Channel Manager
Closed
Adaptiiv is looking for an experienced, highly driven, Channel Manager to join our growing sales team.
Reporting to the Vice President, Sales, the Channel Manager builds, maintains, and expands Adaptiiv's relationships with current and prospective international channel partners. They are an expert in all things Adaptiiv, represent the entire range of Adaptiiv products and services, and are responsible for achieving sales, profitability, and partner objectives. The Channel Manager's main goal is to act as a trusted advisor, and to preserve, grow and get the most out of our strategic partner relationships. They understand our partner's businesses, can tie their objectives back to the benefits of the partner relationship, and take a personalized approach to maintaining communication.
- Build and maintain relationships with key contacts at all levels in the partnership. You will be the primary point of contact for our international partners and will establish yourself as a valuable resource to the partner.
- Working collaboratively with the sales team to identify key opportunities, develop sales forecasts, and help to remove any barriers.
- Working closely with the sales team, making sure projections are accurate, leads are followed up on, promotions are executed, and the client is satisfied.
- Recruiting the right partners, who have the expertise and market value the aligns with Adaptiiv's go-to-market strategy.
- Ensures partners understand Adaptiiv's product and services, including proficient and on-going use of the software.
- Responsible for the development and maintenance of distributor agreements and price books.
- Cultivates meaningful relationships with partners by understanding their individual goals and helping to find mutually beneficial solutions.
- Responsible for sales, strategic account planning, overall relationship management, at both the end-user and partner level, while developing new and existing accounts to heighten sales.
- Proactively develop large project opportunities encompassing Adaptiiv's products and services.
- Develop strong, trusted advisor relationships with key decision makers and influencers within hospitals and clinics, to understand and deliver impactful solutions.
- Provide timely and accurate sales forecast reports and generate a healthy pipeline.
- Regularly report on partner achievements and assigned objectives.
- Participate in the partner planning process to develop mutual performance objectives, financial targets, and critical milestones associated with having a productive partner relationship.
- Quickly learn and understand new key characteristics of products and services and communicate the value of these to partners and end-users.
- Contribute to marketing team efforts including new product introduction, pricing, promotional activities, and collateral development.
- Participates in regular QBR cadence with strategic partners to establish, review, and modify joint-plans and execution scorecards.
- Be aware of competition and technology disruptors that may impact sales, sharing research and findings with team.
- Post-secondary education in business, marketing, or a related field.
- 10+ years of sales experience, with demonstrated experience in channel sales (international experience preferred).
- Previous experience selling in the Software and/or medical space via channel partnerships.
- Demonstrated ability to find new markets.
- Demonstrated ability to develop new channel partners and opportunities, versus inheriting them.
- Has an understanding of the global Radiation Therapy market and role various B2B channel partners play.
- Ability to develop relationships at all levels within our partners organizations.
- A high achiever with an exceptional track record of success in Sales, Relationship Management and Marketing.
- Strong interpersonal skills, able to develop strong business relationships and has a demonstrated capability of working effectively with cross-functional teams.
- Excellent communication skills, able to use executive storytelling to build relationships and close partnership agreements.
- Proficient at record keeping and funnel management experience (in Salesforce is an asset).
- Effective and demonstrated negotiation skills.
- Proficient with Microsoft Suite, Salesforce, and other business tools or CRM.
- Prior start-up environment experience and success in launching new technologies is an asset.
At Adaptiiv Medical Technologies Inc., we help transform the patient experience with 3D printed patient-specific accessories for use in radiation therapy. We foster a culture of innovation, collaboration, diversity, creativity, growth, and success. We are always looking for individuals who have exceptional talent and an entrepreneurial drive to contribute to the ongoing fight against cancer.
If you are passionate about making a difference, we would like to hear from you!
