Channel Manager
- Execute channel partner recruitment objectives, by targeting, prospecting, and onboarding new channel partners that meet the ideal partner profiles.
- Maintain a rolling, healthy pipeline of new prospective partners, to build the necessary foundation for recurring channel-driven sales activity.
- Specific focus on technology and other strategic partners
- Strategize with the channel team for targeting and recruiting candidates within the ideal partner profiles for the partner recruitment pipeline.
- Establish productive, professional relationships with key personnel in assigned channel partner accounts.
- Coordinate the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and channel partners’ expectations.
- Meet assigned targets for lead generation volume and strategic objectives in assigned partner accounts.
- Proactively lead a joint partner planning process that develops mutual performance objectives, lead gen targets, and critical milestones associated with a productive partner relationship.
- Proactively assess, clarify, and validate partner needs on an ongoing basis.
- Sell through partner organizations to end users in coordination with partner sales resources.
- Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
- Ensure partner compliance with partner agreements.
- Drive adoption of company programs among assigned partners.
- Deliver business plans with each Partner and ensure their successful execution.
- Oversee partner enablement to ensure partners are properly trained and motivated to recommend the Procurement Partners' product lines.
- Review sales play metrics/effectiveness on a recurring basis with Partners and maintain pipeline and dashboards for executive leadership on the effectiveness of these programs.
- Partner with marketing to ensure the execution of programs and events to drive channel leads and build pipelines.
- Harness a deep knowledge of how Procurement Partners solutions deliver value in the context of the client’s use case(s).
- Follow rules of engagement and operational escalation procedures to quickly identify and resolve issues with Partners.
- Engage in a culture based on teamwork and collaboration with accountability.
- 5+ years of experience in channel sales or managing partnerships for a high/hyper-growth B2B SaaS business; experience working in the procurement, GPO, or healthcare space are desired.
- Strong contributor with demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems while working in concert with others.
- Ability to adapt in an evolving and constantly changing high-tech environment; ability to remain adaptable and flexible as business strategies are adjusted and refined.
- Demonstrated ability to effectively communicate with and manage large national partnerships.
- Outstanding track record of consistently meeting/exceeding individual goals and corporate objectives.
- Experience selling into the Healthcare industry is strongly preferred.
- Proven ability to execute strategy in a cross-functional environment.
- Experience producing measurable results of influenced revenue or Channel Sales.
- Achieves assigned lead quota in designated partner accounts.
- Completes partner account plans that meet company standards.
- Maintains high partner satisfaction ratings that meet company standards.
- Completes required training and development objectives within the assigned time frame.
- This role is remote, you must be willing to travel as needed.
- Competitive base and bonus.
- Health, dental, and vision
- Generous 401K matching program
- A company that is growing and committed to being the industry leader!
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