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Overview

The Director, Channel Strategy and Development serves as the strategic leader responsible for shaping the long term vision, growth strategy, and operational excellence of the CPA and Bank channels. This role is responsible for driving total channel performance, technology adoption, new national partnerships, and improved field execution. The Director is accountable for strategic direction, cross functional alignment, and scaling programs and partnerships that accelerate revenue, units, and channel partner engagement across the country. This role will work closely with the Senior Director of Channel sales to ensure the channel strategy and field execution are aligned to drive sales growth

Responsibilities

• Channel Strategy & Leadership • Oversees the multi year Channel strategic roadmap, including revenue, unit, experience, and partner engagement goals.
• Leads, coaches, and develops a high performing team of strategic channel leaders responsible for the execution of their unique channel.
• Translates enterprise goals into actionable field strategies, Sales Plays, and programs that drive measurable outcomes.
• Serves as a senior advisor to Sales leadership on channel performance, investment decisions, market trends, and field readiness.
• Cross Functional Influence & Enterprise Alignment • Acts as the primary strategic liaison to key stakeholders including sales leaders, GTM strategy, marketing, and operations.
• Ensures teams across the enterprise are aligned on channel priorities, experience gaps, and emerging opportunities.
• Drives cross functional collaboration to reduce friction, improve partner experience, and improve channel efficiency.
• National Partnerships & Association Strategy • Partners with Channel Business Development to evaluate, negotiate, and activate new national partnerships, associations, and alliances.
• Ensures new partnerships are effectively integrated into field strategy and pipeline generation models.
• Technology Adoption & Innovation • Leads channel technology strategy in partnership with Rev Tech & Tools, Product & IT, and GTM teams.
• Champions adoption of new tools, AI, platforms, and data intelligence that increase efficiency, quality, and partner experience.
• Influences enterprise technology prioritization based on channel insights and field needs.
• Operational Excellence & Channel Performance • Work closely with Head of Partner Operations to build a KPI framework that measures CPA and Bank revenue drivers, pipeline health, conversion, and partner lifecycle performance.
• Strategic Program Ownership • Oversees high impact channel programs that drive revenue, units, partner expansion, or experience improvements.
• Ensures programs have clear business cases, KPIs, and cross functional support (GTM, L&D, Service).

Qualifications

• Bachelor's Degree
• Required
• 10+ years of experience in Sales Experience.
• 7 years of experience in Leadership Experience.
• 3-5 years of experience in Channel Sales or Business Development.
• Demonstrated success in developing & executing successful channel strategies and plays, especially with install base referrals.

Live the Paychex Values

• Act with uncompromising integrity.
• Provide outstanding service and build trusted relationships.
• Drive innovation in our products and services and continually improve our processes.
• Work in partnership and support each other.
• Be personally accountable and deliver on commitments.
• Treat each other with respect and dignity.

What's in it for you?

• We value your well-being: We provide over 21 comprehensive rewards, including medical coverage, virtual wellness classes, tuition reimbursement, 401(k) + employer match, adoption assistance, financial assistance, and much more.
• We value your time: From paid time off to company holidays, culture days, and comprehensive work-life balance programs, we will ensure you have the flexibility you need to be your best.
• We value your development: Our award-winning training and development programs empower our employees with ongoing learning opportunities to give you the building blocks to grow your career.
• We value your perspective: Our company culture reflects the diversity of our employees. We want you to be you and your voice to be heard.
• We value our communities: We offer paid time off for volunteerism and promote many company-wide and local initiatives that benefit organizations you care about.

Note: The benefits described apply to full-time employees. Benefits for part-time, contract, and intern roles may vary.

Not sure if you meet every requirement?

At Paychex, we know that great talent comes in many forms. If you're passionate about the role but don't check every box, we still encourage you to apply. You might be the right fit - either for this position or another opportunity with us.

Paychex is an equal opportunity employer. We are committed to fostering a respectful and inclusive workplace where all individuals are treated fairly and evaluated based on their qualifications, experience, and merit. We comply with all applicable federal, state, and local laws prohibiting discrimination in employment.

• Channel Strategy & Leadership • Oversees the multi year Channel strategic roadmap, including revenue, unit, experience, and partner engagement goals.
• Leads, coaches, and develops a high performing team of strategic channel leaders responsible for the execution of their unique channel.
• Translates enterprise goals into actionable field strategies, Sales Plays, and programs that drive measurable outcomes.
• Serves as a senior advisor to Sales leadership on channel performance, investment decisions, market trends, and field readiness.
• Cross Functional Influence & Enterprise Alignment • Acts as the primary strategic liaison to key stakeholders including sales leaders, GTM strategy, marketing, and operations.
• Ensures teams across the enterprise are aligned on channel priorities, experience gaps, and emerging opportunities.
• Drives cross functional collaboration to reduce friction, improve partner experience, and improve channel efficiency.
• National Partnerships & Association Strategy • Partners with Channel Business Development to evaluate, negotiate, and activate new national partnerships, associations, and alliances.
• Ensures new partnerships are effectively integrated into field strategy and pipeline generation models.
• Technology Adoption & Innovation • Leads channel technology strategy in partnership with Rev Tech & Tools, Product & IT, and GTM teams.
• Champions adoption of new tools, AI, platforms, and data intelligence that increase efficiency, quality, and partner experience.
• Influences enterprise technology prioritization based on channel insights and field needs.
• Operational Excellence & Channel Performance • Work closely with Head of Partner Operations to build a KPI framework that measures CPA and Bank revenue drivers, pipeline health, conversion, and partner lifecycle performance.
• Strategic Program Ownership • Oversees high impact channel programs that drive revenue, units, partner expansion, or experience improvements.
• Ensures programs have clear business cases, KPIs, and cross functional support (GTM, L&D, Service).
• Bachelor's Degree
• Required
• 10+ years of experience in Sales Experience.
• 7 years of experience in Leadership Experience.
• 3-5 years of experience in Channel Sales or Business Development.
• Demonstrated success in developing & executing successful channel strategies and plays, especially with install base referrals.