Director, Strategic Accounts & Channel Development

Director, Strategic Accounts & Channel Development

JULY is seeking a senior distribution leader to build and expand our institutional and channel partnerships across the retirement plan marketplace. This role owns national relationships with advisor home offices, broker-dealers, custodians, fiduciary platforms, payroll providers, and emerging distribution channels — with a mandate to create scalable, repeatable growth paths for JULY’s Regional Sales Directors.

The Director of Strategic Accounts & Channel Development is responsible for architecting channel strategy, negotiating commercial alignment with partners, driving advisor penetration within those partners, and ensuring JULY becomes a preferred provider within their distribution ecosystems.

This is a high-impact, outward-facing role for a candidate who brings commercial discipline, political navigation skills, and a strong understanding of the retirement plan landscape.

Channel Strategy & Leadership

• Build and lead JULY’s national channel and institutional distribution program.
• Identify, prioritize, and onboard new strategic partner channels that can materially expand advisor reach and sales velocity.
• Develop multi-year channel roadmaps, including segmentation, penetration strategies, commercial alignment, and performance expectations.
• Negotiate partner agreements, product positioning, service alignment, and home-office approvals.

Strategic Account Ownership

• Serve as the primary executive relationship owner for top-tier partner firms and distribution platforms.
• Conduct regular business reviews with partner leadership, ensuring clear expectations, growth plans, and performance accountability.
• Drive expansion within existing partners, including deeper advisor adoption, increased producing advisors, and broader product penetration.
• Build partner-specific go-to-market strategies that accelerate advisor activity and new plan production.
• Collaborate with Regional Sales Directors and other growth leaders to coordinate field engagement and maximize opportunities within partner ecosystems.
• Deliver high-impact presentations, product positioning sessions, and training to partner home offices and advisor networks.
• Work with partners to design joint marketing programs, advisor education initiatives, targeted campaigns, and content strategies.
• Represent JULY at conferences, national sales meetings, and partner events to strengthen visibility and drive engagement.

Collaboration & Internal Alignment

• Partner with Business Development and Product teams to tailor channel-specific solutions, integrations, and service models.
• Work with Marketing to refine advisor targeting, partner campaigns, and pipeline acceleration strategies.
• Support the Internal Sales Desk through partner intelligence, advisor lists, and targeted outreach guidance.
• Provide structured feedback to improve systems, automation, and analytics supporting channel distribution and lead flow.

Analytics, Reporting & Accountability

• Maintain a disciplined and transparent pipeline aligned with partner strategies and JULY sales objectives.
• Analyze partner production data to assess advisor activity, penetration rates, and revenue contribution.
• Report trends, risks, and opportunities to senior leadership with clear recommendations for action.
• Monitor ROI on partner programs and adjust strategies based on performance results.

• Revenue / Assets Sold from assigned strategic accounts and channels.
• Advisor Penetration within each partner.
• Growth Rate in plan count and assets from top distribution partners.
• New product creation/expansion from top distribution partners.
• Win Rates on partner-sourced opportunities.
• Partner Engagement demonstrated through business reviews, campaigns, and field alignment.

Required

• 7–12+ years of institutional distribution, channel sales, or strategic account leadership experience.
• Deep knowledge of qualified plans, ERISA rules, and plan design.
• Success managing home-office relationships.
• Strong commercial acumen, negotiation skills, and executive presence.

Preferred

• Experience building or scaling a national channel program.
• Background in TPA or recordkeeping distribution.

JULY is a fast-growing, technology-forward retirement plan services company supporting over 8,500 employers and 250,000 participants. We pair innovation with hands‑on expertise to deliver exceptional experiences to financial advisors, institutions, and plan sponsors.