Position Summary The Business Sales Consultant, Channel Partner is responsible for driving new business growth through the development, management, and expansion of strategic channel partner relationships. This role cultivates referral sources, brokers, centers of influence, and other business partners to generate qualified opportunities for human capital management solutions, including payroll, HR technology, benefits administration, compliance support, and related workforce management services. The Business Sales Consultant, Channel Partner works closely with partners to identify client needs, educate them on the company's value proposition, support referral activity, and convert partner-sourced opportunities into closed business. This role maintains ownership of the full sales cycle for channel-generated opportunities from partner engagement and lead qualification through proposal, negotiation, close, post-sale transition, and implementation coordination. The Business Sales Consultant, Channel Partner consults with prospective clients to understand business needs, recommends appropriate HCM solutions, negotiates pricing and scope of service, completes required sales documentation, and finalizes the terms of the client service agreement. This role is also responsible for maintaining an accurate sales pipeline and forecast, documenting partner and prospect activity in the CRM, strengthening ongoing channel partner engagement, and achieving monthly, quarterly, and annual sales goals assigned by the sales leadership team.
Essential Duties and Responsibilities
• Proactively generate new business opportunities through assigned channel partner relationships, referral networks, brokers, centers of influence, and strategic business partners for HCM solutions, including payroll, HR technology, benefits administration, compliance support, and related workforce management services.
• Develop, strengthen, and maintain productive relationships with channel partners by educating them on the company's value proposition, ideal client profile, referral process, service capabilities, and differentiators in the HCM marketplace.
• Execute targeted partner-driven prospecting strategies, including referral development, partner outreach, joint planning, networking, email follow-up, social selling, market research, and collaboration with channel partners to access key decision makers.
• Conduct discovery meetings with partner-referred prospective clients to understand business needs, workforce challenges, current payroll and HR processes, vendor relationships, decision criteria, service expectations, and the role of the referring partner in the sales process.
• Present HCM solutions to partner-referred prospects in a manner that reinforces partner credibility and aligns with client needs, including service model, technology capabilities, payroll administration, HR support, benefits administration, compliance resources, pricing, and implementation expectations.
• Prepare proposals, executive summaries, pricing options, service recommendations, and client presentations for channel-sourced opportunities that clearly communicate the value of the company's HCM solutions and support partner-driven sales efforts.
• Negotiate pricing, scope of services, contract terms, and implementation timelines for partner-referred opportunities in partnership with sales leadership, internal stakeholders, and, when appropriate, the referring channel partner.
• Own and manage the full sales cycle for channel-generated opportunities from partner engagement, referral intake, and lead qualification through proposal, negotiation, close, internal handoff, client onboarding, and implementation transition.
• Partner with implementation, payroll, benefits, HR, compliance, operations, service teams, and channel partners as needed to ensure a smooth transition from signed agreement to client implementation while maintaining a positive partner and client experience.
• Stay informed of HCM industry trends, partner channel dynamics, employment-related compliance developments, competitor offerings, market conditions, and partner and client feedback to identify referral opportunities and competitive risks.
• Develop channel lead generation strategies and maintain accurate, timely documentation of partner activity, referral sources, sales activities, pipeline status, forecasted revenue, client communications, and next steps in Salesforce or other CRM systems.
• Consistently meet or exceed assigned monthly, quarterly, and annual channel sales goals, referral activity expectations, partner engagement metrics, and other performance objectives established by sales leadership.
• Complete and submit accurate new business paperwork, client service agreement documentation, partner and referral tracking, expense reports, and weekly activity reports by established deadlines.
• Frequent domestic travel will be required to attend team onsite meetings, prospective client visits, customer events, broker and channel partner meetings, industry conferences, and training sessions. This may include air travel, ground transportation, and in some cases potential public transportation.
Marginal Functions
• Build, maintain and promote relationships with team members, peers across disciplines, and all other company team members ensuring effective coordination of communications and services affecting clients.
• Attend webinars and training to stay up to date on best practices related to the company and department.
• Complete projects and other duties as assigned by supervisor.
Knowledge, Skills, and Abilities
• Proactive and highly motivated individual with a strong focus on achieving new business goals.
• Demonstrated ability to drive revenue growth and exceed sales targets.
• Exceptional negotiation and closing skills with the ability to influence key stakeholders.
• Understanding and consistent execution of sales methodologies, strategies, and best practices.
• Knowledge of Customer Relationship Management (CRM) systems and tools.
• In-depth understanding of the company's products or services.
• Excellent verbal and written communication skills for effective collaboration and presentations.
• Efficiently managing time to balance multiple clients and tasks, while staying organized in a dynamic work environment.
• Ability to define problems, collect and interpret data, establish facts, and draw valid conclusions to perform key responsibilities.
• Ability to represent and display a professional style, pride and adhere to corporate policies and procedures.
• Perform with sound business ethics and a high standard of performance while pursuing established goals
• Uphold the highest standards of confidentiality and privacy in all aspects of the role.
• Flexibility to adjust strategies based on market changes and business needs.
• Strong ability to work cross functionally with other departments.
• Commitment to understanding and meeting customer needs.
Education & Experience
• High School Diploma or equivalent combination of experience, skills, education (including other relevant non-traditional degree programs, certifications, or job training programs) preferred.
• At least two years of business-to-business (B2B) sales experience required (preferably field sales) within a results-driven environment. Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals preferred.
• Prior HCM, payroll, PEO, HR technology, or channel partner experience preferred but not required.
• Previous experience and proficiency with CRM tools (Salesforce or similar) preferred.
• Proficiency with Microsoft Office software (Outlook, Microsoft Teams, Excel, Word, PowerPoint) and demonstrated ability to learn other applications as needed.
Required Licenses and/or Certifications This role requires a valid, non-restrictive driver's license as it involves regular travel to client sites and company locations.
Physical, Mental, & Communication Demands
Physical Demands
• Sedentary Work: Primarily involves sitting for extended periods, often at a desk or computer.
• Manual Dexterity: Frequent use of hands and fingers to operate a computer keyboard, mouse, and other office equipment.
• Mobility: Ability to travel occasionally for meetings, events and partner visits. Occasional walking or traversing throughout the office to meet with leaders and other employees.
• Visual Acuity: Ability to read and analyze data on a computer screen (or to read and analyze data with reasonable accommodation) and in printed materials.
• Lifting & Carrying: Minimal physical lifting required, but may involve handling documents, and lifting light office supplies.
Mental Demands
• Attention to Detail: High level strategic thinking combined with attention to operational detail.
• Problem-Solving: Strong problem-solving skills with a focus on scalability and efficiency.
• Multitasking: Ability to manage multiple priorities and deadlines in a fast-paced, dynamic environment.
• Decision-Making: Sound judgement and decision-making in ambiguous or complex situations.
• Adaptability: Ability to adapt to changing market conditions and partner needs. Stress Management: Resilience under pressure and adaptability to shifting business needs.
Communication Demands
• Interpersonal Skills: Ability to build and maintain strong relationships and communicate effectively with employees, managers, clients and external vendors.
• Negotiation: Skilled in negotiation, conflict resolution, and influencing without authority.
• Cultural Sensitivity: Communicate with individuals from diverse cultural backgrounds, demonstrating cultural awareness and sensitivity.
• Verbal and Written Communication: Exceptional verbal and written communication skills for executive-level reporting, cross functional coordination, and team leadership. Ability to clearly articulate strategy, goals, and expectations across diverse teams.
• Presentation Skills: Ability to present to internal stakeholders, external partners, and senior leadership.
Environmental Conditions Primarily will be an indoor, office environment. May occasionally have moderate noise level from copiers, W2 or check printers, and coworkers. May work in various additional environments, including client offices, industry conferences, customer events, and training sessions. This means adapting to different settings and conditions regularly. This role may involve extended periods of sitting during travel and meetings, as well as standing and walking during client visits and events.
Disclaimer This job description in no way states or implies that these are the only duties to be performed by the employee filling this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by management. Management has the right to add to, revise, or delete information in this job description. Reasonable accommodation will be made to enable qualified individuals with disabilities to perform the essential functions of this position. This document does not create an employment contract, implied or otherwise. Employment remains "at will".
This position is eligible for the following benefits:
• Health Insurance: Medical, dental, and vision coverage
• Retirement Plan: 401(k) with company match
• Paid Time Off: PTO, Holidays, Parental leave and Sick Leave provided as required by applicable state law
• Other Benefits: Life insurance, short term disability, long term disability, employee assistance program (EAP), flexible spending account (FSA), health savings account (HSA), Identity theft protection, critical illness, accident, cancer, hospital protection, legal and pet insurance.
$0 - $0 a year
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
