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Distro is seeking a Channel Business Consultant to drive new business growth through the development, management, and expansion of strategic channel partner relationships. This role is responsible for cultivating referral sources, brokers, centers of influence, and other business partners to generate qualified opportunities for human capital management (HCM) solutions, including payroll, HR technology, benefits administration, compliance support, and related workforce management services.
You will work closely with partners to identify client needs, educate them on the company's value proposition, support referral activity, and convert partner-sourced opportunities into closed business. You will maintain ownership of the full sales cycle for channel-generated opportunities from partner engagement and lead qualification through proposal, negotiation, close, post-sale transition, and implementation coordination.
Key responsibilities include:
- Proactively generate new business opportunities through assigned channel partner relationships, referral networks, brokers, and strategic business partners
- Develop, strengthen, and maintain productive relationships with channel partners by educating them on the company's value proposition, ideal client profile, and HCM marketplace differentiators
- Execute targeted partner-driven prospecting strategies, including referral development, partner outreach, joint planning, networking, and social selling
- Conduct discovery meetings with partner-referred prospective clients to understand business needs, workforce challenges, and current processes
- Present HCM solutions to prospects in a manner that reinforces partner credibility and aligns with client needs
- Prepare proposals, executive summaries, pricing options, and client presentations for channel-sourced opportunities
- Negotiate pricing, scope of services, contract terms, and implementation timelines in partnership with sales leadership and internal stakeholders
- Own and manage the full sales cycle from partner engagement through client implementation and transition
- Partner with implementation, payroll, benefits, HR, compliance, operations, and service teams to ensure smooth transitions
- Stay informed of HCM industry trends, partner channel dynamics, employment-related compliance developments, and competitor offerings
- Develop channel lead generation strategies and maintain accurate documentation of partner activity, sales activities, and pipeline status in Salesforce or other CRM systems
- Consistently meet or exceed assigned monthly, quarterly, and annual channel sales goals and partner engagement metrics
- Complete and submit accurate new business paperwork, client service agreements, and activity reports by established deadlines
- Frequent domestic travel required to attend team meetings, prospective client visits, customer events, broker and channel partner meetings, industry conferences, and training sessions
Requirements:
- High School Diploma or equivalent (or combination of experience, skills, education, certifications, or job training programs)
- At least two years of business-to-business (B2B) sales experience required, preferably field sales in a results-driven environment
- Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals preferred
- Prior HCM, payroll, PEO, HR technology, or channel partner experience preferred but not required
- Previous experience and proficiency with CRM tools (Salesforce or similar) preferred
- Proficiency with Microsoft Office software (Outlook, Microsoft Teams, Excel, Word, PowerPoint) and demonstrated ability to learn other applications
- Valid, non-restrictive driver's license required due to regular travel to client sites and company locations
- Proactive and highly motivated with strong focus on achieving new business goals
- Exceptional negotiation and closing skills with ability to influence key stakeholders
- Understanding and consistent execution of sales methodologies, strategies, and best practices
- Excellent verbal and written communication skills
- Ability to manage time effectively, balance multiple clients and tasks, and stay organized in dynamic environment
- Strong ability to work cross-functionally with other departments
- Sound business ethics and high standard of performance
- Flexibility to adjust strategies based on market changes and business needs
