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 (HCM) 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 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 models, 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 is 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, 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 sessions to stay up to date on best practices related to the company and department.
- Complete projects and other duties as assigned by the 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 and services.
- Excellent verbal and written communication skills for effective collaboration and presentations.
- Ability to efficiently manage time, balance multiple clients and tasks, and remain 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 maintain a professional image while adhering to corporate policies and procedures.
- Demonstrate 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.
Required Education & Experience
- High School Diploma or an equivalent combination of experience, skills, and education (including other relevant non-traditional degree programs, certifications, or job training programs) preferred.
- More than two (2) years of prior HCM, payroll, PEO, HR technology, or channel partner experience required within a results-driven environment.
- Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals preferred.
- Previous experience and proficiency with CRM tools (Salesforce or similar) preferred.
- Proficiency with Microsoft Office applications (Outlook, Microsoft Teams, Excel, Word, and PowerPoint) and the demonstrated ability to learn additional applications as needed.
Required Licenses and/or Certifications
- Valid, non-restrictive driver s license required, as this role involves regular travel to client sites and company locations.
Physical, Mental, & Communication Demands
Physical Demands
- Sedentary Work: Occasionally 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: Frequent travel to meet with clients, attend conferences, and conduct business activities. Occasional walking throughout the office to meet with leaders and employees or traveling offsite to meet with clients.
- Visual Acuity: Ability to read and analyze data on a computer screen and in printed materials, with or without reasonable accommodation.
- Lifting & Carrying: Minimal physical lifting required, but may involve handling documents and lifting light office supplies.
Mental Demands
- Strategic Thinking: High level of concentration required to develop and implement sales strategies.
- Decision Making: Ability to make quick, informed decisions based on data and market conditions.
- Attention to Detail: High level of accuracy needed for managing client presentations, reports, and communications.
- Problem-Solving: Continuous need to identify and resolve issues that may impact sales performance.
- Multitasking: Ability to manage multiple tasks and projects simultaneously, often under tight deadlines.
- Stress Management: Ability to handle high-pressure situations calmly and effectively, especially when dealing with client concerns.
Communication Demands
- Interpersonal Skills: Strong ability to build relationships and communicate effectively with employees, managers, clients, and external vendors.
- Cultural Sensitivity: Ability to communicate with individuals from diverse cultural backgrounds while demonstrating cultural awareness and sensitivity.
- Written Communication: Ability to prepare clear and concise documentation, including emails and notes.
- Verbal Communication: Ability to conduct presentations and training sessions and provide clear instructions and support to clients, employees, and managers.
- Presentation Skills: Proficiency in presenting sales strategies and performance reports to executive leadership and stakeholders.
- Virtual Communication: Ability to effectively communicate, present, collaborate, and build relationships using Microsoft Teams, video conferencing platforms, screen-sharing tools, and other virtual meeting technologies with prospective clients, channel partners, and internal teams.
Environmental Conditions
Primarily an indoor office environment. May occasionally experience moderate noise levels from copiers, W-2 or check printers, and coworkers. This role will also require work in various environments, including client offices, industry conferences, customer events, and training sessions. The position requires adaptability to different settings and conditions and 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. The employee will be required to follow any other job-related instructions and perform any other job-related duties requested by management.
Management reserves the right to add, revise, or delete information contained in this job description. Reasonable accommodation will be made to enable qualified individuals with disabilities to perform the essential functions of this position.