Director, Strategic Alliances – HCM
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Job Description
Director of Strategic Alliances building revenue-generating HCM partnerships for Asure Software. Driving partner pipeline, recurring revenue, and growth for small and mid-sized business customers.
Responsibilities:
- Develop and execute an HCM alliance strategy aligned with Asure’s small and mid-market growth priorities
- Identify, recruit, negotiate, launch, and grow high-potential partners across brokers, banks, CPA firms, payroll providers, technology companies, consultants, resellers, referral organizations, and marketplaces
- Own goals for partner-sourced and partner-influenced pipeline, recurring revenue, partner activation, and productivity
- Build business cases and partner business plans covering market opportunity, strategic fit, customer overlap, value propositions, referral and co-selling motions, enablement, pipeline expectations, and revenue targets
- Structure and negotiate referral, reseller, revenue-share, marketplace, technology, and co-selling relationships
- Establish rules of engagement for opportunity registration, account ownership, attribution, compensation, lead follow-up, data sharing, and channel-conflict resolution
- Partner with Sales to identify, qualify, develop, and close partner-generated opportunities
- Translate Asure’s payroll, HR, compliance, time and attendance, benefits, retirement, employee self-service, reporting, and managed-service capabilities into partner-facing value propositions
- Create repeatable partner sales plays, discovery tools, referral criteria, account-mapping strategies, use cases, competitive positioning, objection handling, and field enablement
- Lead partner onboarding, sales training, pipeline reviews, joint account planning, quarterly business reviews, executive briefings, and annual strategic-planning sessions
- Collaborate with Marketing on joint campaigns, webinars, events, communications, marketplace initiatives, and demand-generation programs
- Work across Product, Implementation, Operations, Customer Success, Marketing, and Sales to prepare partnerships for commercial, technical, and operational success
- Maintain partner opportunity attribution, CRM and PRM records, pipeline reporting, forecasts, referral documentation, and performance scorecards
- Monitor partner performance and recommend investments, corrective actions, program changes, or partnership exits based on productivity and 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 simplifying payroll, HR, compliance, and workforce management for small and mid-sized businesses
Requirements:
- 8+ years of experience in strategic alliances, channel sales, partner development, business development, HCM sales, or a related go-to-market role
- Demonstrated success building partnerships that generated measurable pipeline and revenue
- Direct experience within the payroll, HCM, HR technology, benefits, retirement, workforce management, HR compliance, or small-business services ecosystem
- Strong understanding of small and mid-market sales cycles, trusted-advisor channels, referral economics, reseller models, account mapping, pipeline management, forecasting, and executive relationship management
- Experience developing partner segmentation, joint value propositions, referral motions, co-selling strategies, business cases, and revenue plans
- Ability to communicate business challenges related to payroll accuracy, HR administration, regulatory compliance, employee experience, benefits coordination, workforce visibility, and operational efficiency
- Commercial and analytical mindset connecting alliance strategy to customer acquisition, recurring revenue, retention, expansion, and program ROI
- Experience negotiating partnership agreements, revenue-share structures, performance expectations, and go-to-market commitments
- Proven ability to build trusted relationships with partner executives, sales leaders, relationship managers, consultants, implementation teams, and internal revenue stakeholders
- Excellent executive communication, presentation, negotiation, and storytelling skills
- Ability to manage multiple strategic initiatives and establish priorities independently
- Strong proficiency with CRM, PRM, account-mapping, sales-engagement, marketplace, reporting, and productivity platforms; Salesforce strongly preferred
- Willingness to travel approximately 20%
- 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
- 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 is preferred
- Experience designing or managing referral-fee, revenue-share, reseller, co-selling, or marketplace programs is preferred
- Experience introducing new partnerships into a distributed field or inside-sales organization is preferred
- Must be legally authorized to work in the US; Asure is unable to sponsor or transfer visas
Benefits:
- Medical, Dental, Vision, HSA, FSA — all effective on day 1
- Company paid Basic Life Insurance, A+D, Long-Term Disability, and Short-Term Disability
- 401K Program with 3% safe harbor contribution
- Employee Stock Purchase Program
- Fitness Reimbursement Program
- Self-Managed PTO
- Uncapped commission structure
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