Job Description

Channel Development Manager, Benefit Services

Summary/objective

The Channel Development Manager, Benefit Services is responsible for expanding market reach through partnerships and Centers of Influence (COIs), with a focus on driving adoption of compliance-related benefit solutions such as ICHRA and QSEHRA. This role blends channel development, partner education, and demand generation to accelerate pipeline creation and revenue growth. The ideal candidate is a persuasive communicator with a deep understanding of benefit compliance and the ability to engage top-tier benefit agencies and partner organizations through high-impact outreach and educational programming.

Core Job Duties

• Develop and execute a channel engagement strategy targeting national and regional benefit agencies, with emphasis on compliance solutions

• Conduct 10+ educational sessions per month (virtual or in-person) with key agency stakeholders, showcasing value-added benefit offerings and generating new interest in isolved solutions

• Plan and host monthly compliance-focused webinars designed to educate COIs and generate qualified opportunities for Benefit Services Sales Executives

• Act as a subject matter expert for compliance-related benefit offerings, supporting agency partners with plan design insights, regulatory guidance, and implementation strategies

• Generate a minimum of 3x monthly pipeline coverage to quota, with targeted outreach to underperforming markets and partner agencies

• Collaborate with sales, marketing, and enablement to develop compelling collateral and outreach sequences aligned to ICHRA and compliance solutions

• Track all activity-including meetings, emails, calls, and webinar engagement-via HubSpot CRM to ensure visibility and performance measurement

• Prioritize and engage high-value agency partners including Gallagher, Marsh, HUB International, USI, Brown & Brown, Acrisure, NFP, and True Network

• Support the sales organization through ongoing knowledge transfer, lead handoffs, and strategic guidance related to benefit compliance solutions

Job Complexity

Has substantial understanding of the job and contributes to the development of concepts and techniques. Applies knowledge and skills to complete complex tasks in creative and effective ways.

Interaction

Consistently works on complex assignments requiring independent action and a high degree of initiative to resolve issues. Makes recommendations for new procedures.

Supervision

Acts independently to determine methods and procedures on new assignments. Exercises initiative and judgement in completing recurring assignments. Often acts as a facilitator and team leader.

Experience

Typically requires a minimum of 6+ years of related experience.

Minimum Qualifications

• Bachelor's degree or equivalent experience

• 5+ years of experience in benefits sales, channel development, or related field, ideally in a B2B or SaaS environment

• Strong understanding of benefit compliance products such as ICHRA, QSEHRA, and ACA reporting

• Demonstrated experience building and managing high-value relationships with brokers, agencies, and COIs

• Proven ability to educate and influence audiences through presentations and webinars

• Proficiency with CRM and sales automation tools such as HubSpot

• Strong written, verbal, and presentation skills

• Self-starter with the ability to manage a high volume of outbound outreach and activity independently

Physical Demands

Prolonged periods of sitting at a desk and working on a computer. Must be able to lift up to 15 pounds. 

Travel Required

Yes, up to 15% domestic travel may be required.

Work Authorization

Employee must be legally authorized to work in the United States.

About isolved 

isolved is a provider of human capital management (HCM) solutions that help organizations recruit, retain and elevate their workforce. More than 195,000 employers and 8 million employees rely on isolved's software and services to streamline human resource (HR) operations and deliver employee experiences that matter. isolved People Cloud™ is a unified yet modular HCM platform with built-in artificial intelligence (AI) and analytics that connects HR, payroll, benefits, and workforce and talent management into a single solution that drives better business outcomes. Through the Sidekick Advantage™, isolved also provides expert guidance, embedded services and an engaged community that empowers People Heroes™ to grow their companies and careers. Learn more at www.isolvedhcm.com.