Note: The job is a remote job and is open to candidates in USA. Allvia is a family of HR outsourcing operating companies serving small and mid-sized employers with payroll, benefits administration, HR compliance, risk, and workforce technology solutions. The Vice President, Channels will build and execute a partner-led growth strategy, personally developing partnerships and generating qualified referrals before building and leading a channel team. The role also owns partner agreements, pipeline operations, cross-functional alignment, reporting, and channel team development.
Responsibilities
- Design and own Allvia's channel strategy, including partner segmentation, ideal partner profile, prioritization, and coverage model
- Build and manage a target list of benefit brokers, private equity firms, and adjacent referral sources; expand into additional channels (e.g., CPA and accounting firms, PEO and insurance carriers, associations, staffing and RPO firms, technology partners) as the model matures
- Engage partners at the decision-maker level — brokerage principals and producers, private equity operating partners and portfolio talent leaders — and articulate the Allvia value proposition with credibility
- Negotiate and execute partnership and referral agreements, working with legal, finance, and operating company leadership on commercial terms, referral economics, and compliance
- Develop the partner-facing narrative and enablement toolkit: value proposition, positioning by channel, pitch materials, one-pagers, case studies, and objection handling
- Own a referral and pipeline generation number: drive qualified opportunities from partners into the Allvia operating companies for sales execution and close
- Establish a clean handoff process — lead qualification criteria, routing rules, SLAs, and feedback loops — so partner-sourced opportunities are worked consistently and partners see results
- Partner closely with operating company sales leaders to align on target profiles, capacity, and messaging, and to ensure partner-sourced deals convert
- Serve as the voice of the partner internally, surfacing product, service, and process gaps that affect referral volume or partner confidence
- Maintain accurate partner and pipeline data in CRM; report weekly and monthly on partner activity, agreements signed, referrals, pipeline created, and closed-won revenue
- Codify what works into a repeatable channel playbook — outreach, pitch, agreement, onboarding, activation, and ongoing partner management
- Define the future-state channel team structure, roles, territory or channel coverage, and compensation design in partnership with the CRO
- Recruit, hire, onboard, and coach channel managers as the model scales; set targets and manage performance
- Build the operating cadence: pipeline reviews, partner business reviews, forecasting, and quarterly planning
- Work with marketing to develop partner co-marketing, campaigns, events, and demand generation programs that drive referral volume
- Coordinate with operations and service delivery to ensure partner-referred clients receive an onboarding experience that protects the partner relationship
- Provide the CRO and executive team with clear visibility into channel performance, pipeline contribution, and investment needs
Company Overview