Position Overview
The Channel Partner Business Development Manager will be responsible for identifying, recruiting, and managing strategic channel partners to drive indirect sales across Healthcare IT, Enterprise Content Services, and Government IT markets. This role focuses heavily on large global consulting firms and government contractors and requires a proven relationship builder with strong negotiation skills and experience developing high-impact partner ecosystems in competitive environments. Key Responsibilities
Partner Acquisition & Relationship Management
Identify, recruit, onboard, and manage channel partners, including large global consulting firms and government contractors, to expand market reach and revenue. Develop and execute channel partner strategies to meet or exceed revenue targets through indirect sales channels across Healthcare IT, Enterprise Content Services, and Government IT. Partner Enablement
Collaborate with partners to deliver training, resources, and ongoing support to ensure successful positioning and selling of the company’s solutions. Work closely with channel partners to build and manage a robust sales pipeline, accurately forecasting partner-driven revenue using CRM tools. Partner with internal technical and marketing teams to align solutions with partner capabilities and address client needs across target verticals. Monitor industry trends, competitive dynamics, and emerging opportunities to strengthen channel positioning and partner engagement strategies. Contract Negotiation & Partner Agreements
Negotiate partner agreements, define performance metrics, and ensure alignment with company objectives and partner expectations. Cross-Functional Collaboration
Work closely with sales, marketing, product, and customer success teams to ensure a seamless partner and client experience. Travel
Attend industry conferences, partner meetings, and networking events as required (up to 30% travel). Required Qualifications
Experience
5–10 years of experience in channel partner management or business development Experience selling technology solutions through large consulting firms or government contractors within Healthcare IT, Enterprise Content Services, or Government IT Education
Bachelor’s degree in Business, Marketing, Information Technology, or a related field MBA or advanced degree preferred Core Skills
Proven ability to develop and manage revenue-generating channel partner relationships Strong understanding of Healthcare IT, Enterprise Content Services, and/or Government IT markets Exceptional communication, presentation, and negotiation skills Proficiency with CRM platforms (e.g., Salesforce) and partner relationship management (PRM) tools Ability to establish credibility and trust with senior-level partner stakeholders Highly self-motivated with a strong sense of ownership and accountability Certifications
Channel sales or methodology certifications (e.g., MEDDPICC) are a plus Preferred Qualifications
Established network within large global consulting firms and government contractors Experience with federal, state, and local government procurement processes Familiarity with SaaS, cloud-based solutions, or IT infrastructure-focused channel programs
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The Channel Partner Business Development Manager will be responsible for identifying, recruiting, and managing strategic channel partners to drive indirect sales across Healthcare IT, Enterprise Content Services, and Government IT markets. This role focuses heavily on large global consulting firms and government contractors and requires a proven relationship builder with strong negotiation skills and experience developing high-impact partner ecosystems in competitive environments. Key Responsibilities
Partner Acquisition & Relationship Management
Identify, recruit, onboard, and manage channel partners, including large global consulting firms and government contractors, to expand market reach and revenue. Develop and execute channel partner strategies to meet or exceed revenue targets through indirect sales channels across Healthcare IT, Enterprise Content Services, and Government IT. Partner Enablement
Collaborate with partners to deliver training, resources, and ongoing support to ensure successful positioning and selling of the company’s solutions. Work closely with channel partners to build and manage a robust sales pipeline, accurately forecasting partner-driven revenue using CRM tools. Partner with internal technical and marketing teams to align solutions with partner capabilities and address client needs across target verticals. Monitor industry trends, competitive dynamics, and emerging opportunities to strengthen channel positioning and partner engagement strategies. Contract Negotiation & Partner Agreements
Negotiate partner agreements, define performance metrics, and ensure alignment with company objectives and partner expectations. Cross-Functional Collaboration
Work closely with sales, marketing, product, and customer success teams to ensure a seamless partner and client experience. Travel
Attend industry conferences, partner meetings, and networking events as required (up to 30% travel). Required Qualifications
Experience
5–10 years of experience in channel partner management or business development Experience selling technology solutions through large consulting firms or government contractors within Healthcare IT, Enterprise Content Services, or Government IT Education
Bachelor’s degree in Business, Marketing, Information Technology, or a related field MBA or advanced degree preferred Core Skills
Proven ability to develop and manage revenue-generating channel partner relationships Strong understanding of Healthcare IT, Enterprise Content Services, and/or Government IT markets Exceptional communication, presentation, and negotiation skills Proficiency with CRM platforms (e.g., Salesforce) and partner relationship management (PRM) tools Ability to establish credibility and trust with senior-level partner stakeholders Highly self-motivated with a strong sense of ownership and accountability Certifications
Channel sales or methodology certifications (e.g., MEDDPICC) are a plus Preferred Qualifications
Established network within large global consulting firms and government contractors Experience with federal, state, and local government procurement processes Familiarity with SaaS, cloud-based solutions, or IT infrastructure-focused channel programs
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