STRATEGIC RELATIONSHIP PARTNER - ENTERPRISE (HYBRID)

Green Shield Canada (GSC); Toronto; Hybrid; CAD 94,000 - 142,000; Full time

Job summary

GreenShield is seeking a Senior Strategic Relationship Partner, Enterprise, to lead enterprise-level sales efforts with major employers and government-related clients. You will own the end-to-end capture lifecycle, advise cross-functional teams, and build trusted executive relationships to drive cross-sell opportunities.

You will coordinate across sales, product, IT, implementation, and pricing teams, shaping strategies and ensuring alignment with client objectives to maximize win probability

Qualifications

• 10 years of experience in a sales or client-facing role (min 5 years in sales/business development).
• Experience in employee benefits, HR, health care or related industry.
• Experience selling to governments or public sector organizations and understanding procurement practices.

Responsibilities

• Lead enterprise-level sales pursuits with focus on commercial/public sector employers.
• Own the full capture lifecycle from qualification to contract close.
• Advise and support Line of Business BD/Account Managers to convert qualified leads.
• Be a trusted advisor and accountable for strategic accounts at the LOB level.
• Develop deep client relationships at the executive level and understand client needs.

Skills

Enterprise sales

Relationship management

Strategic selling

Communication

Public sector sales

Negotiation

Time management

Travel capability

Bilingual (EN/FR)

Education

Post-secondary degree or diploma

Tools

Microsoft Dynamics

Job description

WHO WE ARE

When it comes to health, we’re always looking for waysto push for better. It’s why we were founded in the first place. In 1957, ourfounder, pharmacist William Wilkinson, witnessed a mother sacrifice her healthby forgoing her own medicine to pay for her sick daughter’s prescription. Heknew there had to be a better way. So, he introduced North America’s firstprepaid drug plan, and GreenShield was born as a non-profit with a missionto support better health for all Canadians.

We aren’t just a health and benefits company. We’rethe only non-profit social enterprise that brings worlds of coverage andcare together, all in one place.
We’re noble challengers, purposefully building a betterway and we need the best people to help us create a more holistic approach thattakes care of the mind and body.
Our mission is to create better health for allCanadians, and we know that starts with our employees.

THEROLE IN A NUTSHELL

Base Salary: CAD $94,406.00 - 142,069.00

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'RE 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.

THE CULTURE

We believe a career should be meaningful. Not just a means to earn a living. Our culture is one where everyone's voice is heard andvalued. Because that’s what it takesto create better health for all. We dare to challenge the status quo. And we’redriven by people who have challenged theirs. We believe that yourworkplace should empower you to be the best version of yourself. That’s why we provide a place where you can be inspired, challenged, and rewarded.
Where your growth means our growth.
Where your voice is heard and valued.
Where your work has purpose. And purpose matters.
We believe our people arecritical to our overall success. Inclusivity makes us a stronger, smarter andmore informed organization. Being intentionally inclusive of diversebackgrounds, perspectives and experiences will enhance our company culture topositively impact how we support our communities. A career at GreenShield isn’t just about personalachievements, it's about making adifference together.
Here’s to Better Health for All!

AFEW MORE DETAILS

Proficiency in English is requiredfor this position. As part of this role, you will be required to communicatewith colleagues or customers who use English as their primary language. By requiring English proficiency for thisposition, we aim to ensure that our employees can excel in their roles,collaborate, and communicate effectively, and contribute to the success of ourorganization.

GS supports diversity, equity andinclusion in our teams and communities, and we value the unique contributionsmade by all. Even if your experience doesn’t align perfectly to everyrequirement, we invite you to apply. We encourage applications fromall candidates and will accommodate needs under human rights legislationthroughout all stages of the recruitment and selection process. Please let usknow of any accommodation through [e-mail]. Information received relating toaccommodation will be addressed confidentially.

Providing this information givesGS consent to use your personal information to assess your suitability forspecific positions, future opportunities or for your personnel file. Yourrésumé will be held in strict confidence and will be viewed only by theOrganization. Information may be stored outside of Canada and could be used foraggregate 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.