Lead Partner Executive

UKG; Annapolis (MD); On-site; USD 119,000 - 170,000; Full time

Job summary

UKG is seeking an Alliances Partnership Manager to drive growth by developing and managing partnerships with National Benefit Brokers. You will lead strategic planning, negotiate deals, and collaborate with sales, marketing, product development, and legal to execute programs.

The role requires 8+ years in BD/alliances, 5+ years working with brokers, and travel around 30%. You will build executive relationships, increase UKG mindshare, and roll out lead generation initiatives to boost revenue.

Qualifications

• 8+ years in business development, consulting, software sales, and/or alliance.
• 5+ years working with Benefit Brokers in a sales/lead generation capacity.
• Strategic thinker with a broad partner vision.
• Willingness to travel 30% or more.

Responsibilities

• Identify potential broker partnerships aligned with strategic goals.
• Develop and execute a growth plan for broker partnerships.
• Lead negotiations to establish partnership agreements and manage lifecycle.
• Collaborate with sales, alliances, marketing, product, sales enablement and legal.
• Track performance and optimize relationship value.
• Conduct quarterly business reviews with partners.
• Build executive-level relationships within partner organizations.
• Increase UKG mindshare within the partner ecosystem.
• Roll out lead-generating programs and monitor results.
• Stay informed on industry trends and opportunities.
• Prepare regular management reports on partnership outcomes.

Skills

Business Development

Benefit Brokers

Strategic thinking

Travel 30%+

Job description

Why UKG:

At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That's what we do.

We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you'll get flexibility that's real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters - and so do you.

About the Team:

Our Benefit Broker team, will be responsible for identifying, developing, and managing high-impact partnerships with brokers that align with the company's strategic objectives. This team plays a critical role with the sales organization as a trusted partner, opening up new opportunities within the broker community and driving revenue growth through strategic collaboration.

About the Role:

As part of the Benefit Broker Team we are seeking an experienced Alliances professional to enhance, expand and strengthen our partnerships with National Benefit Brokers. We are looking for a dynamic and strategic Alliance Partnership Manager to join our team. This pivotal role involves driving growth by developing and managing key partnerships with National Benefit Brokers. The ideal candidate will have a proven history of building strong relationships, negotiating deals, and leveraging Benefit Broker partnerships to achieve business goals.

Key Responsibilities:

• Develop Broker Partnerships: Identify potential partnerships that align with National Benefit Brokers' strategic goals. Develop and nurture these relationships to create mutually beneficial alliances.
• Strategic Planning: Develop and execute a strategic partnership growth plan for Broker related partnerships. Ensure alignment with the company's overall business objectives.
• Negotiation and Deal Management: Lead negotiations to establish partnership agreements. Manage the entire partnership lifecycle, from initial contact through to contract signing and execution.
• Collaboration: Work closely with internal teams including sales, alliances, marketing, product development, sales enablement and legal to ensure successful partnership execution.
• Performance Monitoring: Track and analyze the performance of partnerships. Use data to optimize and enhance the value of these relationships.
• Quarterly Business Reviews: Conduct quarterly business reviews with partners to assess performance, address issues, and identify opportunities for growth and improvement.
• Build and Maintain Executive-Level Relationships: Establish and maintain strong relationships with executive-level stakeholders within partner organizations to ensure alignment and drive strategic initiatives.
• Increasing UKG Mindshare: Develop and implement strategies to increase UKG (Ultimate Kronos Group) mindshare within the partner ecosystem.
• Ensuring Brokers are Informed: Ensure brokers are always informed and educated on the latest UKG offerings through regular updates, training sessions, and communication.
• Lead Generating Programs: Roll out jointly developed lead-generating programs to be executed at the field level, ensuring effective implementation and tracking of results.
• Market Analysis: Stay informed about industry trends and competitive landscape to identify new opportunities for partnerships.
• Reporting: Prepare regular reports on partnership activities, performance, and outcomes for senior management.

Key Metrics:

• Revenue Growth from Partnerships: Measure the increase in revenue directly attributable to partnerships managed by the Alliance Partnership Manager.
• Lead Generation: Evaluate the number of leads generated through partnership activities and programs.
• Partner Satisfaction: Conduct surveys to assess the satisfaction levels of partners with the collaboration and support provided.
• Quarterly Business Reviews (QBR) Completion: Track the completion and outcomes of quarterly business reviews with partners.
• Executive-Level Engagement: Measure the frequency and quality of interactions with executive-level stakeholders within partner organizations.
• Training and Education: Monitor the number of training sessions conducted and the level of broker engagement with the latest UKG offerings.
• Innovation and Co-Development: Track the number of co-developed products or innovations resulting from partnerships.
• Mindshare Increase: Measure the increase in UKG mindshare within the partner ecosystem through surveys and market analysis.
• Program Rollout Success: Evaluate the effectiveness and impact of lead-generating programs rolled out at the field level.

About You:

Basic Qualifications:

• 8+ years' experience in Business Development, Consulting, Software Sales, and/or Alliance
• 5+ years' experience working with Benefit Brokers in a sales, lead generation capacity
• Strategic thinker: ability to envision the future for our partners within their area of influence and share that vision broadly.
• Ability and willingness to travel (30% +)

Preferred Qualifications

• Workforce Management/HCM/Payroll/Benefit sales / sales manager experience
• Proven history of success with demonstrated ability to thrive in a demanding environment.
• Excellent verbal/written communication skills, including strong presentation skills (including PPT)
• Effective collaborator with the ability to quickly build relationship with partners and sales leaders.
• Team player with the ability to work independently.
• Ability to develop trusting relationship - sales & partners.
• Self-motivation and strong organizational skills

Company Overview:

UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry - because great organizations know their workforce is their competitive edge. Learn more at ukg.com.

Equal Opportunity Employer

UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.

View The EEO Know Your Rights poster (https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf)

UKG participates in E-Verify. View the E-Verify posters here (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf) .

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Disability Accommodation in the Application and Interview Process

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email [e-mail] .

The pay range for this position is $119,000 to $169,600. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG's benefits and rewards at https://www.ukg.com/about-us/careers/benefits

It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.