Director, Integration Partner

Job Description
As the Director of bswift’s Integration Partner program, your primary responsibility will be to lead bswift’s relationship with key integration partners (made up of HCM and ancillary carriers) whose products and services are sold to our mutual direct and channel partner customers. In this role, you will lead strategy for deep, successful partnerships with our ancillary carrier and HCM partners with an emphasis on how we can grow our mutual book of business. You will work closely with our partners and internal stakeholders to build strong relationships to drive growth and operational efficiencies. In collaboration with our partners, you will create and execute partnership strategies that align with bswift’s objectives to generate mutual value and achieve shared goals. You will be a liaison from our partners to our internal development and leadership team to ensure that bswift has a constant pulse on the needs of our carrier & HCM partners to ensure bswift has the most up to date available connectivity with partners. Our goal is to help make it easier for our clients to buy partner services and increase awareness and engagement in partner products resulting in growth for our partners, as well as bswift. Success will be measured by maintaining our robust integration partner program, quarterbacking the sale and contracting of project work for our integration partner, a well as the successful management of our carrier tech credit program.

Key Responsibilities:
• Lead and manage a team responsible for partnership development and management, providing direction, mentorship, and support to achieve team goals.
• Cultivate and nurture productive and influential relationships, acting as the primary business development point of contact with integration/alliance partners, internal stakeholders, and bswift direct clients and client services teams.
• Understand partner needs and goals, and proactively identify opportunities for collaboration and value creation.
• Identify various ways to integrate partners into the bswift platform by drawing from the entire spectrum of the product line.
• Serve as an advocate for partners internally, ensuring their requirements are understood and their interests are represented.
• Manage complex negotiations and position products, financial arrangements, and expanded product capabilities to increase sales and maximize revenue.
• Partner with our direct sales reps and our direct client services team to secure tech credits when there is a new business opportunity or a carrier change.
• Run strategy from a development perspective, ensuring that bswift remains aligned with the changing market and carrier needs.
• Lead our Carrier Advisory Board
• Drive our HCM and payroll connectivity and partnership strategy.
• Manage our tech credit strategy to maximize the value of partnerships and enhance the integration of partner services with bswift’s platform.
• Establish a market presence in assigned areas of focus by participating in select market forums, collaborating with peers, and cultivating market relationships.
• Represent bswift technology and benefits administration products and services to partners.
• Manage partner pipeline for direct bswift clientele (new and existing); follow sales support protocols to assist with efforts of partners to sell into bswift clientele.
• Travel required: 30-50%.

Qualifications and Skills:
• 8+ years in sales or partner management; deep understanding of the ancillary carrier space and knowledge and understanding of benefits administration
• Proven experience in leading and developing a team to achieve business objectives.
• Strong understanding of partnership models and strategies.
• Ability to build and maintain relationships with partners and internal stakeholders.
• Experience navigating complex selling situations involving senior-level resources (e.g., executives, procurement, finance, IT, and/or consulting firms).
• Demonstrated ability to represent a product and company in a highly consultative manner, using facts and data to evaluate market trends and partnership opportunities.
• Excellent negotiation, communication, and interpersonal skills.
• Proactive and self-motivated with the ability to work independently and as part of a team.
• Strong organizational skills and ability to manage multiple projects simultaneously.
• Proficiency in understanding and managing tech credits.
• Proficiency in using Salesforce or other CRM software.