Channel Partner Manager (Benefits Broker Segment)

Who We Are At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. Justworks is building a modern, high impact Partnerships organization focused on driving real business growth through trusted partner relationships. We’re looking for a Channel Partner Manager to recruit, enable, and grow a portfolio of partners that consistently generate partner sourced pipeline and revenue. This role is ideal for someone who understands how deals get done, speaks the language of sales teams, and knows how to help partners successfully position, sell, and co-sell Justworks. At Justworks, partnerships are not about handshakes or one off referrals. They are about building a scalable top-of-funnel engine by investing in best-in-class partner relationships. Who You Are You’re a relationship-builder with a commercial mindset and a knack for turning partners into long-term revenue drivers. You understand the channel ecosystem and know how to enable, support, and grow strategic partner relationships. You’re comfortable owning revenue targets, collaborating cross-functionally, and navigating ambiguity in a high-growth environment. You thrive when you're working across stakeholders, balancing service and strategy, and driving measurable results. Your Success Profile What You Will Work On Own and grow a portfolio of channel partners, which may include accountants, benefits brokers, HR consultants, VC/PE firms, pilot partners, and associations Proactively identify, recruit, onboard, and activate new partners, not just manage an existing book Enable partners to successfully position and sell Justworks through training, resources, and ongoing coaching Carry and consistently achieve a quarterly quota tied to partner sourced pipeline and closed revenue Drive early partner activation by helping new partners reach their first deals quickly Work closely with Sales to support partner sourced opportunities from lead submission through close and post sale Use data to manage pipeline, forecast accurately, and prioritize effort across partners Conduct regular partner check-ins and strategic reviews to grow engagement and output Collaborate with Marketing, Partner Experience, and Partner Operations on partner facing programs such as enablement, webinars, and co-branded initiatives Work cross-functionally with customer success and operations to advocate for partner needs and improve outcomes for both partners and their clients Capture partner feedback and ecosystem insights to inform program and product improvements Understanding the Broker Segment This role specializes in building and managing channel partnerships with benefits brokers. Success in this role requires understanding and supporting how brokers make buying decisions, managing multiple relationships simultaneously at scale, and balancing short-term revenue results with long-term partner development. We value candidates with strong partnership fundamentals—revenue accountability, tactical prioritization frameworks, and strategic thinking—whether or not they have prior broker experience. If you're new to the broker space, we'll provide research materials and ecosystem context to help you prepare for conversations with our team. We're looking for people who can learn quickly, think strategically about partner relationships, and make tough decisions about where to invest resources for maximum impact. How You Will Do Your Work As a Channel Partner Manager, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following: Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks. Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening. Business Insight - applying knowledge of business and the marketplace to advance the organization’s goals. Manages Complexity - making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. Foundational Sales Knowledge - Utilize expert knowledge of sales processes (prospecting, engaging, negotiating) and in-depth understanding of the market and trends to drive exchanges of value effectively. Results-Driven - Remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.” Qualifications 4+ years of experience in B2B SaaS partnerships, channel management, or indirect sales Prior experience as a Partner Manager required Background in direct sales (AE, BDR/SDR, or similar) strongly preferred Proven track record of generating partner sourced pipeline and revenue Experience recruiting, enabling, activating, and scaling partners across the full partner lifecycle Comfort operating in multi-party ecosystems where partner, customer, and internal incentives must be aligned Strong cross-functional collaborator, especially with Sales, Marketing, and Product Experience with Salesforce and partner-related tools (PRMs, ecosystem platforms, or similar a plus) High EQ, strong ownership mindset, and ability to influence without authority Self starter who thrives in fast moving, evolving environments This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at 121,000.00 - 151,000.00 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of 186,200.00 - 232,300.00. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan. #LI-Hybrid #LI-JM1 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At Justworks Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report