Senior Director of Partnerships
Beam Dental
Sales & Business Development
Columbus, OH, USA · Remote
Posted on Nov 8, 2024
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.
What We're Looking For:
We are seeking an experienced, strategic, and results-driven Senior Director of Partnerships to lead and manage our partner ecosystem with key distribution platforms. This senior role will be responsible for building, scaling, and nurturing strategic partnerships with various technology and service providers, including human capital management (HCM) systems, payroll providers, and category-specific software solutions. The ideal candidate will have a deep understanding of the insurance and small to medium-sized business (SMB) landscape and experience building meaningful, high-impact partnerships with technology platforms that service the SMB market.
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
What You Will Do:
- Develop and execute a comprehensive partnership strategy that aligns with the company’s growth goals, focusing on establishing relationships with distribution channels that serve SMBs
- Identify, evaluate, and prioritize potential partners in HCM, payroll, HR software, and other tech solutions with strong SMB customer bases
- Build a scalable partnership framework, including go-to-market (GTM) planning, joint value propositions, and performance metrics
- Cultivate and maintain high-value relationships with key stakeholders at partner companies, including executives, product leads, and business development teams
- Act as the primary point of contact for all partner-related activities, ensuring collaboration and alignment on shared goals
- Drive initiatives to increase partner engagement, satisfaction, and retention
- Collaborate with internal product, sales, and marketing teams to ensure alignment between our offerings and partner platforms, ensuring seamless integration and an optimized customer experience
- Understand the unique needs of SMBs and work with partners to adapt our products, services, and value propositions to best serve this market
- Define success metrics for each partnership, regularly monitor performance, and report progress against targets
- Leverage data insights to continuously improve partnership effectiveness and ROI
- Identify and troubleshoot obstacles in partnership implementation and growth
- Conduct market research to understand industry trends, identify emerging distribution platforms, and stay updated on competitors' partnership strategies
- Leverage insights to adjust and evolve partnership strategies, staying ahead of market trends and capitalizing on new opportunities
- Build and grow a small team dedicated to partnership management, providing strategic guidance, mentorship, and support to ensure team success
- Collaborate closely with cross-functional teams, including product, sales, marketing, and customer success, to support company objectives and partner initiatives
What You Will Bring:
- Bachelor’s degree in Business, Marketing, or a related field; MBA preferred
- 10+ years of experience in partnerships, business development, or strategic alliances, ideally within the insurance, technology, or financial services sectors
- Demonstrated success in building and scaling partnerships with technology platforms, preferably those targeting SMBs
- Deep understanding of the insurance industry and distribution landscape, with experience partnering with platforms such as HCM systems, payroll providers, and HR software
- Proven track record of meeting and exceeding revenue targets through strategic partnerships
- Strong business acumen, with the ability to align partnership strategies with broader company objectives
- Excellent relationship-building, negotiation, and influencing skills
- Experience working cross-functionally to drive partner success, with the ability to lead and inspire teams
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.