STRATEGIC RELATIONSHIP PARTNER - ENTERPRISE

THE ROLE IN A NUTSHELL

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.

WHO WE ARE LOOKING FOR

• 10 years of experience, with at least 5 years in a sales, business development or other client-facing role (e.g. consulting, government relations).
• Proven record of success in growing and maintaining a book of business or otherwise driving revenue for an organization.
• Experience working in employee benefits, human resources, social services, health care or a related industry.
• Experience working for, consulting, or selling to governments, health agencies or other public sector organizations, including an understanding of procurement practices and buying needs.
• Familiarity with health innovation and technology trends, such as virtual care, personalized medicine, genomics, or other applications of digital technology and data analytics.
• Excellent presentation and communication skills (written and oral).
• Outstanding interpersonal skills and ability to influence desired outcomes within organizations and with external stakeholders.
• Superior organizational and time management skills, with flexibility, adaptability, and the ability to prioritize tasks and set objectives with limited direction from their leader.
• Superior analytical, problem-solving skills and solution-based selling skills.
• Results-oriented, exhibiting drive, determination, and initiative to meet objectives.
• Strong communications skills, including proposal writing, public speaking, and presentation development.
• Valid driver’s license and ability to travel.
• Post-secondary degree or diploma.

NICE TO HAVE

• Bilingualism (English & French).
• Experience with industry-leading strategic selling methodologies, pipeline/funnel management practices, and customer relationship management tools, such as Microsoft Dynamics.

GS supports diversity, equity and inclusion in our teams and communities, and we value the unique contributions made by all. Even if your experience doesn’t align perfectly to every requirement, we invite you to apply. We encourage applications from all candidates and will accommodate needs under human rights legislation throughout all stages of the recruitment and selection process. Please let us know of any accommodation through requestforaccommodation@greenshield.ca. Information received relating to accommodation will be addressed confidentially. Providing this information gives GS consent to use your personal information to assess your suitability for specific positions, future opportunities or for your personnel file. Your résumé will be held in strict confidence and will be viewed only by the Organization. Information may be stored outside of Canada and could be used for aggregate statistical purposes (which uses no personal identification). AI Usage - GreenShield leverages AI to help produce Job Descriptions, and ideate on interview questions. We also leverage AI for interview transcription support.