Channel Business Consultant - Irvine, CA

Position Summary The Business Sales Consultant, Channel Partner is responsible for driving new business growth through the development, management, and expansion of strategic channel partner relationships. This role cultivates referral sources, brokers, centers of influence, and other business partners to generate qualified opportunities for human capital management solutions, including payroll, HR technology, benefits administration, compliance support, and related workforce management services. The Business Sales Consultant, Channel Partner works 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. This role maintains 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. The Business Sales Consultant, Channel Partner consults with prospective clients to understand business needs, recommends appropriate HCM solutions, negotiates pricing and scope of service, completes required sales documentation, and finalizes the terms of the client service agreement. This role is also responsible for maintaining an accurate sales pipeline and forecast, documenting partner and prospect activity in the CRM, strengthening ongoing channel partner engagement, and achieving monthly, quarterly, and annual sales goals assigned by the sales leadership team. Essential Duties and Responsibilities Proactively generate new business opportunities through assigned channel partner relationships, referral networks, brokers, centers of influence, and strategic business partners for HCM solutions, including payroll, HR technology, benefits administration, compliance support, and related workforce management services. Develop, strengthen, and maintain productive relationships with channel partners by educating them on the company’s value proposition, ideal client profile, referral process, service capabilities, and differentiators in the HCM marketplace. Execute targeted partner-driven prospecting strategies, including referral development, partner outreach, joint planning, networking, email follow-up, social selling, market research, and collaboration with channel partners to access key decision makers. Conduct discovery meetings with partner-referred prospective clients to understand business needs, workforce challenges, current payroll and HR processes, vendor relationships, decision criteria, service expectations, and the role of the referring partner in the sales process. Present HCM solutions to partner-referred prospects in a manner that reinforces partner credibility and aligns with client needs, including service model, technology capabilities, payroll administration, HR support, benefits administration, compliance resources, pricing, and implementation expectations. Prepare proposals, executive summaries, pricing options, service recommendations, and client presentations for channel-sourced opportunities that clearly communicate the value of the company’s HCM solutions and support partner-driven sales efforts. Negotiate pricing, scope of services, contract terms, and implementation timelines for partner-referred opportunities in partnership with sales leadership, internal stakeholders, and, when appropriate, the referring channel partner. Own and manage the full sales cycle for channel-generated opportunities from partner engagement, referral intake, and lead qualification through proposal, negotiation, close, internal handoff, client onboarding, and implementation transition. Partner with implementation, payroll, benefits, HR, compliance, operations, service teams, and channel partners as needed to ensure a smooth transition from signed agreement to client implementation while maintaining a positive partner and client experience. Stay informed of HCM industry tre