: We take ownership, solve with speed, and deliver for our people and each other
- Humble and Human: We lead with humility, bring fun to tough moments, and go further together
Total Rewards
Individual compensation packages are based on a few different factors unique to each candidate, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal equity.
Salary is just one component of Transcarent's total package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock options.
Our benefits and perks programs include, but are not limited to:
- Competitive medical, dental, and vision coverage
- Competitive 401(k) Plan with a generous company match
- Flexible Time Off/Paid Time Off, 13 paid holidays
- Protection Plans including Life Insurance, Disability Insurance, and Supplemental Insurance
- Mental Health and Wellness benefits
Transcarent is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you are a person with a disability and require assistance during the application process, please don’t hesitate to reach out!
Research shows that candidates from underrepresented backgrounds often don’t apply unless they meet 100% of the job criteria. While we have worked to consolidate the minimum qualifications for each role, we aren’t looking for someone who checks each box on a page; we’re looking for active learners and people who care about disrupting the current health and care with their unique experiences.
Top Skills
Similar Jobs
What you need to know about the Los Angeles Tech Scene
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
