STRATEGIC RELATIONSHIP PARTNER - ENTERPRISE (HYBRID)

The Strategic Relationship Partner, Enterprise will report to the Vice President, Enterprise Growth. Responsible for pursuing new logos (strategic opportunities) and developing win-win relationships with strategic accounts (includes key advisors) to enable cross-selling: Leading enterprise-level business pursuits, with a focus on commercial and public sector employers (e.g., municipalities, universities, hospitals, and schools) and federal and provincial health departments and agencies Own and lead the full capture lifecycle from early opportunity qualification through to contract close Advising and supporting Line of Business (LOB) Business Development Managers and other teams as required to help them convert qualified leads into new business Being a trusted advisor and one point of accountability for strategic accounts, including oversight over account management at the Line of Business (LOB) level Developing a deep understanding of client needs and maintaining relationships at the top level in the client organization -Meeting or exceeding Enterprise-level sales objectives (gross and net revenue) and individual lead and sales quotas, including specific cross-selling targets. - Lead the development and execution of win strategies for qualified enterprise opportunities including shaping deal strategy, validating pursuit investment, competitive positioning, stakeholder engagement plans, and differentiated win themes aligned to client objectives and evaluation criteria. - Orchestrate end-to-end sales and capture activities mobilizing cross-functional teams (sales, product, information technology, implementation, compliance, privacy, legal, pricing, and executives), governing deal milestones, managing risks and dependencies, and ensuring all proposal, presentation, and negotiation inputs are strategically aligned to maximize win probability and successfully close enterprise deals. -Developing a strong network of relationships with marketplace stakeholders, including prospects, advisors, carriers and payors, employer groups, government officials, unions, think-tanks and consulting companies, etc. to stay on top of market trends and new business opportunities. -Taking an enterprise-wide, solutions-driven approach, matching prospect and client needs and problems with the appropriate products and services, including Group Benefits, Health, Services, and Administration, and Pharmacy. -Supporting individual Business Development Managers and Account Managers across all lines of business through market intelligence, application of strategic selling methodologies, participation in presentations, proposal content, bid strategy and soliciting existing client feedback. -Working with Marketing and Communications to develop marketing materials to support cross-sell initiatives and focused business development campaigns involving thought leadership, cross-sell collateral, events and digital engagement to drive leads and qualified opportunities.