Channel Manager

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We are seeking a driven and results-oriented Channel Manager to accelerate the growth of our Managed IT and Cybersecurity Services by building a high‑performing channel partner ecosystem while directly owning revenue outcomes. This role is expected to generate measurable pipeline and revenue impact within the first 90 days. This is a bag‑carrying role responsible not only for developing and managing strategic channel partnerships, but also for qualifying opportunities sourced through partners, engaging technical resources to scope solutions, and negotiating and closing deals.

The Channel Manager will carry a defined annual quota with a primary focus on Monthly Recurring Revenue (MRR), a secondary focus on Professional Services, and a tertiary focus on Procurement sales. The ideal candidate brings a strong background in channel sales within IT services, excels at relationship management, and thrives in both partner enablement and direct sales execution. This role requires a deep understanding of the healthcare IT landscape, including the operational, regulatory, and risk considerations that influence technology decisions in clinical environments.

The ideal candidate brings existing relationships within healthcare‑focused channels and is expected to leverage those relationships to drive pipeline and revenue rapidly. This is not a long‑cycle program build role; success will be measured by speed to meaningful demand creation and closed revenue.

• Channel Partner Development:
  Identify, recruit, and onboard new channel partners. Develop and scale relationships with healthcare‑aligned routes to market, including but not limited to TSDs, master agents, healthcare‑focused VARs, advisory firms, and other referral partners with direct access to healthcare decision‑makers.
• Sales Enablement:
  Train and equip partners with the tools, resources, and knowledge to effectively sell Managed IT and Cybersecurity Services.
• Opportunity Ownership:
  Actively carry a sales bag by qualifying opportunities sourced from channel partners, engaging technical resources (e.g., Solutions Architects) to scope deals, and directly negotiating and closing business.
  • Proactively source, influence, and accelerate managed IT infrastructure opportunities through existing partner relationships, minimizing reliance on long incubation periods or internal lead generation.
• Quota Achievement:
  Own and deliver against an assigned annual quota, with a primary focus on MRR, a secondary focus on Professional Services, and a tertiary focus on Procurement‑based sales.
• Strategic Planning:
  Design and execute a channel sales strategies aligned with the company growth objectives.
• Revenue Growth:
  Drive incremental revenue through channel performance targets, KPI tracking, and improvement plans.
• Marketing
  
  Collaboration:
  
  Partner with marketing to create co‑branded campaigns and partner‑focused initiatives that generate demand.
• Relationship Management:
  Serve as the primary point of contact for channel partners, resolving issues and strengthening long‑term relationships.
• Sales Forecasting:
  Deliver accurate forecasts and align resources to support partner sales success.
• Program Optimization:
  Continuously evaluate and refine channel programs, workflows, and incentives to improve engagement and results.

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).
• 5+ years of experience in channel sales or management, preferably in IT services or technology.
• Strong understanding of Managed IT Services, cloud solutions, and the MSP landscape.
• Proven ability to build and manage productive partner relationships at all levels.
• Excellent leadership, negotiation, and communication skills.
• Proficiency with CRM platforms and sales enablement platforms.
• Demonstrated success in building partner programs and achieving/exceeding sales targets.
• Demonstrated experience selling managed IT infrastructure solutions into healthcare environments, with an understanding of clinical uptime requirements, security expectations, and…