Manager, Channel Sales
Waystar Health
US
2d ago

What is the purpose of this position? Our Manager, Channel Sales will have responsibility for all aspects of business development within their assigned channel partner(s) including the development of the strategic partner plan(endorsed and executed by the specified partner), partner development, revenue attainment, forecasting, gross margin, and customer satisfaction.

The Manager, Channel Sales will be responsible for conducting quarterly business plan reviews with strategic plan adjustments to insure quarter over quarter growth.

Critical Success Factors : 1) Create synergistic channel partnership that adds value to both Waystar and assigned partner2) Document and demonstrate a complete understanding of partners go-

to-market strategy3) Model the strategic partner plan to maximize Waystar opportunity4) Achieve a minimum of 100% of assigned channel quota5) Awareness and forecast accuracy to meet Waystar management goals and objectives1-

Forecast Accuracy : The Manager, Channel Sales will be expected to forecast their overall business within an acceptable range per quarter.

A hard commit will be tracked at the start of each new quarter to determine success. 2-Competition : Each Manager, Channel Sales will be expected to review competitive offerings within their assigned partner.

This should focus on competitive product, pricing, promotion, and path to market3-Vertical Markets : Each Manager, Channel Sales will be expected to identify possible vertical market focus of the partner(s) which represent new booking / revenue potential to Waystar Corp.

An update on these new vertical markets will be presented to the Executive Management team once a quarter during reviews.

Looking for some details?

  • Develop strategic partner plan and conduct quarterly plan reviews
  • Build relationships with key executives within strategic partner’s headquarters and field organizations
  • Assist partners with product positioning, configuration, and sales strategy
  • Identify key strategic opportunities to closely tie partners success to Waystar products and services
  • Identify joint development opportunities where appropriate
  • Drive new sales by enhancing Waystar penetration in partners sales segments / channels
  • Create effective Marketing programs
  • Coordinate with engineering teams to ensure that products are compatible and engineering roadmaps are shared
  • Do you fit our team?

  • BA / BS degree or equivalent with a major in business or marketing
  • 7-10 years successful channel business development experience
  • Experienced leader with proven skills in developing and building partner relationships and expanding product sales through distribution channels
  • Health Care industry experience preferred
  • Business planning skills
  • Strategic thinking and problem solving skills
  • Superior business development, marketing and management skills with successful channel performance
  • Excellent verbal and written skills
  • Ability to clearly communicate the Waystar / Partner sales mission to Partner Sales Manager and achieve sales growth goals and objectives
  • Ability to coach, teach, develop, and promote a positive team attitude to increase productivity of associated team members
  • Experience using Microsoft applications and familiar with CRM / Sales Automation tools such as Salesforce.com, etc.
  • In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

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