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Procurement Partners · 3 months ago

Channel Manager

Bloomington, IL

Full-time

Onsite

Mid, Senior Level

5+ years exp

Procurement Partners is a rapidly growing software company focused on automating purchasing and inventory management for healthcare organizations. They are seeking a Channel Manager responsible for managing and expanding channel partnerships, achieving revenue goals, and building relationships with key executives in partner organizations.

Information TechnologyProcurement

Responsibilities

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

Qualification

Channel sales experiencePartnership managementB2B SaaS experienceHealthcare industry knowledgeConflict resolutionCommunication skillsTeamworkAdaptability

Required

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

Proven ability to execute strategy in a cross-functional environment

Experience producing measurable results of influenced revenue or Channel Sales