Description
Purpose
Are you a relationship oriented leader who builds trust with partners and collaborates with ease? Do you pair your people first approach with strong organizational skills, a process minded way of working and the ability to manage complex partnerships with clarity and consistency? Are you energized by developing go to market strategies, nurturing long term partner relationships and driving sustainable revenue growth?
ARAG is hiring a Director, Business Development to develop channel strategies, cultivate and expand distribution partnerships and lead high impact collaboration across internal teams. This role is ideal for someone who thrives on building meaningful connections while bringing the structure, organization and operational discipline needed to deliver successful, scalable partnership outcomes.
Essential Duties & Responsibilities
- Establish go-to-market (GTM) strategies for expanding into new channels such as Affinity Groups & Associations, Digital
- Marketplaces & Online Platforms, SaaS & Technology Ecosystems, Financial Services & Advisors, Insurance & Fintech Channels, Affiliate & Distribution Networks and other emerging channel partners.
- Develop and manage channel specific growth plans and playbooks to achieve defined sales goals.
- Develop and manage relationships with channel partners.
- Identify and qualify partner opportunities based on strategic fit, commercial potential, and technical feasibility.
- Leverage an understanding of partner data and processes to quantify opportunities and identify acquisition, retention, and conversion metrics.
- Collaborate with internal teams (Finance, Underwriting, Product, Product Marketing, Technology, etc.) to assess partner fit, develop integrated workflows, resolve technical issues, and develop joint gotomarket (GTM) plans.
- Develop proposals and negotiate partnership agreements with a focus on mutually agreeable operational capabilities, ROI, and profitability.
- Act as the primary champion of complex partnership engagements – ensuring clear communication and ongoing alignment with channel partners.
- Identify operational inefficiencies or bottlenecks within partnership processes and propose corrective solutions.
- Maintain and expand partnerships, ensuring ongoing growth and alignment with business objectives.
- Monitor competitor offerings, market trends, and emerging technologies to shape partnership strategy.
- Represent the organization in sales presentations, conferences, and special events as needed.
- Serve as a positive role model and deliver exceptional customer service, representing ARAG at its Best.
- Perform other duties as assigned.
Knowledge
- Business development, sales processes, and partnership negotiation
- Understanding and experience working in insurance, legaltech, or financial services industry
- Distribution channel and partner business models
- Financial performance and underwriting principles
- Technology integrations (APIs, EDI, platform workflows)
- Contracting, compliance, and partnership governance
- Operational workflow, implementation, and change management
- Digital communications and marketing approaches
Skills
- Experience in building and managing relationships with senior executives, external and internal partners.
- Ability to develop and manage channel growth plans.
- Ability to consistently meet sales targets.
- Strong communication and presentation abilities for diverse audiences.
- Advanced collaboration and negotiation skills across all levels.
- Highly skilled in Microsoft Office Suite
- Strong analytical and decision-making capabilities.
- Detail-oriented, organized, and manages time well.
- Ability to identify market trends and apply insights strategically.
- Strategic thinker attentive to operational details.
- Ability to manage multiple tasks under tight deadlines.
- Proactive, curious, and solutions-focused.
- Experienced in scaling distribution channels.
- Must demonstrate patience and perseverance in building relationships and delivering projects and partnerships to successful completion.
- Ability to represent ARAG professionally and demonstrate leadership.
Education
Bachelor’s degree in Business, Sales, Marketing or equivalent experience. MBA is a plus.
Experience
7+ years of related experience. Experience in the insurance or financial services industry required.
Certifications, Licenses, Associations, etc.
Resident and Non-Resident Property and Casualty licenses preferred. Resident insurance license preferred.
Physical
Weekly travel required, including periodic travel to home office in Des Moines. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
