Vice President of Channel Sales

The V/P Channel Sales is responsible for creating and executing a strategic channel program. This program drives incremental revenue growth to support fiscal year corporate growth initiatives by creating, nurturing, growing, and securing channel partnerships. This individual will assess potential channel impacts and new product launches to realign current channel strategies and formulate new go-to-market strategies to ensure maximizing incremental revenue growth through strategic partnerships.

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• Identify, recruit and on-board new channel partners within assigned territory
• Analyze market trends and develop sales plans to increase brand awareness
• Address issues, sales conflicts, and pricing issues in a timely manner
• Manage sales pipeline, forecast monthly sales, and identify new business opportunities
• Develop positive working relationship with partners to build business
• Work with partners to develop sale proposals, quotations, and pricings
• Deliver customer presentations and attend sales meetings and partner conferences
• Strategize with sales and executive management on channel go-to-market strategy which consists of a blend of lead referral, reseller, technology, and OEM partners to support fiscal year revenue goals
• Other channel partnership duties, as assigned to support increasing sales pipeline

• The V/P Channel Sales must be strategy-oriented, with a proven track record of translating strategy into actionable results.
• The V/P Channel Sales must also have experience in developing go-to-market strategies and value propositions that benefit partner and end-customer.
• This individual needs to be a strong collaborator and consensus builder to bridge multiple competing objectives towards a singular alignment for the common goal of driving revenue.
• The V/P Channel Sales must be highly motivated, a self-starter that is resourceful and adept at getting the job accomplished with a sense of urgency.
• Strong member service skills, excellent written and verbal communication skills, strong inter-personal and problem-solving skills, along with attention to detail are required.
• Must be proficient in CRM. To perform the position, an individual must be able to satisfactorily perform each essential duty. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Prior TPA experience is mandatory.
• A bachelor’s degree and five or more years of multi-disciplinary background with increasing levels of responsibility in the areas of marketing, product management, channels, and business development.
• Experience in the healthcare field is required. Self-funded or alternative funded health plan experience a plus.
• Experience selling into broker channel, health plan consultant, PEO, private equity, HR consultants, trade associations, and/or specific verticals is preferred.

• Life/Health license is preferred.

• Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling services. This includes sales strategy and tactics, services demonstration, and proposal writing.
• Developing Objectives and Strategies Establishing long-range objectives and specifying the strategies and actions to achieve them.
• Member and Personal Service Knowledge of principles and processes for providing member and personal services. This includes member needs assessment, meeting quality standards for services, and evaluation of member satisfaction.
• Developing and Building Teams Encouraging and building mutual trust, respect, and cooperation among team members.
• Communicating with Internal and External Partners Providing information to partners within and outside the organization by telephone, in written form, e‑mail, and in person. Also includes representing the organization to members, the public, and other external sources.
• Administration and Management Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, and coordination of people and resources.
• Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions and approaches to problems.
• Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
• Analyzing Data or Information Identifying the underlying principles, reasons, and facts of information by breaking down information and data into separate parts.
• Organizing, Planning, and Prioritizing Work Developing specific goals and plans to prioritize, organize, and accomplish your work.
• Fluency of Ideas The ability to come up with several ideas about a topic (the number of ideas is important, not their quality, correctness, and creativity).
• Active Listening Giving full attention to what other people are saying, taking time to understand the…