The client is seeking a Director of Channel Partnerships to build and lead new distribution partnerships with the platforms that connect employers to benefits, including HCM and payroll providers, PEOs, and benefits administration providers. This is a builder-seat role focused on opening relationships quickly, structuring and negotiating commercial agreements, and ensuring partners actively attach, list, co-sell, and move employers through the sales motion. In year one, the role owns the partnership lifecycle end to end, acting as the primary face of the channel relationships through launch and ongoing management.
Key responsibilities include identifying, prioritizing, and launching new channel partnerships; running the full deal cycle from outreach and pitching through business case development, commercial terms, negotiation, and signature in partnership with the legal team; and translating signed agreements into live partner motions such as listings, co-selling, or attachments where employers begin taking action. The director will also develop channel enablement to support partner and client-facing sellers, including positioning, talk tracks, objection handling, and practical materials that support partner-driven engagement. Ongoing partner ownership includes maintaining cadence calls, pipeline reviews, handling escalations, and coordinating executive relationships, while collaborating with product and implementation teams on partner operational needs for eligibility, enrollment, and integration requirements.
Success in the first year is expected to include a focused pipeline of high-potential HCM, payroll, PEO, and benefits administration partners; multiple new partnerships signed and live with clear commercial terms and operating plans; and consistently qualified employer opportunities generated through active partner relationships. The role typically requires six or more years in channel partnerships, strategic partnerships, or partner-led business development with demonstrated ability to land new partners, along with direct experience partnering with HCM/payroll platforms, PEOs, or benefits administration providers. Preferred qualifications include experience negotiating partnership agreements and owning commercial terms post-signature, strong understanding of the employer benefits distribution landscape, and sufficient technical fluency to discuss eligibility files, enrollment, single sign-on, and integration requirements, as well as comfort operating in environments with limited existing process or materials.