Market Development & Carrier Targeting 

• Identify, evaluate, and prioritize carrier partners based on market overlap, segment fit, distribution reach, and joint value potential. 

• Develop and maintain a carrier landscape and prioritization model aligned to Aptia’s growth objectives. 

• Lead outreach, relationship development, and strategic partnership formation with new carrier organizations and business units. 

Partnership Building & Joint Business Planning 

• Establish and manage Joint Business Plans (JBPs) that include pipeline goals, co-selling strategies, enablement calendars, and marketing programs. 

• Design tiered partner frameworks to scale relationships efficiently across national, regional, and specialty carriers. 

• Serve as the primary commercial and strategic point of contact to build executive, sales, and program-level alignment. 

Field Activation & Broker Ecosystem Alignment 

• Coordinate geographic territory alignment between carrier reps and Aptia Regional Sales Directors. 

• Drive regular co-selling rhythms, joint account planning, and broker/consultant engagement. 

• Deliver field training, talk tracks, and positioning that clearly articulate Aptia’s solution advantages. 

Solution & Technology Enablement 

• Develop the ability to speak fluently about both Aptia’s platform and carrier product features: 

• Data integrations and eligibility workflows 

• Enrollment, billing, and compliance capabilities 

• Value levers such as efficiency, cost containment, and user experience 

• Partner with Product & Implementation teams to identify and pursue integration and workflow enhancement opportunities that improve shared client outcomes. 

Co-Marketing & Growth Activation 

• Secure and deploy Marketing Development Funds (MDF) for events, webinars, campaigns, and field sponsorships. 

• Track the performance and ROI of activations to optimize future investments. 

Governance & Performance Measurement 

• Maintain partnership scorecards, pipeline reporting, and influence tracking within CRM and BI tools. 

• Lead structured business reviews (QBRs) with carrier leadership and Aptia executives. 

• Ensure alignment on commercial terms, compliance requirements, and ongoing partner experience. 

• 7–10+ years in carrier partnerships, channel development, business development, benefits administration, or HR/benefits technology. 

• Demonstrated success identifying, developing, and scaling new carrier relationships—not just managing existing ones. 

• Strong understanding of carrier distribution models, broker networks, and employer benefit decision dynamics. 

• Ability to translate technical product and data workflows into clear, value-centered business conversations. 

• Proven track record of driving partner-sourced and partner-influenced revenue. 

• Executive presence combined with hands-on execution in the field. 

• Strong command of CRM and reporting tools, with a data-driven approach to performance tracking. 

• Willingness to travel 20–40% for partner and market engagement. 

• Bachelor’s degree required; MBA or equivalent commercial experience is a plus.