VP, Channel Sales

About Allvia

Allvia is a family of HR outsourcing (HRO) operating companies serving small and mid-sized employers with payroll, benefits administration, HR compliance, risk, and workforce technology solutions. Our solutions enable organizations to leverage HR as a strategic partner to the C-suite by delivering key outcomes to solving business opportunities. 

Channel partnerships are a core pillar of Allvia's growth strategy. Benefit brokers, private equity firms, and other trusted advisors sit adjacent to thousands of employers who need what our operating companies deliver. This role owns that opportunity.

Role Overview

The Vice President, Channels will build and execute Allvia's partner-led growth strategy — establishing a repeatable channel motion that generates qualified referrals and pipeline for the Allvia operating companies to convert into new clients, market share, and revenue.

This is a player-coach role. In the first phase, this leader will personally prospect, pitch, and close partnership agreements with decision makers at target firms while designing the operating model — partner segmentation, value proposition, agreement structure, referral process, enablement materials, and reporting. As the motion proves out, this individual is expected to build and lead a channel team over the next 6–12 months.

Success requires equal parts strategy and hustle: the credibility to sit across from a broker principal or private equity operating partner, and the discipline to convert those conversations into signed agreements and measurable pipeline.

Key Responsibilities

Channel Strategy & Partner Development

• 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.

Pipeline Generation & Operating Company Alignment

• 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.

Team Build & Leadership (6–12 Months Forward)

• 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.

Cross-Functional & Executive Partnership

• 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.