Director of Channel Sales
We here at Jellyvision are the proud parents of ALEX®, an interactive employee communications platform that happens to share some DNA (and a sense of humor) with the smash-hit trivia video game YOU DON’T KNOW JACK®, created by Jellyvision's founder. ALEX makes navigating tricky decisions—like choosing and using employee benefits or improving your financial wellness—easier, faster, and more helpful, not to mention entertaining. The success of the ALEX platform has exceeded our wildest dreams, (except for the part right before we woke up where our mom was riding a giraffe), which is why we need talented folks like you to help us help ALEX take over the world…er…continue to grow and succeed.
THAT’S LOVELY, BUT WHAT’S THE JOB?
Nearly 100 brokerage firms, carriers and consultants win new business and retain existing customers re-selling ALEX. In short, our Director of Channel Sales will be tasked with the development, growth and relationship management of our network of these partners who resell our products, as well as leadership of the team that supports those efforts. In long, our Director of Channel Sales is responsible for driving:
- Channel Understanding: Help all of Jellyvision help our reseller partners by bringing their world to life for our teams so we get their problems, pain and goals. Guide us towards delivering more helpful products and support in a meaningful way to resellers who are looking for innovative solutions to reduce employee confusion.
- Business Planning. In partnership with the VP of Sales, you’ll help create a market segmentation and prioritization plan, and refine our go to market strategy. You’ll be responsible for forecasting and planning business sourced from partners, both as they use our “do it yourself”/self-service model and as they refer larger cases to us as well.
- Partner Management Process: You’ll help us go to market efficiently and effectively, balancing the needs of our channel efforts against our direct-to-employer efforts. Additionally, you will:
o Assist in the strategic roll-out Jellyvision’s Partner Relationship Management System
o Teach the team to enable reseller success in a competitive and changing marketplace
o Work closely with marketing to develop materials that not only drive leads for us but help our partners do their jobs better as well.
- Tracking and Monitoring:
o You will be tasked with determining key metrics and process to provide transparency and visibility to Senior Leadership.
o Implement effective measurement tools to collect and analyze sales data and results.
o You will also be expected to leverage these insights to continuously improve Jellyvision’s Broker Channel Strategy.
- Performance Management & Coaching:
o You’ll be directly responsible for leading and developing our team of Channel Managers who are directly responsible for partner logo sales. The team we have in place is great; we’re looking for you to provide day to day coaching and tracking against plan to help them all be as successful as possible.
- Hiring and Training:
o As we continue to grow and invest in Channel Enablement, you’ll be involved heavily in the hiring process for your team and helping us make the right decisions as we scale our team.
o To set up your new hires for success, you’ll share your ideas for refining and expanding our Channel Management training and on-boarding program – in partnership with Jellyvision Sales Enablement.
o Once new folks are on board, you’ll provide continuous training and feedback.
- Close Communication with the VP of Sales and Executive Team:
o Each week, you’ll provide an accurate forecast of sales progress for your team.
o Each month, you’ll report on individual and team dynamics and performance against mutually agreed upon sales objectives.
o Lastly, you’ll keep the VP of Sales and Executive team informed on the insights your team gathers on market changes and evolving dynamics.
SO WHAT KIND OF FOLKS ARE YOU LOOKING FOR?
While we’re big believers that the right “DNA” and cultural fit are what makes for a successful hire, we’ll take an early shine to candidates with the following background, skills, and experience:
- An industry expert. This one is really important. 5+ years of management experience in the individual and/or group health insurance sales sector. You should know resellers and what makes them tick, worry, and win. Experience as a carrier rep is ideal. An understanding of the policy issues associated with the Affordable Care Act and the Marketplace environment as well as the accompanying rules and regulations as they impact our Channel Partners directly would certainly be a perk.
- Strategic execution. Experience with creating, communicating and executing a strategic sales partnership vision from start to finish.
- An analytical and process mindset. We’ve got a pretty quant-y crew, so we’re best for people who like Salesforce, and spreadsheets, and math to help them run their business.
- Organization and time management skills in spades. Sales at Jellyvision is fast-paced. This role will require you to excel at the tasks directly in front of you, while also keeping your eye on the big picture. Serious organizational chops are required to manage all of that in a company growing as quickly as ours – and it’s an important thing to model for your team.
- You must be a relationship builder – trust and communication are the pillars of any relationship. And you need to be skilled at building authentic, trusting relationships both internally and externally. Having mad people skills and developing a rapport with everyone on your team will contribute to your success as the leader of a hungry, hard-working, and driven team.
- You should also be able to challenge people in a charming way. Giving advice and constructive criticism is a fine art. You should know each of your individual team members well and adapt your approach to each of them in a way that brings out the best in them every day.
- A good eye for talent – As our sales team continues to grow, you’ll be responsible for helping to find and identify the next great Jellyvision salespeople. We’re looking for smart, driven, industry experts interested in sales. They must have hustle and be great culture fits. And once those folks are on board, you’ll need to…
- Lead by example and maximize the talent of your team. We’re looking for someone who still loves to sell and get your hands dirty on the frontlines. We all pitch in to win.
- Excellent verbal and written communication skills – the ability to talk and write with confidence, charisma, and competence for a wide variety of audiences.
- Ability to play well with others. Sales at Jellyvision is a team effort. You’ll work closely with the other sales team members, the marketing team, and members of the legal, creative, engineering, and implementation staffs. You’ll also work with the direct sales team. We’re really committed to building a collaborative, vs competitive, internal dynamic (while still winning big!), so we’re looking for someone to knows how to multiply instead of leading us towards channel vs direct conflicts.
- A phenomenal sense of humor. Yes, it will make you more effective. It’s also a job requirement at Jellyvision.
PHEW. THAT WAS A LOT. ANYTHING ELSE?
Yes. We share a commitment to excellence and a desire to work in a comfortable, friendly atmosphere, so we only hire nice, bright, funny people who are willing to work hard. Our credo is a simple one: be helpful. And we think we can be most helpful if our workforce is as diverse in thought, perspective, and culture as the people who use our products. We are looking to add amazing folks to our team who will bring diversity across many lines, including race, ethnicity, religion, sexual orientation, age, marital status, disability, gender identity, sex, and country of origin.
ARE THERE ANY PERKS? Yes, we love perks.
- Competitive pay, 401(k) with matching, stock options and benefits. We pay 100% of the cost of premiums for medical, dental, vision, disability and life insurance for our employees (as long as you qualify for our tobacco-free discount; if you’re a tobacco user, your medical premiums will be higher than $0). We also cover a really nice chunk of the cost of premiums for spouse/dependent medical, dental and vision insurance.
- Casual dress and a flexible schedule. Come in a sweatshirt, jeans, whatever, like everyone else here.
- Creative work environment. We are lucky to work in a place that is full of intelligent, talented and innovative folks. Although most hours the place is deathly quiet (we're a focused bunch), this is punctuated with hilarious outbursts and general merriment, which makes a nice way to spend the day.
- Free food. Every week, we stock our kitchen with free healthy snack foods, and we have a catered lunch every other week to give people a reason to hang out and eat together.
- Easy transportation and lots of love for folks who bike to work. We’re really close to the North/Clybourn red line stop and the Halsted (#8) bus (right by the Apple Store and Mega Whole Foods too), and we have a transit FSA that allows you to dedicate pre-tax dollars to public transportation expenses. A number of our employees like to bike to work, so we also have bike storage, showers and lockers in the office. And for those without their own bike in the city, we offer free divvy memberships – complete with Jellyvision bike helmets you can borrow from the office.
- Did we mention our yoga and meditation classes? We bring a pro instructor right to the office. Fully subsidized by Jellyvision and fully optional, btw.
- Oh! And we have a massage chair. Not just any massage chair, my friend. It’s the HumanTouch HT 5320 WholeBody™ Massage Chair. Feeling a little stiff? Sit down. Relax. Feel better? Good. Okay, back to work.
INTERESTED? GREAT! HERE’S HOW TO APPLY:
We need:
- Your resume.
- A cover letter that highlights 3 reasons you think you’d be great for the gig, along with the best piece of feedback you’ve ever received. Writing is key to all that we do, and we weigh cover letters heavily. We love a cover letter that really shows us your personality (check out our company bios to see the wide range of personalities we’ve already got in house), but don’t stress if you’re not a comedian. You don’t have to be funny. Just be yourself. We’re mostly interested in learning who you are, what you love to do, and why you’d love to do it here with us.
You will receive an auto-reply confirming that we've received your application.
Please know that every single application we receive is read by a real live human being. However, that kind of thoughtful review takes time, so it may take us a little while to get back to you (but we will, we promise). In the meantime, NO FOLLOW UP PHONE CALLS OR EMAILS, PLEASE. It’s not that we don’t love hearing from you. It’s just that time spent responding to follow ups could be spent…well…reading your application. Please rest assured that if you received a confirmation from Recruiting Robot, we’ve got your application, and will get back to you really soon. We knew you’d understand.
If you still have pressing questions in the meantime, please feel free to check out our handy-dandy FAQ page!
Thanks for your interest in Jellyvision!
