Reseller Channel Manager

Job Title: Channel and Strategic Partnerships Manager

Type: Full-Time, Permanent

Start Date: Immediately

Location: USA (Remote)

Job Summary

We are seeking a dynamic and results-driven Channel and Strategic Partnerships Manager to join our team. Reporting to the Vice President of Sales – North America, Healthcare, the Channel and Strategic Partnerships Manager will be responsible for developing and managing relationships with our reseller partners, as well as enhancing and executing GPO and government purchasing strategy. Leading to revenue growth and expanded market reach.

The ideal candidate will have a proven track record in channel management, technology partnerships, GPO and government contracting, and a deep understanding of the healthcare industry.

Primary Responsibilities

Reseller/Partnership Responsibilities

• Partner with leadership to identify, recruit, and onboard new reseller partners to expand our channel network.
• Serve as the primary point of contact for reseller partners, fostering strong relationships and ensuring effective communication and collaboration.
• Collaborate with the sales team to develop and execute strategic plans to achieve sales targets through the reseller channel. Provide guidance and support to reseller partners to help them effectively sell Connexall solutions.
• Work closely with reseller partners to develop and execute sales strategies, including identifying target accounts, creating customized solutions, and participating in customer meetings and presentations as needed.
• Provide sales support, including assistance with pricing, proposals, and contract negotiations.
• Develop and manage strategic technology and integration partnerships, including healthcare technology vendors, platform providers, systems integrators, and interoperability partners, to expand Connexall's ecosystem reach and strengthen market positioning.
• Establish key performance metrics and goals for reseller partners, tracking progress and performance against targets. Provide regular reporting and analysis to internal stakeholders, identifying opportunities for improvement and optimization.
• Monitor and manage the sales pipeline for the reseller channel, providing regular updates on pipeline status, deal progression, and forecasting accuracy. Lead the onboarding process for new reseller partners, providing comprehensive training on Connexall's products, solutions, and sales processes. Develop and deliver sales and marketing collateral, tools, and resources to enable resellers to effectively promote and sell Connexall offerings.
• Own and grow strategic relationships with technology and integration partners to drive business growth, joint initiatives, and ecosystem expansion.
• Ensure testing software, hardware, and platform from integration partners are up-to-date and ready for Product Management, Solutions Development, and Quality Assurance teams.
• Stay informed about market trends, competitive landscape, and customer needs within the healthcare industry. Use market intelligence to make recommendations for growth and innovation within the reseller channel.
• In partnership with legal and sales leadership, negotiate and finalize agreements with reseller partners, ensuring alignment with company objectives and compliance with legal and financial requirements.
• Other duties as required.

IDN, GPO and Government Responsibilities

• Establish, negotiate and manage contractual relationships with IDNs, GPOs, and government procurement organizations to expand market access and drive revenue growth.
• Lead Connexall’s market access strategy for GPO and IDN growth.
• Identify and pursue opportunities through federal, provincial and public sector procurement programs, contract vehicles and cooperative purchasing agreements.
• Track and report on key performance indicators, including contact utilization, public sector pipeline revenue growth, and strategic account development.
• Lead preparation and coordination of responses to government contractors, RFPs, RFIs and other public sectors procurement opportunities.
• Collaborate with cross-functional teams to develop market access plans that support product launches, strategic initiatives, and expansion into new healthcare markets.
• Work closely with the marketing team to develop partner marketing programs, collateral, and campaigns that generate demand, strengthen strategic partnerships, and support indirect revenue growth.

Qualifications

• Bachelor's degree in Business Administration, Sales, Marketing, or related field.
• 3+ years of experience with a proven track record of success in channel sales, business development and partnership management, preferably within the healthcare or technology industry.
• Strong understanding of healthcare market dynamics, trends, and regulatory
• environment.
• Strong negotiation and contract management skills.
• Excellent computer skills in a Microsoft environment.
• Excellent communication, presentation, and negotiation skills.
• Exceptional project management and organizational skills.
• Ability to build and maintain strong relationships with internal and external stakeholders.
• Proficiency in data analysis and reporting.
• Knowledge of legal and compliance requirements related to integration partnerships.
• Strategic thinker with the ability to develop and execute effective sales strategies.
• Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic environment.
• Willingness to travel as needed to meet with reseller partners and attend industry
• events.
• Ability to travel internationally (50%-70%).

Benefits

• Competitive annual salary
• A rich benefits package, including medical, dental, life, and disability insurance
• Retirement Savings Plan with employer contributions
• Paid Time Off (PTO) and company paid holidays
• Professional Development & Training Opportunities
• Education Reimbursement Program
• Flexible Work Arrangements (Hybrid/Remote options where applicable)
• Collaborative & Inclusive Work Environment