Channel Business Consultant - Dallas, Houston, San Antonio, Austin, TX

Distro•Texas, TX

2d•$70,000 - $80,000•Onsite

About The Position

The Business Sales Consultant, HCM identifies, cultivates, and closes new business opportunities for human capital management solutions, including payroll, HR technology, benefits administration, compliance support, and related workforce management services. The role generates opportunities through networking, channel partner relationships, referrals, and self-directed prospecting, and develops targeted strategies to reach decision makers at prospective client organizations. The consultant owns the full sales cycle, from initial outreach through discovery, proposal, negotiation, close, post-sale transition, and implementation coordination. Responsibilities include understanding prospective clients’ needs, recommending suitable solutions, negotiating pricing and service scope, completing sales documentation, and finalizing client service agreements. The role also maintains sales pipeline and forecast accuracy, records activity in a CRM, and works toward sales goals set by sales leadership. The position is based in a designated territory and requires frequent domestic travel for team meetings, client visits, partner meetings, events, conferences, and training. The work is primarily indoors in an office setting, with work also taking place at client offices and event venues.

Requirements

More than two years of HCM sales experience in a results-driven environment.
Valid, non-restrictive driver's license; the role involves regular travel to client sites and company locations.
Strong motivation and focus on achieving new-business goals.
Demonstrated ability to drive revenue growth and exceed sales targets.
Negotiation and closing skills, including the ability to influence key stakeholders.
Understanding and consistent execution of sales methodologies, strategies, and best practices.
Knowledge of CRM systems and tools.
Understanding of the company’s products or services.
Excellent verbal and written communication skills.
Ability to manage time, stay organized, and balance multiple clients and tasks.
Ability to define problems, interpret data, establish facts, and draw valid conclusions.
Professional conduct, adherence to company policies, sound business ethics, and commitment to established goals.
Ability to maintain confidentiality and privacy.
Flexibility to adjust strategies to market changes and business needs.
Ability to work cross-functionally and meet customer needs.
Ability to use Microsoft Office applications, including Outlook, Microsoft Teams, Excel, Word, and PowerPoint, and learn other applications as needed.

Nice To Haves

High school diploma or equivalent combination of experience, skills, and education is preferred.
Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals.
Prior sales experience with payroll, PEO, HR technology, or benefits.
Experience and proficiency with Salesforce or a similar CRM.

Responsibilities

Generate new business opportunities within the designated territory for HCM solutions.
Build and maintain referral relationships with brokers, channel partners, centers of influence, and other strategic business partners.
Use cold calling, networking, email outreach, social selling, market research, and partner referrals to reach decision makers.
Conduct discovery meetings to understand prospective clients’ needs, workforce challenges, current processes, vendor relationships, decision criteria, and service expectations.
Present HCM solutions aligned with client needs, including service models, technology, payroll, HR support, benefits administration, compliance resources, pricing, and implementation expectations.
Prepare proposals, executive summaries, pricing options, service recommendations, and client presentations.
Negotiate pricing, service scope, contract terms, and implementation timelines with sales leadership and internal stakeholders.
Manage the full sales cycle from lead generation through close, coordinating resources for solution design, onboarding, and implementation transition.
Partner with implementation, payroll, benefits, HR, compliance, operations, and service teams to transition signed agreements into client implementation.
Monitor HCM industry trends, employment-related compliance developments, competitor offerings, market conditions, and client feedback.
Develop lead-generation strategies and document sales activities, pipeline status, forecasted revenue, client communications, and next steps in Salesforce or another CRM.
Meet or exceed monthly, quarterly, and annual sales goals, activity expectations, and other performance metrics.
Submit accurate new-business paperwork, client service agreement documentation, expense reports, and weekly activity reports by deadlines.
Travel domestically for team onsite meetings, prospective client visits, customer events, broker and channel partner meetings, conferences, and training.
Build and promote effective working relationships with team members and colleagues across disciplines.
Attend webinars and training to stay informed about company and department best practices.
Complete projects and other duties as assigned by a supervisor.

Benefits

Medical, dental, and vision coverage
401(k) with company match
Paid time off, holidays, parental leave, and sick leave as required by applicable state law
Life insurance
Short-term disability
Long-term disability
Employee assistance program
Flexible spending account
Health savings account
Identity theft protection
Critical illness, accident, cancer, and hospital protection
Legal insurance
Pet insurance