Channel Sales Lead

Align HCM•Saint Petersburg, FL

1d•$90,000 - $120,000•Remote

About The Position

Align HCM is a consulting and managed services firm focused on helping mid-market organizations get the most from their HCM technology investments. Our SmartCare platform provides post-implementation optimization, managed payroll, managed HRIS, and managed WFM services. Clients keep their own system with no migration, no co-employment, and no vendor lock-in. Insurance brokers and benefits consultants already have trusted relationships with the HR and finance leaders SmartCare serves. This role will build and own a Broker Partnership Program that turns those relationships into a consistent source of qualified opportunities for Align HCM. You will recruit broker partners, enable them to identify SmartCare-fit clients, and own the full sales cycle on every broker-referred deal.

Requirements

5+ years in channel sales, partnership development, or business development in HCM, HR technology, benefits, or insurance brokerage.
Existing relationships with insurance brokers, benefits consultants, or HR advisory firms serving mid-market employers (200–2,000 employees).
Track record of building partner programs from scratch and generating measurable revenue through channel partnerships.
Understanding of the mid-market HR buyer: post-implementation pain points, CFO and VP HR buying dynamics, and benefits renewal cycles.
Comfortable selling consultative, high-value managed services with multi-month sales cycles.
Experience with CRM tools (HubSpot preferred) for pipeline tracking and partner management.

Nice To Haves

Experience with UKG, Dayforce, or similar enterprise HCM platforms.
Familiarity with managed services or outsourcing models (managed payroll, managed HRIS, managed WFM).
Knowledge of revenue-share partnership structures (e.g. Paycor Partner+ or isolved Preferred Partnerships).
Experience selling into healthcare, manufacturing, food production, or hospitality verticals.
Background in or exposure to insurance brokerage operations, benefits consulting, or PEO/ASO sales.

Responsibilities

Build the Broker Partner Network
Identify and engage insurance brokers and benefits consultants in Align’s core geographies who serve mid-market employers (200–5,000 employees).
Prioritize brokers who serve companies running UKG or Dayforce.
Launch with 3–5 pilot partnerships, then scale to 15–20 active partners within the first year.
Host quarterly broker education sessions (virtual or in-person) on post-go-live HCM challenges and how SmartCare addresses them.
Own the Sales Cycle on Broker-Referred Deals
Run discovery, build proposals, negotiate, close, and hand off to the SmartCare delivery team.
Manage a pipeline of broker-sourced opportunities and maintain accurate forecasting in HubSpot.
Collaborate Across Teams
Coordinate with the direct sales team on broker-sourced leads that overlap with existing accounts or PE portfolio companies.
Work with marketing to produce broker-specific content: case studies, co-branded collateral, and webinar invitations.
Track all broker-sourced leads and revenue attribution in HubSpot to measure channel ROI and partner performance.