渠道合作伙伴经理
Channel Partnerships Manager
职位描述
Thatch 正致力于简化并现代化当今员工的健康福利。我们正在寻找一位经验丰富的、高度有组织的渠道合作伙伴经理，负责在中部地区建立和扩展我们的合作伙伴生态系统。
在这个职位中，你将与渠道合作伙伴建立关系以产生推荐客户线索，管理高效率的销售流程，并处理战略性、咨询式的销售过程。你需要在宏观的合作伙伴战略与日常执行之间取得平衡，并与销售、运营、产品、财务和客户成功团队紧密合作，构建使我们的市场进入策略高效扩展的基础设施。
你将负责的工作
- 在中部地区建立并扩展保险经纪人和其他战略合作伙伴网络
- 制定并执行区域渠道策略，以推动持续且高质量的推荐客户线索
- 与外部受众进行会议和演示，包括产品演示，向合作伙伴介绍 Thatch
- 成为 Thatch 的产品专家，并深入掌握更广泛的 ICHRA 环境
- 从初步接触直至激活，管理高效的合作伙伴销售流程
- 与工程、产品和运营团队跨职能合作，持续改进合作伙伴体验
- 与销售团队紧密协作，确保通过合作伙伴获得的新客户顺利交接和上手
- 跟踪并报告客户线索、合作伙伴表现和区域增长指标
我们期望的背景
- 5 年以上渠道销售经验，最好是在早期阶段的 B2B 初创公司
- 在团队中拥有持续优秀表现的记录
- 有负责并超额完成年度销售配额的经验
- 有销售福利、人力资源和/或保险产品的经验
- 具备建设者思维——能够在快节奏、高增长的环境中完成一切以取得成功
- 强大的沟通和关系建立能力，能够可信地代表 Thatch 与经纪人和合作伙伴交流
我们特别期待的实践经验
- 在经纪人社区中已有的关系，尤其是在中部地区，可以立即利用
- 在任何州拥有当前或之前的经纪人执照
- 有与销售、运营、财务和客户成功团队协作执行战略合作伙伴计划的经验
- 熟悉 ICHRA 或以定义贡献为基础的健康福利模式
查看英文原文
About Thatch
For most people, health insurance is something that happens to them: a plan chosen by someone else, with little room to fit their life. Thatch is changing that. We help companies give every employee a real healthcare budget instead of a one-size-fits-all plan, so people can choose the coverage and care that works for them, and employers get predictable costs they can control.
It’s a simple idea, but making it real means solving hard problems across healthcare, payments, and technology, and we’re just getting started. We look for people who like solving complex problems, use good judgment, and are comfortable working through ambiguity. People here care deeply about our customers, take real responsibility for what gets built, and are driven by doing work that matters.
About the role
Thatch is on a mission to simplify and modernize health benefits for today's workforce. We're looking for an experienced, highly organized Channel Partnerships Manager to own and grow our partner ecosystem across the Central region.
In this role, you'll build relationships with channel partners to generate referral pipeline, manage a high-velocity sales cycle, and navigate a strategic, consultative sales process. You'll balance big-picture partnership strategy with hands-on daily execution, and work closely with Sales, Operations, Product, Finance, and Customer Success to build the infrastructure that lets our go-to-market strategy scale efficiently.
What you'll do
- Build and grow a network of insurance brokers and other strategic partners across the Central region
- Develop and execute a regional channel strategy to drive consistent, high-quality referral pipeline
- Lead meetings and presentations with external audiences, including product demos, to introduce partners to Thatch
- Become a product expert on Thatch and develop deep fluency in the broader ICHRA landscape
- Manage a high-velocity partner sales cycle from initial outreach through activation
- Partner cross-functionally with Engineering, Product, and Operations to continuously improve the partner experience
- Collaborate closely with the Sales team to ensure a seamless handoff and onboarding experience for new customers sourced through partners
- Track and report on pipeline, partner performance, and regional growth metrics
Background we're looking for
- 5+ years of channel sales experience, ideally at an early-stage B2B startup
- A proven track record as a consistent top performer on your team
- Experience owning and exceeding an annual sales quota
- Prior experience selling benefits, HR, and/or insurance products
- A builder's mindset—comfortable doing whatever it takes to succeed in a fast-paced, high-growth environment
- Strong communication and relationship-building skills, with the ability to represent Thatch credibly to brokers and partners
Experience we’d be particularly excited about
- Existing relationships in the broker community, especially within the Central region, that you could leverage immediately
- A current or previous broker license in any state
- Experience collaborating across Sales, Operations, Finance, and Customer Success to execute strategic partner initiatives
- Familiarity with ICHRA or defined-contribution health benefits models
What to expect
We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:
- 30 minute video meeting to talk through your background and interest in Thatch
- 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 30 minute video meeting to meet 3-4 members of the team
- 30 minute video meeting with the department leadership to review problem solving and strategy
- 30 minute video meeting with one of our founders to discuss your approach to culture and our operating principles
Estimated Compensation Range
$125,000—$150,000 USD