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.
Top Skills
What We Do
We simplify complex payment systems for fleets, corporate payments, and healthcare—unlocking insights, opportunities, and efficiencies to give you greater control of your business.
Powered by the belief that complex payment systems can be made simple, WEX (NYSE: WEX) is a leading financial technology service provider across a wide spectrum of sectors, including fleet, travel and healthcare. WEX operates in more than 10 countries and in more than 20 currencies through approximately 4,900 associates around the world. WEX fleet cards offer approximately 14 million vehicles exceptional payment security and control; our travel and corporate solutions business processes over $35 billion of purchase volume annually; and the WEX Health financial technology platform helps 343,000 employers and more than 28 million consumers better manage healthcare expenses.
