Director, Strategic Alliances – HCM

This is a fully remote position, open to applicants in Texas.

📋 Description

• Develop and implement a Human Capital Management (HCM) alliance strategy that aligns with Asure’s growth objectives for small and mid-sized markets.

• Identify, recruit, negotiate, launch, and expand partnerships with high-potential entities such as brokers, banks, CPA firms, payroll providers, technology firms, consultants, resellers, referral organizations, and marketplaces.

• Take ownership of goals related to partner-sourced and partner-influenced pipelines, recurring revenue, partner activation, and overall productivity.

• Create business cases and partner business plans that encompass market opportunities, strategic alignment, customer overlap, value propositions, referral and co-selling strategies, enablement, pipeline expectations, and revenue targets.

• Structure and negotiate various types of partnerships, including referral, reseller, revenue-sharing, marketplace, technology, and co-selling arrangements.

• Establish engagement rules for opportunity registration, account ownership, attribution, compensation, lead follow-up, data sharing, and resolving channel conflicts.

• Collaborate with the Sales team to identify, qualify, develop, and close opportunities generated through partners.

• Translate Asure’s offerings in payroll, HR, compliance, time and attendance, benefits, retirement, employee self-service, reporting, and managed services into compelling value propositions for partners.

• Design repeatable partner sales strategies, discovery tools, referral criteria, account-mapping strategies, use cases, competitive positioning, objection handling techniques, and field enablement resources.

• Lead activities related to partner onboarding, sales training, pipeline reviews, joint account planning, quarterly business reviews, executive briefings, and annual strategic planning sessions.

• Work with Marketing to develop joint campaigns, webinars, events, communications, marketplace initiatives, and demand-generation programs.

• Collaborate across Product, Implementation, Operations, Customer Success, Marketing, and Sales to ensure partnerships achieve commercial, technical, and operational success.

• Maintain accurate records of partner opportunities, CRM and PRM data, pipeline reports, forecasts, referral documentation, and performance scorecards.

• Monitor partner performance and suggest investments, corrective actions, program modifications, or partnership terminations based on productivity and return on investment (ROI).

• Represent Asure in executive partner meetings, customer discussions, industry events, association meetings, and HCM ecosystem forums.

• Drive measurable outcomes, including partner-sourced pipeline, recurring revenue, activated partners, conversion rates, partner engagement, retention, growth, reporting accuracy, and program ROI.

• Asure Software provides HCM software and services that simplify payroll, HR, compliance, and workforce management for small and mid-sized businesses.

⛳️ Requirements

• Over 8 years of experience in strategic alliances, channel sales, partner development, business development, HCM sales, or a related go-to-market role.

• Proven success in building partnerships that yield measurable pipeline and revenue outcomes.

• Direct experience within the ecosystems of payroll, HCM, HR technology, benefits, retirement, workforce management, HR compliance, or small-business services.

• Strong understanding of the sales cycles in small and mid-sized markets, trusted-advisor channels, referral economics, reseller models, account mapping, pipeline management, forecasting, and executive relationship management.

• Experience in developing partner segmentation, joint value propositions, referral strategies, co-selling approaches, business cases, and revenue plans.

• Ability to articulate business challenges related to payroll accuracy, HR administration, regulatory compliance, employee experience, benefits coordination, workforce visibility, and operational efficiency.

• Commercial and analytical mindset that connects alliance strategy to customer acquisition, recurring revenue, retention, expansion, and program ROI.

• Experience in negotiating partnership agreements, revenue-sharing structures, performance expectations, and go-to-market commitments.

• Proven track record of building trusted relationships with partner executives, sales leaders, relationship managers, consultants, implementation teams, and internal revenue stakeholders.

• Exceptional executive communication, presentation, negotiation, and storytelling abilities.

• Capacity to manage multiple strategic initiatives and set priorities independently.

• Strong proficiency in CRM, PRM, account-mapping, sales engagement, marketplace, reporting, and productivity platforms; experience with Salesforce is strongly preferred.

• Willingness to travel approximately 20% of the time.

• A Bachelor’s degree or equivalent professional experience is preferred.

• Established relationships within payroll, benefit broker, banking, CPA, HR consulting, technology, reseller, or small-business marketplace communities are preferred.

• Preferred experience with white-label HCM platforms, multi-tenant reseller models, embedded payroll, benefits administration, time and attendance, retirement solutions, HR compliance services, or managed HR offerings.

• Experience in designing or managing referral-fee, revenue-share, reseller, co-selling, or marketplace programs is preferred.

• Experience in introducing new partnerships into a distributed field or inside-sales organization is preferred.

• Must have legal authorization to work in the US; Asure is unable to sponsor or transfer visas.

🏝️ Benefits

• Medical, Dental, Vision, HSA, and FSA benefits become effective on day one.

• Company-paid Basic Life Insurance, Accidental Death & Dismemberment (A+D), Long-Term Disability, and Short-Term Disability.

• 401K Program with a 3% safe harbor contribution.

• Employee Stock Purchase Program.

• Fitness Reimbursement Program.

• Self-Managed Paid Time Off (PTO).

• Uncapped commission structure.