VP, Channel Sales

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

📋 Description

• Develop and implement Allvia's partner-driven growth strategy to cultivate qualified referrals and pipeline for its HR outsourcing divisions.

• Personally identify, present, and finalize partnership agreements with benefit brokers, private equity firms, and various referral sources.

• Create partner segmentation, value propositions, agreement frameworks, referral procedures, enablement resources, and reporting mechanisms.

• Oversee channel strategy, target partner lists, prioritization, and coverage frameworks.

• Engage with brokerage leaders, producers, private equity operating partners, and talent leaders within portfolios.

• Negotiate and finalize partnership and referral agreements in collaboration with legal, finance, and operational leadership.

• Craft partner-facing narratives, presentation materials, case studies, and resources for handling objections.

• Propel qualified partner-sourced opportunities into operating companies for sales execution and closure.

• Establish processes for lead qualification, routing, SLAs, handoffs, and feedback mechanisms.

• Coordinate with operating company sales leaders regarding target profiles, capacity, messaging, and conversion rates.

• Maintain partner and pipeline information in CRM systems and report on activities, agreements, referrals, pipeline status, and revenue closed-won.

• Systematize a repeatable channel playbook and outline the future structure of the channel team and compensation plans.

• Recruit, hire, onboard, mentor, and oversee channel managers as the model expands.

• Conduct pipeline reviews, partner business evaluations, forecasting, and quarterly planning sessions.

• Develop co-marketing initiatives, campaigns, events, and demand generation programs in collaboration with the marketing team.

• Coordinate onboarding with operations and service delivery to maintain partner relationships.

• Provide the CRO and executive team with insights into channel performance, pipeline contributions, and investment requirements.

⛳️ Requirements

• Established credibility with benefit broker principals, private equity operating partners, and other trusted advisors.

• Proven ability to personally identify, present, and finalize partnership agreements.

• Competence in designing partner segmentation, value propositions, agreement structures, referral processes, enablement resources, and reporting systems.

• Experience in engaging decision-makers at targeted firms.

• Proficiency in negotiating partnership and referral agreements with legal, finance, and operational leadership.

• Ability to clearly articulate Allvia's value proposition and create partner-facing sales materials.

• Skill in generating qualified referrals and pipeline while advancing partner-sourced opportunities through the sales process.

• Understanding of lead qualification criteria, routing protocols, SLAs, and feedback loops.

• Experience in maintaining accurate partner and pipeline data within a CRM system.

• Capability to define the structure, coverage, and compensation design of the channel team.

• Expertise in recruiting, hiring, onboarding, mentoring, and managing channel managers.

• Ability to develop co-marketing initiatives, campaigns, events, and demand generation strategies.

• Skill in collaborating with operations, service delivery, marketing, sales leaders, the CRO, and executive leadership.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Opportunities for career advancement and professional development.

• Flexible work schedule and remote work options.

• Collaborative and innovative work environment.