This is a remote position.
How you will contribute
Asure is seeking a commercially driven Director of Strategic Alliances to build partnerships that generate qualified pipeline, recurring revenue, and long-term customer growth.
This leader will develop and scale relationships across the HCM ecosystem, including benefit brokers, banks, CPA and accounting firms, payroll providers, HR consultants, technology companies, referral partners, resellers, and marketplace channels serving small and mid-sized employers.
You will own the full partner lifecycle-from identifying and recruiting high-potential partners through activation, enablement, pipeline development, opportunity conversion, and ongoing growth. You will also develop commercially viable partnership models, establish clear rules of engagement, and create the operating discipline needed to turn strategic relationships into consistent revenue.
Success in this role requires more than building relationships. It requires translating those relationships into measurable partner productivity, qualified opportunities, closed revenue, and improved outcomes for Asure's clients.
Major Duties and Responsibilities:
- Develop and execute an HCM alliance strategy aligned with Asure's small and mid-market growth priorities.
- Identify, recruit, negotiate, launch, and grow high-potential partners across priority channels, including brokers, banks, CPA firms, payroll providers, technology companies, consultants, resellers, referral organizations, and marketplaces.
- Own annual goals for partner-sourced pipeline, partner-influenced pipeline, recurring revenue, partner activation, and partner productivity.
- Build business cases for new partnerships by evaluating market opportunity, strategic fit, customer overlap, revenue potential, implementation requirements, economics, and speed to market.
- Develop partner business plans defining target markets, ideal customer profiles, customer challenges, joint value propositions, referral and co-selling motions, enablement requirements, pipeline expectations, and revenue targets.
- Structure and negotiate referral, reseller, revenue-share, marketplace, technology, and co-selling relationships in partnership with Asure's legal, finance, product, compliance, and executive teams.
- Establish clear rules of engagement for opportunity registration, account ownership, partner attribution, compensation, lead follow-up, data sharing, and channel-conflict resolution.
- Partner with Asure's sales organization to identify, qualify, develop, and close partner-generated opportunities.
- Translate Asure's payroll, HR, compliance, time and attendance, benefits, retirement, employee self-service, reporting, and managed-service capabilities into compelling partner-facing value propositions.
- Create repeatable partner sales plays, including discovery tools, referral criteria, account-mapping strategies, customer use cases, competitive positioning, objection handling, and field enablement.
- Lead partner onboarding, sales training, pipeline reviews, joint account planning, quarterly business reviews, executive briefings, and annual strategic-planning sessions.
- Collaborate with Marketing to develop joint campaigns, webinars, events, partner communications, marketplace initiatives, and demand-generation programs targeting small and mid-sized employers and their trusted advisors.
- Work across Product, Implementation, Operations, Customer Success, Marketing, and Sales to ensure new partnerships are commercially, technically, and operationally prepared to succeed.
- Maintain accurate partner opportunity attribution, CRM and PRM records, pipeline reporting, forecasts, referral documentation, and performance scorecards.
- Monitor partner performance and recommend investments, corrective actions, program changes, or partnership exits based on productivity and return on investment.
- Represent Asure in executive partner meetings, customer discussions, industry events, association meetings, and other HCM ecosystem forums.
Success will be measured through a combination of revenue results, partner productivity, and program execution, including:
- Partner-sourced and partner-influenced pipeline
- Closed annual recurring revenue
- Number of activated and revenue-producing partners
- Time from partner launch to first qualified opportunity
- Referral-to-opportunity and opportunity-to-close conversion
- Pipeline and revenue generated per active partner
- Partner engagement, retention, and year-over-year growth
- Accuracy of partner attribution, reporting, and forecasting
- Return on investment from partner programs and joint marketing initiatives
Required Qualifications
- 8+ years of experience in strategic alliances, channel sales, partner development, business development, HCM sales, or a related go-to-market role.
- Demonstrated success building partnerships that generated measurable pipeline and revenue.
- Direct experience within the payroll, HCM, HR technology, benefits, retirement, workforce management, HR compliance, or small-business services ecosystem.
- Strong understanding of small and mid-market sales cycles, trusted-advisor channels, referral economics, reseller models, account mapping, pipeline management, forecasting, and executive relationship management.
- Experience developing partner segmentation, joint value propositions, referral motions, co-selling strategies, business cases, and revenue plans.
- Ability to communicate business challenges related to payroll accuracy, HR administration, regulatory compliance, employee experience, benefits coordination, workforce visibility, and operational efficiency.
- Commercial and analytical mindset with the ability to connect alliance strategy to customer acquisition, recurring revenue, retention, expansion, and program ROI.
- Experience negotiating partnership agreements, revenue-share structures, performance expectations, and go-to-market commitments.
- Proven ability to build trusted relationships with partner executives, sales leaders, relationship managers, consultants, implementation teams, and internal revenue stakeholders.
- Excellent executive communication, presentation, negotiation, and storytelling skills.
- Ability to manage multiple strategic initiatives, establish priorities independently, and maintain momentum across internal and external stakeholders.
- Strong proficiency with CRM, PRM, account-mapping, sales-engagement, marketplace, reporting, and productivity platforms. Salesforce experience is strongly preferred.
- Willingness to travel approximately 20% for partner meetings, customer engagements, industry events, and internal planning sessions.
Preferred Qualifications
- Bachelor's degree or equivalent professional experience.
- Established relationships within the payroll, benefit broker, banking, CPA, HR consulting, technology, reseller, or small-business marketplace communities.
- Experience with white-label HCM platforms, multi-tenant reseller models, embedded payroll, benefits administration, time and attendance, retirement solutions, HR compliance services, or managed HR offerings.
- Experience designing or managing referral-fee, revenue-share, reseller, co-selling, or marketplace programs.
- Experience introducing new partnerships into a distributed field or inside-sales organization.
Compensation
The on target earnings (OTE) range for this position is $175,000 - $200,000 annually, based on relevant experience, skills, and industry knowledge. The compensation package includes an uncapped commission structure. Asure Software offers a variety of employee benefits. Salary information is determined by market location and is provided in accordance with state and local pay-transparency laws. Applicants should apply via www.asuresoftware.com/careers.
Benefits
- Medical, Dental, Vision, HSA, FSA- All effective on day 1!
- Company paid Basic Life Insurance, A+D, Long-Term Disability, and Short-Term Disability
- 401K Program with 3% safe harbor contribution
- Employee Stock Purchase Program
- Fitness Reimbursement Program
- Self-Managed PTO
