Channel Development Manager (m/d/w)

Ready to join a team that’s all in?  At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.

We believe work can be more than a job or task—it’s a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement.  We are constantly raising the bar on what’s possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together.  Here, your ideas matter, your differences are celebrated, and your work drives real results—for your career, your teammates, and our customers.

When you join Imprivata, you embark on a shared journey of ambition and growth.  We’re committed to building an inclusive workplace where everyone feels valued and supported.  If you’re looking for a place to match your passion with purpose—and where every day you can make an impact—you’ll find it here.

We are seeking a Channel Development Manager to join our team. This is a remote opportunity based in Germany. 

Job Summary 

Reporting to the Director of Global Channel Sales, the Channel Development Manager will manage and drive Imprivata’s channel partners as an individual contributor to ensure the achievement of the assigned partners revenue targets. The role involves working closely with the Regional Sales Managers (RSM) and existing channel partners assigned, but also recruiting new partners to make sure that the channel aligns with our go-to-market strategy and is “fit for purpose”. Focus will be on enabling partners to capitalize on new business opportunities in existing (healthcare) and emerging (commercial) markets. This role is responsible for ensuring the channel is fully equipped to sell Imprivata’s products, and this includes delivering sales training to the channel and ensuring that they are fully technically trained and fully enabled to deliver services for those that desire to be an authorized service delivery partner. Some travel is expected, with up to 25% of time spent in front of customers and partners.

Duties and Responsibilities

• Work with the sales and channel sales leadership on executing our go-to-market strategy and supporting the RSMs in region.
• Communicate and align with the Regional Sales Managers to develop business via his/her channel across the international markets. Ensure that we are supporting the sales organization to achieve revenue targets.
• Manage the existing assigned partners and look to further develop the channel by identifying, recruiting, and enabling new partners to meet the market demand.
• Promote the company positively and inspire the channel to commit to Imprivata as the preferred mobility and or Identity and Access Management solution within healthcare, manufacturing, and local markets.
• Maximize sales revenue for Imprivata as part of the international sales team
• Establish mutually agreed-upon business plans with assigned reseller partners and align to execute.
• Meet monthly, quarterly, and annual sales targets in full
• Conduct quarterly or monthly business reviews to align on pipeline, enablement and revenue targets.
• Other duties as assigned and required.

Required Qualifications

• 5+ years’ experience of selling in the IT industry.
• 3+ years’ experience managing channel partners.
• Fluent in both English and German. Additional languages a plus.
• Experience developing channel partners' business plans and enabling them to exceed goals and objectives.
• Experience selling IT security solutions, with a proven ability to articulate Imprivata’s value proposition and enable channel partners to drive success.
• Strong communication, negotiation skills, problem analysis, with the ability to engage executive stakeholders including Board level.
• High understanding of key business metrics within the channel and the effects these have on a vendor’s performance.
• Demonstrated enthusiasm, initiative, sound judgment, and a positive, solutions-oriented approach.
• Strong negotiation, analytical, and problem-solving skills.
• Target and results-oriented with a track record of achieving or exceeding targets.
• Well organized, with the ability to manage multiple priorities and deadlines effectively.
• Highly motivated, results-driven, and capable of multitasking in a fast-paced environment.
• Collaborative, team-oriented, and demonstrates excellent problem-solving abilities.
• Knowledge of European mature markets, particularly public-sector and/or healthcare environments, is advantageous but not required.
• Experience in IT security, identity, mobility, healthcare or related technology markets preferred.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!  

Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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