Channel Manager

Channel Manager

Job Type

Full-time

Description

Location: United States - Remote

Reports to: VP, Partnerships and Alliances

About Us:

Procurement Partners builds easy-to-use software that lets healthcare organizations automate their purchasing, inventory management, invoicing, and payments processes. We help thousands of facilities, and their staff reduce their expenses and time spent procuring items so they can direct more time and effort toward caring for their patients and residents. Procurement Partners now includes both OnCare & Hybrent product lines, and we are the fastest-growing procure-to-pay software company in healthcare.

If you have a passion for technology, enjoy providing value to customers, and are looking for a company that will help you develop your career, we want to talk to you!

About the Role

Channels and Partnerships are the largest revenue-generating opportunity within Procurement Partners and are a vitally important role in the acceleration of our growth objectives. In the Channel Manager role, you will be responsible for managing and growing our current channel partnerships, which consist of group purchasing organizations (GPOs), strategic vendors, technology partners, and strategic sales consultants. The Channel Manager is responsible for maturing partner relationships by building relationships with senior-level executives and channel partner sales representatives, achieving set revenue goals, and executing channel partner recruitment objectives.

The Channel Manager has the responsibility of representing the Procurement Partners platform and may at times be required to present a specific solution or product set depending on the channel partner type and/or a vertical market.

What You’ll Do

• 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.
• 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

What You'll Bring

Functional Experience

• 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 is 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.

Accountability and Performance Measures

• 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.

Location

This role is remote, you must be willing to travel as needed.