Director of Consultant Relations - Mid-Atlantic Territory
Remote · United States
Job Summary
Own consultant influence and pipeline outcomes for your territory: Build and execute a territory plan that drives consistent consultant engagement and generates net-new, consultant-referred opportunities aligned to revenue goals. Build deep relationships across top consulting and brokerage firms: Develop and expand senior relationships across priority firms and regional offices to establish preference for Sword and increase inclusion in evaluations and RFPs. Map and grow office-level coverage: Identify and cultivate key stakeholders across each firm (practice leaders, subject matter experts, producers, and regional influencers) to create durable, multi-threaded relationships. Enable consultants to confidently position Sword: Deliver clear, consultant-ready messaging through meetings, demos, lunch & learns, email campaigns, and other touchpoints so consultants can accurately and credibly recommend Sword to employers. Partner with Sales and Customer Success to accelerate opportunities: Collaborate closely with Sales and CS to support active pursuits, align consultant strategies with account priorities, and ensure consistent messaging across the full buyer journey. Drive consultant program participation and executive alignment: Strengthen Sword’s presence within consulting firm vendor programs and facilitate executive meetings to review market trends, wins, and joint growth opportunities. Activate the market through events and strategic touchpoints: Plan and execute targeted events (office visits, executive sessions, regional gatherings) designed to deepen relationships and create pipeline, with clear goals and follow-through. Maintain operational rigor and CRM discipline: Track relationship activity, influence, and outcomes in Salesforce (or similar CRM), maintain forecasting accuracy, and ensure clean attribution and data hygiene.
Required Qualifications
- 6+ years of experience interfacing with major benefits consulting and/or brokerage firms (e.g., WTW, Aon, Mercer, Lockton, Gallagher, USI, HUB, MMA), including an understanding of how consultants shape employer decisions.
- Proven ability to build influential relationships that translate into business outcomes, including pipeline creation, referrals, and evaluation inclusion.
- Strong business development skills, including prospecting, multi-threading relationships, and expanding presence across offices and stakeholder groups.
- Excellent communication and presentation skills, with the ability to clearly position complex solutions and lead compelling meetings with senior stakeholders.
- Comfort operating in a metrics-driven, revenue-accountable role, including ownership of a territory plan, pipeline tracking, and forecast hygiene.
- Experience using Salesforce or similar CRM to manage contacts, opportunities, reporting, and data quality.
- A self-starter mindset: high ownership, intellectually curious, and energized by building in a fast-moving environment.
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