Align HCM

Channel Sales Lead

Align HCM

full-time

Posted on:

Location Type: Remote

Location: Florida • United States

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Salary

💰 $90,000 - $120,000 per year

Job Level

Senior

About the role

  • Build the Broker Partner Network
  • Identify and engage insurance brokers and benefits consultants in Align’s core geographies who serve mid-market employers (200–5,000 employees).
  • Prioritize brokers who serve companies running UKG or Dayforce.
  • Launch with 3–5 pilot partnerships, then scale to 15–20 active partners within the first year.
  • Host quarterly broker education sessions (virtual or in-person) on post-go-live HCM challenges and how SmartCare addresses them.
  • Own the Sales Cycle on Broker-Referred Deals
  • Run discovery, build proposals, negotiate, close, and hand off to the SmartCare delivery team.
  • Manage a pipeline of broker-sourced opportunities and maintain accurate forecasting in HubSpot.
  • Coordinate with the direct sales team on broker-sourced leads that overlap with existing accounts or PE portfolio companies.
  • Work with marketing to produce broker-specific content: case studies, co-branded collateral, and webinar invitations.
  • Track all broker-sourced leads and revenue attribution in HubSpot to measure channel ROI and partner performance.

Requirements

  • 5+ years in channel sales, partnership development, or business development in HCM, HR technology, benefits, or insurance brokerage.
  • Existing relationships with insurance brokers, benefits consultants, or HR advisory firms serving mid-market employers (200–2,000 employees).
  • Track record of building partner programs from scratch and generating measurable revenue through channel partnerships.
  • Understanding of the mid-market HR buyer: post-implementation pain points, CFO and VP HR buying dynamics, and benefits renewal cycles.
  • Comfortable selling consultative, high-value managed services with multi-month sales cycles.
  • Experience with CRM tools (HubSpot preferred) for pipeline tracking and partner management.
Benefits
  • Comprehensive medical, dental, and vision coverage
  • Company-sponsored life and disability insurance
  • Health Savings Account (HSA)
  • 401(k) retirement plan with company match
  • Flexible/unlimited PTO
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
channel salespartnership developmentbusiness developmentsales cycle managementproposal buildingnegotiationrevenue attributionpipeline trackingconsultative sellingmanaged services
Soft Skills
relationship buildingcommunicationnegotiationforecastingcollaborationpresentationeducationstrategic thinkingproblem-solvingorganizational skills