Director, Strategic Alliances - HCM

Asure Software; Austin (TX); On-site; USD 175,000 - 200,000; Full time

Benefits offered by this job

Remote work

Uncapped commission

Job summary

Asure Software is seeking a commercially driven Director of Strategic Alliances to build partnerships that generate qualified pipeline, recurring revenue, and long-term customer growth. This leader will scale relationships across the HCM ecosystem, including brokers, banks, CPA firms, payroll providers, HR consultants, and technology companies.

You will own the full partner lifecycle from identification to ongoing growth, develop viable partnership models, and translate relationships into

Qualifications

• 8+ years in strategic alliances or related go-to-market roles.
• Proven success building partnerships that generate pipeline and revenue.
• Experience in payroll, HCM, HR tech, or small-business services ecosystem.
• Strong understanding of SMB sales cycles, referral channels, and partner management.
• Experience developing partner segmentation, joint value propositions, and revenue plans.
• Ability to communicate payroll accuracy, HR administration, regulatory compliance, and employee experience challenges.
• Commercial and analytical mindset linking alliance strategy to revenue and ROI.
• Experience negotiating partnership agreements and revenue-share structures.
• Proven ability to build trusted relationships with partner executives and internal stakeholders.
• Excellent executive communication and storytelling skills.

Responsibilities

• Develop and execute an HCM alliance strategy aligned with growth priorities.
• Identify, recruit, negotiate, launch, and grow high-potential partners across priority channels.
• Own annual goals for partner-sourced and partner-influenced pipeline and revenue.
• Create partner business plans with target markets, ICPs, and revenue targets.
• Lead partner onboarding, training, pipeline reviews, and quarterly business reviews.
• Collaborate with Marketing on joint campaigns and demand-generation programs.
• Maintain accurate CRM/PRM records, pipeline reporting, and scorecards.
• Monitor partner performance and adjust programs as needed.

Skills

Strategic alliances

Channel sales

Go-to-market

Executive relationships

Education

Bachelor's degree

Tools

Salesforce

Job description

Whowe are

Asure Software helps small and mid-sized businesses grow by simplifying payroll, human resources, compliance, and workforce management. Through connected technology and expert services, Asure enables employers to manage payroll, HR administration, time and attendance, benefits, employee self-service, and related workforce needs. Our clients can choose the delivery model that works best for their business—from self-service technology to fully managed solutions and partner-enabled services.

This is a remote position.

How you will contribute

Asure is seeking a commercially driven Director of Strategic Alliances to build partnerships that generate qualified pipeline, recurring revenue, and long-term customer growth.

This leader will develop and scale relationships across the HCM ecosystem, including benefit brokers, banks, CPA and accounting firms, payroll providers, HR consultants, technology companies, referral partners, resellers, and marketplace channels serving small and mid-sized employers.

You will own the full partner lifecycle—from identifying and recruiting high-potential partners through activation, enablement, pipeline development, opportunity conversion, and ongoing growth. You will also develop commercially viable partnership models, establish clear rules of engagement, and create the operating discipline needed to turn strategic relationships into consistent revenue.

Success in this role requires more than building relationships. It requires translating those relationships into measurable partner productivity, qualified opportunities, closed revenue, and improved outcomes for Asure’s clients.

Major Duties and 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 priority channels, including brokers, banks, CPA firms, payroll providers, technology companies, consultants, resellers, referral organizations, and marketplaces.
• Own annual goals for partner-sourced pipeline, partner-influenced pipeline, recurring revenue, partner activation, and partner productivity.
• Build business cases for new partnerships by evaluating market opportunity, strategic fit, customer overlap, revenue potential, implementation requirements, economics, and speed to market.
• Develop partner business plans defining target markets, ideal customer profiles, customer challenges, joint value propositions, referral and co-selling motions, enablement requirements, pipeline expectations, and revenue targets.
• Structure and negotiate referral, reseller, revenue-share, marketplace, technology, and co-selling relationships in partnership with Asure’s legal, finance, product, compliance, and executive teams.
• Establish clear rules of engagement for opportunity registration, account ownership, partner attribution, compensation, lead follow-up, data sharing, and channel-conflict resolution.
• Partner with Asure’s sales organization 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 compelling partner-facing value propositions.
• Create repeatable partner sales plays, including discovery tools, referral criteria, account-mapping strategies, customer 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 to develop joint campaigns, webinars, events, partner communications, marketplace initiatives, and demand-generation programs targeting small and mid-sized employers and their trusted advisors.
• Work across Product, Implementation, Operations, Customer Success, Marketing, and Sales to ensure new partnerships are commercially, technically, and operationally prepared to succeed.
• Maintain accurate 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 return on investment.
• Represent Asure in executive partner meetings, customer discussions, industry events, association meetings, and other HCM ecosystem forums.

Success will be measured through a combination of revenue results, partner productivity, and program execution, including

• Partner-sourced and partner-influenced pipeline
• Closed annual recurring revenue
• Number of activated and revenue-producing partners
• Time from partner launch to first qualified opportunity
• Referral-to-opportunity and opportunity-to-close conversion
• Pipeline and revenue generated per active partner
• Partner engagement, retention, and year-over-year growth
• Accuracy of partner attribution, reporting, and forecasting
• Return on investment from partner programs and joint marketing initiatives

Required Qualifications

• 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 with the ability to connect 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, establish priorities independently, and maintain momentum across internal and external stakeholders.
• Strong proficiency with CRM, PRM, account-mapping, sales-engagement, marketplace, reporting, and productivity platforms. Salesforce experience is strongly preferred.
• Willingness to travel approximately 20% for partner meetings, customer engagements, industry events, and internal planning sessions.

Preferred Qualifications

• Bachelor’s degree or equivalent professional experience.
• Established relationships within the payroll, benefit broker, banking, CPA, HR consulting, technology, reseller, or small-business marketplace communities.
• 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.
• Experience designing or managing referral-fee, revenue-share, reseller, co-selling, or marketplace programs.
• Experience introducing new partnerships into a distributed field or inside-sales organization.

Compensation

The on target earnings (OTE) range for this position is $175,000 - $200,000 annually, based on relevant experience, skills, and industry knowledge. The compensation package includes an uncapped commission structure. Asure Software offers a variety of employee benefits. Salary information is determined by market location and is provided in accordance with state and local pay-transparency laws.

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

Our Mission

To provide Human Capital Management (HCM) software and services that help companies grow, while nurturing a culture of growth around us.

• Helping customers grow by getting the most from their human capital.
• Helping our employees grow personally and professionally.
• Growing relationships in our communities that inspire goodness.
• Grow shareholder value

Our Vision

Be the most trusted Human Capital Management resource to entrepreneurs everywhere.

Our Values

Reflect who we are and what we stand for as a company.

• Embrace Change
• Lead with Integrity
• Own the Outcome
• Deliver Awesome
• Be a Good Human

We are an equal opportunity employer. All candidates must be legally authorized to work in the US, as we are unable to sponsor or transfer Visas at this time.

NO AGENCIES PLEASE

Any unsolicited resumes sent to Asure Software from a third party, such as an Agency, including unsolicited resumes sent to Asure’s mailing address, fax machine or email address, directly to employees or hiring managers will be considered Asure property. Asure will not pay a fee for any placement resulting from the receipt of an unsolicited resume.