Partner Channel Executive

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.

The base pay range represents the anticipated low and high end of the pay range for this position. Actual pay rates will vary and will be based on various factors, such as your qualifications, skills, competencies, and proficiency for the role. Base pay is one component of WEX's total compensation package. Most sales positions are eligible for commission under the terms of an applicable plan. Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan. WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being. Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more. For more information, check out the "About Us" section.Pay Range: $150,000.00 - $200,000.00