About the team / role
The Partner Channel Executive is a critical, high-impact role responsible for developing, managing, and expanding relationships with our top-tier national and large regional insurance brokerages and benefits consulting firms. This role focuses on positioning Wex’s CDH/COBRA & Compliance products as the preferred technology solution within the broker community to drive referral business and secure new client implementations.
How you'll make an impact
Channel Strategy & Relationship Management
National Partnership Management: Serve as the primary point of contact and strategic relationship owner for a portfolio of top national and key regional brokerages
Strategic Planning & Governance: Develop and execute a comprehensive national channel strategy, including mutual performance objectives, enablement roadmaps, and joint GTM (go-to-market) plans to exceed annual channel revenue targets, for assigned partners
Partner Growth: Drive revenue growth from assigned portfolio of partners through pipeline generation, early stage opportunity qualification and gathering win/loss feedback
Sales Enablement & Performance
Broker Training: Design and deliver engaging training and enablement programs (webinars, in-person sessions) to equip broker teams with deep product knowledge, competitive positioning, and effective sales processes for Wex’s products and services
Joint Sales Support: Collaborate with the direct sales team on strategic opportunities, acting as the subject matter expert on the value proposition for the broker/consultant.
Performance Analysis: Track, analyze, and report on channel partner performance, pipeline generation, and renewal rates, providing actionable feedback to leadership.
Cross-Functional Collaboration
Marketing: Partner with the marketing team to develop broker-specific content, collateral, case studies, and co-branded campaigns to drive demand.
Product: Act as the voice of the broker/consultant community, relaying market trends, competitive intelligence, and partner feedback to the Product and Engineering teams.
Sales: Support sales strategy & field sales activity in market as needed, driving top down enablement through the field level activity
Experience you'll bring
Bachelor's degree in Business, Marketing, or a related field.
15+ years of experience in Channel Management, Alliance Management, or a related Business Development role within the SaaS or Benefits/HR Technology space.
Deep domain expertise and existing relationships within the national employee benefits broker and consulting community.
Proven track record of building, managing, and scaling a profitable indirect sales channel to exceed revenue targets.
Strong understanding of the employee benefits lifecycle, including core health, voluntary benefits, and compliance challenges
Key Skills & Competencies
Exceptional Relationship Management: Demonstrated ability to build trust and influence senior leaders at partner organizations.
Business Acumen: Strong financial and analytical skills, with the ability to build compelling business cases and calculate ROI for partners.
Communication & Presentation Skills: Highly articulate with the ability to present complex technology solutions clearly and persuasively to executive audiences.
Travel: Ability to travel up to 25% nationally for partner visits, conferences, and internal meetings.