Role Description The Director of Sales - Strategic will have a broad understanding of employee benefits technology and services. This individual will excel at generating leads, building relationships, and closing deals in the strategic employer market space (1,500 - 5k). The ideal candidate will be a quick learner with strong negotiating skills, and the ability to showcase our products and services in a compelling way. Often tasked with delivering complex presentations while leading and coordinating sales support teams, it’s essential that our sales rep be organized, personable, and professional. Essential Duties and Responsibilities - Accountable for achieving Annual Recurring Revenue (ARR) sales goal. - Achieves and exceeds ARR goals through sales strategy delivery, sourcing new customers, and maintaining and building productive long-term relationships with channel partners. - Represent our company’s products and services, starting with a deep and comprehensive understanding of those products and services. - Demonstrate knowledge, delivery skills, and techniques for educating influencers and employers of the Empyrean products and service delivery. - Responsible for engaging channel partners such as brokers, consultants, advisers, and carriers to build relationships that lead to qualified leads. - Responsible for engaging employers directly to build relationships that lead to qualified leads. - Prepare action plans and schedules to identify specific targets that will generate pipeline and qualified leads. - Build a valid and qualified pipeline to exceed expectations. - Precise and detailed activity tracking utilizing the company tools and following the company defined process for tracking opportunities and activities. - Develop and implement territory action plan through comprehensive data analysis, and adjust sales techniques based on interactions and results in the field. - Follow up on new leads and referrals resulting from marketing activity. - Execute a consultative sales strategy. - Demonstrates strong sales strategy ability, crafting and presenting client offers and helping the team identify and navigate alternative paths to making the sale. - Deliver systems demonstrations. - Achieve sales goals by assessing prospect needs and following a defined selling process, often utilizing product demos and presentations. - Effectively partner, develop, and own deal strategy with your sales leader, the transition team, and other sales support resources at the appropriate time in the selling process. - Develop and foster an environment of teamwork, collaboration, and trust with sales support, marketing, product, and operations. - Collaborate with an aligned client (prospect) team to ensure mutual understanding of the opportunity and the ability to deliver on it. - Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals. - Partner with your sales leader to identify marketing events such as seminars, trade shows, and telemarketing events; along with Empyrean supported events that will expand relationships and Empyrean brand in the development and support of your market activities. - Develop and manage marketing campaigns in partnership with marketing and your sales leader. - Perform other duties as assigned. Qualifications - Proven ability to develop and deliver presentations. - Proven ability to develop and maintain business development territory that includes prospecting. - Proven ability to execute a thorough sales discovery process. - Proven negotiation and closing skills. - Strong interpersonal and communication skills. Requirements - Bachelor’s degree preferred but not required. - In lieu of Bachelor’s degree, equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration, or a related field. - 3+ years of experience selling technology and services to Strategic Employer (1,500 - 5k). - Overall 8+ years of experience. - Proven experience in building and developing client relationships with Brokers, Consultants, and Employers. - Relationship building experience necessary. - Channel sales experience preferred. - Experience in selling HCM, payroll, health and welfare benefits, or benefits administration services. - Any equivalent combination of education, experience, and training that provides the required knowledge, skills, and abilities will be considered. Other Requirements - Up to 50% travel.