VP, Channel Sales

Trinity Hunt Partners

About The Position

Allvia is a family of HR outsourcing (HRO) operating companies serving small and mid-sized employers with payroll, benefits administration, HR compliance, risk, and workforce technology solutions. Our solutions enable organizations to leverage HR as a strategic partner to the C-suite by delivering key outcomes to solving business opportunities. Channel partnerships are a core pillar of Allvia's growth strategy. Benefit brokers, private equity firms, and other trusted advisors sit adjacent to thousands of employers who need what our operating companies deliver. This role owns that opportunity. The Vice President, Channels will build and execute Allvia's partner-led growth strategy — establishing a repeatable channel motion that generates qualified referrals and pipeline for the Allvia operating companies to convert into new clients, market share, and revenue. This is a player-coach role. In the first phase, this leader will personally prospect, pitch, and close partnership agreements with decision makers at target firms while designing the operating model — partner segmentation, value proposition, agreement structure, referral process, enablement materials, and reporting. As the motion proves out, this individual is expected to build and lead a channel team over the next 6–12 months. Success requires equal parts strategy and hustle: the credibility to sit across from a broker principal or private equity operating partner, and the discipline to convert those conversations into signed agreements and measurable pipeline.

Requirements

Credibility to sit across from a broker principal or private equity operating partner.
Discipline to convert conversations into signed agreements and measurable pipeline.
Experience in prospecting, pitching, and closing partnership agreements.
Ability to design an operating model including partner segmentation, value proposition, agreement structure, referral process, enablement materials, and reporting.
Experience building and leading a channel team.
Experience working with legal, finance, and operating company leadership on commercial terms, referral economics, and compliance.
Experience developing partner-facing narratives and enablement toolkits.
Experience owning referral and pipeline generation numbers.
Experience establishing lead qualification criteria, routing rules, SLAs, and feedback loops.
Experience partnering with sales leaders to align on target profiles, capacity, and messaging.
Experience serving as the voice of the partner internally.
Experience maintaining accurate partner and pipeline data in CRM and reporting on key metrics.
Experience codifying processes into a repeatable channel playbook.
Experience defining channel team structure, roles, coverage, and compensation.
Experience recruiting, hiring, onboarding, and coaching channel managers.
Experience building an operating cadence including pipeline reviews, partner business reviews, forecasting, and quarterly planning.
Experience working with marketing on co-marketing, campaigns, events, and demand generation programs.
Experience coordinating with operations and service delivery.
Experience providing visibility into channel performance, pipeline contribution, and investment needs to executive teams.

Nice To Haves

Experience in HR outsourcing (HRO) industry.
Experience with benefit brokers, private equity firms, CPA and accounting firms, PEO and insurance carriers, associations, staffing and RPO firms, technology partners.

Responsibilities

Design and own Allvia's channel strategy, including partner segmentation, ideal partner profile, prioritization, and coverage model.
Build and manage a target list of benefit brokers, private equity firms, and adjacent referral sources; expand into additional channels (e.g., CPA and accounting firms, PEO and insurance carriers, associations, staffing and RPO firms, technology partners) as the model matures.
Engage partners at the decision-maker level — brokerage principals and producers, private equity operating partners and portfolio talent leaders — and articulate the Allvia value proposition with credibility.
Negotiate and execute partnership and referral agreements, working with legal, finance, and operating company leadership on commercial terms, referral economics, and compliance.
Develop the partner-facing narrative and enablement toolkit: value proposition, positioning by channel, pitch materials, one-pagers, case studies, and objection handling.
Own a referral and pipeline generation number: drive qualified opportunities from partners into the Allvia operating companies for sales execution and close.
Establish a clean handoff process — lead qualification criteria, routing rules, SLAs, and feedback loops — so partner-sourced opportunities are worked consistently and partners see results.
Partner closely with operating company sales leaders to align on target profiles, capacity, and messaging, and to ensure partner-sourced deals convert.
Serve as the voice of the partner internally, surfacing product, service, and process gaps that affect referral volume or partner confidence.
Maintain accurate partner and pipeline data in CRM; report weekly and monthly on partner activity, agreements signed, referrals, pipeline created, and closed-won revenue.
Codify what works into a repeatable channel playbook — outreach, pitch, agreement, onboarding, activation, and ongoing partner management.
Define the future-state channel team structure, roles, territory or channel coverage, and compensation design in partnership with the CRO.
Recruit, hire, onboard, and coach channel managers as the model scales; set targets and manage performance.
Build the operating cadence: pipeline reviews, partner business reviews, forecasting, and quarterly planning.
Work with marketing to develop partner co-marketing, campaigns, events, and demand generation programs that drive referral volume.
Coordinate with operations and service delivery to ensure partner-referred clients receive an onboarding experience that protects the partner relationship.
Provide the CRO and executive team with clear visibility into channel performance, pipeline contribution, and investment needs.