Vice President, Channel Sales

Come join a winning team! Here at Imprivata, you'll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.

While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.

We are seeking a Vice President, Channel Sales to join our team. This is a hybrid opportunity based out of our Waltham, MA office.

Job Summary

The Vice President of Channel Sales is responsible for developing and executing Imprivata's global channel sales strategy, driving revenue growth through strategic partnerships, resellers, distributors, and strategic alliances. The VP will lead the channel sales team, create high-impact partner relationships, and ensure successful distribution of products. This role requires a leader with a strong background in both software sales and mobile technologies, with an ability to effectively collaborate with partners to achieve business objectives.

Duties and Responsibilities

• Develop and implement Imprivata's channel sales strategy, programs and services, with a specific focus on the mobile market.
• Identify, recruit, and manage strategic channel partners, including resellers, VARs and ISVs, and key mobile technology partners.
• Set clear sales targets and performance expectations for channel partners, aligned with company revenue and growth goals.
• Recruit, train, and mentor a channel sales team, fostering a culture of success.
• Drive growth through the effective management and expansion of the channel ecosystem.
• Monitor and analyze sales performance data, adjusting strategies as necessary to exceed revenue and growth targets.
• Manage partner performance and ensure timely and effective execution of sales programs.
• Cultivate relationships with strategic partners to maximize channel opportunities.
• Negotiate and establish mutually beneficial partnerships and contracts.
• Oversee the development of joint marketing and promotional campaigns with partners to drive demand and sales.
• Stay up to date with the latest industry trends, including mobile and competitive landscape.
• Educate and enable channel partners on new product offerings and sales strategies.
• Collaborate with Product, Marketing, and Customer Success teams to ensure channels strategies are aligned with product roadmaps and go-to-market plans.
• Provide feedback to product and marketing teams on market trends, customer needs, and competitive intelligence.
• Work closely with sales operations and enablement teams to develop and provide partners with necessary tools, resources, and training to sell solutions effectively.
• Other duties as assigned and required.

Required Qualifications

• 10+ years of experience in channel sales management, with at least 5 years in a leadership role within the mobile industry.
• Proven record in sales through indirect channels, including experience with mobile resellers, and VARs.
• Strong understanding of mobile products, services, technologies, and trends.
• Experience in managing complex partner relationships and negotiating high-value contracts.
• Strong leadership and people management skills.
• Expertise in developing and executing sales strategies that drive growth and market penetration.
• Excellent communication and negotiation skills.
• Strong business acumen with the ability to analyze sales data, develop forecasts, and manage budgets.
• Bachelor's degree in Business Administration, Marketing, or a related field.
• Visionary, strategic thinker with the ability to execute.
• Results-driven and focused on driving revenue growth.
• Adaptable and able to thrive in a fast-paced, dynamic environment.

This position offers a total compensation range of $350,000.00 to $400,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata's benefit offerings can be found here. This range represents the high and low end of Imprivata's compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!

Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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