Business Development Manager (Technology Partnerships)

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture. 

While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

When you feel like you belong, work is no longer work – it's personal. At Paylocity, we believe better employees lead to better companies. Workplaces and cultures that care will build the future, and at Paylocity, we’re doing just that. Join us as we change the future and transform your career!

There are jobs and then there are careers. Since 1997, Paylocity has been hiring talented people, giving them big challenges, and providing the right resources to help them succeed. Our award-winning culture ensures all employees feel truly welcome, appreciated, and free to be themselves. While other companies talk about it, we make it happen. Join Paylocity and launch your career!

Fully Remote (U.S. Only): This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements.  You must be available five days per week during designated work hours.  The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary. 

Position Overview

The Business Development Manager for Technology Partnerships will drive strategic partnership development across Paylocity's technology ecosystem, focusing on key integration categories and emerging vertical solutions. This role is critical to executing our competitive positioning strategy while converting existing marketplace relationships into contracted partnerships and cultivating new key strategic partnerships.

Key Focus Areas:

• Partner Category Analysis: Deep understanding of HCM technology categories, competitive positioning, commercial models, and market dynamics across major enterprise platforms
• Partnership Conversion: Converting existing marketplace relationships and new potential partners into contracted partnerships
• Stakeholder Presentations: Clearly articulating industry analysis, partner assessments, and strategic recommendations      across multiple internal teams
• Vertical Market Penetration: Industry partnership development in key verticals to Paylocity
• API-Driven Partnership Strategy: Technical collaboration on API implementations and integration roadmaps

Location: Remote
Reports To: Business Development Senior Manager

Responsibilities

Partnership Development & Category Management

• Own assigned partner categories across key HCM technology segments with deep market analysis and competitive intelligence
• Execute marketplace conversion strategy to transition existing relationships into strategic or marketplace contracted partnerships
• Drive competitive positioning through strategic partner selection and differentiated value propositions, primarily in targeted verticals and segments

Technical Partnership Strategy

• Collaborate on API roadmap development with product and engineering teams to support integration categories
• Partner with technical services on integration development, certification processes, and developer portal optimization
• Drive integration timeline improvements through process optimization and technical collaboration

Revenue Generation & Performance Management

• Achieve partnership revenue targets through structured partnership development and Program advancement strategies
• Negotiate partnership agreements including commercial terms, performance requirements, and risk reduction
• Manage partner advancement strategy through structured Program progression frameworks driving performance acceleration
• Drive both direct and indirect revenue through partner channel development and GTM collaboration
• Execute expansion strategies for existing contracted partners and identify new monetization opportunities

Cross-Functional Leadership

• Lead cross-functional partnership teams including sales, legal, operations, finance, marketing, and product organizations
• Coordinate partnership communications on marketplace changes and strategic partnership initiatives
• Support sales organization with partner-driven lead generation and channel development programs
• Collaborate on competitive analysis and market positioning strategies

Strategic Analysis & Presentation

• Conduct comprehensive partner analysis including commercial models, integration capabilities, go-to-market strategies, and contract implications to inform partnership targeting and development decisions
• Present industry insights and recommendations clearly and concisely to multiple stakeholders including executives, product teams, sales leadership, and technical services
• Compile competitive intelligence on partner ecosystems, pricing models, and strategic positioning to identify new partnership opportunities and contracting strategies
• Develop category-specific business cases with detailed analysis of partnership opportunities, risks, and commercial terms for new partner targeting and evaluation

Required Qualifications

Experience & Background

• 5-7+ years at a technology company with 3+ years in strategic partnerships, business development, or related technology roles
• Contract negotiation experience with proven ability to structure partnership agreements and manage commercial terms
• HCM industry knowledge helpful but not required - willingness to develop expertise in HR technology ecosystems
• Technology Partnership program experience including sourcing and new partner cultivation, relationship management, performance tracking, and partnership development

Technical & Industry Knowledge

• Understanding of technology partnerships including integration development, commercial models, and go-to-market collaboration requirements
• API partnership familiarity with basic knowledge of integration processes and technical partnership dynamics
• Competitive platform awareness of enterprise marketplace ecosystems, partnership models, and industry positioning
• Analytical skills to assess partner commercial models, integration specifications, and contract terms implications
• Vertical market experience in workforce-intensive industries

Core Competencies

• Partnership development expertise with proven track record of converting relationships into revenue-generating partnerships
• Contract negotiation skills with ability to structure commercial terms and partnership agreements
• Analytical and presentation skills to synthesize complex partner analysis and present findings clearly to diverse stakeholder groups
• Cross-functional collaboration with ability to influence across sales, product, marketing, and technical teams
• Strategic thinking with ability to balance immediate objectives with long-term competitive positioning
• Technical aptitude sufficient to collaborate on integration requirements and technical partnership discussions
• Relationship management skills for managing complex partner ecosystems and stakeholder relationships

Education & Professional Requirements

• Bachelor's degree from accredited institution
• Travel requirement: Less than 25% annually for industry events and partner meetings
• Communication skills: Excellent written and verbal communication for partner negotiations and internal stakeholder  management

Physical requirements

• Ability to sit for extended periods: The role requires sitting at a desk or workstation for long periods, typically 7-8 hours a day.
• Use of computer and phone systems: The employee must be able to operate a computer, use phone systems, and type. This includes using multiple software programs and inquiries simultaneously

Preferred Qualifications

• Business development experience at a growing technology company with exposure to partnership models
• Technology marketplace familiarity with understanding of partner program operations
• Technical background in software, integrations, or systems helpful but not required
• Professional development interest in HR technology, workforce management, or related fields
• Revenue achievement track record with measurable business development contribution in previous roles

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better. 

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers. 

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact accessibility@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The base pay range for this position is $100,800 - $150,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for an annual bonus and restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers.