Channel Manager

We are seeking a Channel Manager to join our team. This is a remote opportunity based out of the United States.

Job Summary

The Channel Manager will manage and drive Imprivata’s channel partners to ensure the achievement of the region’s targets. This role involves working closely with the Regional Sales Managers (RSM) and existing channel partners assigned. This role will also recruit new partners to make sure that the region's channel is “fit for purpose” and can capitalize on new business opportunities. Enable partners to capitalize on new business opportunities in existing (healthcare) and emerging (commercial) markets. The Channel Manager is responsible for ensuring the channel is fully equipped to sell Imprivata’s products. This includes delivering sales training to the channel and ensuring that they are fully technically trained.

Duties and Responsibilities

• Work with the SVP of Channel Growth and the Regional Sales Managers to develop business via their channel across the N.A markets and ensure that all targets are achieved. 
• Manage the existing partners and in the future look to further develop the channel to market. 
• 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 state and local markets. 
• Maximize sales and revenue for Imprivata as part of the N.A sales team 
• Meet monthly, quarterly, and annual sales targets in full 
• Establish mutually agreed-upon business plans with assigned reseller partners and execute.
• Extensive travel is expected, with 25-50% of the time spent in front of partners. 
• Other duties as assigned and required. 

Required Qualifications

• 6+ years of IT industry experience, with 4+ years in channel sales and partner development. 
• Proven ability to build and manage channel partnerships to drive market opportunities and revenue growth. 
• Experience selling security solutions, with a sound grasp of value propositions and enablement strategies. 
• Solid understanding of channel business metrics and their impact on vendor performance. 
• Excellent communication and negotiation skills, with the ability to engage executive stakeholders. 
• Knowledge of mobility solutions and partner ecosystems is a plus. 
• Highly motivated, results-driven, and capable of multitasking in a fast-paced environment. 
• Collaborative, team-oriented, and demonstrates excellent initiative and problem-solving abilities. 

This position offers a total compensation range of $212,857 to $255,714 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata’s benefit offerings can be found here. This range represents the high and low end of Imprivata’s compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate’s location, skills, experience, and qualifications.

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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