Channel Sales Director

Summary

Join MedeAnalytics as the Director of Channel Sales and play a pivotal role in expanding our Strategic Partnerships and Alliances across North America. You will develop and manage key relationships with healthcare channel organizations, exceeding a multi-million-dollar annual sales quota. This requires consultative selling skills, a strong understanding of the healthcare IT market, and experience in building strategic partnerships. You will identify and recruit new channel partners, navigate complex sales processes, and collaborate with internal teams. The ideal candidate possesses extensive experience in healthcare IT sales, a proven track record of success, and strong communication skills. MedeAnalytics offers a competitive salary, uncapped commission, and a comprehensive benefits package.

Requirements

• 8+ years of experience in consultative selling of SaaS-based technology & capabilities to the healthcare market (payers, providers, ACOs and payviders) via channel/vendor partners
• Experience leveraging Analytics to enhance Electronic Medical Records (EMRs) by extracting valuable insights from the data to drive financial sustainability
• Strong domain expertise in areas such as healthcare consulting, Business Process Outsourcing (BPO), EMR/EHRs, healthcare clearinghouses and revenue cycle (RCM) technology & services companies
• Ability to consult on and then construct innovative capability-based (vs. product-based) deals
• Ability to analyze market trends, assess customer needs, and design sales strategies to maximize revenue
• Demonstrated sales track record of exceeding a multi-million-dollar annual sales quota in highly competitive environments with the ability to identify and prospect new logo opportunities, successfully navigate complex buying processes, negotiate and close contracts
• Bachelor’s degree or equivalent experience, MBA preferred
• Excellent verbal and written communication skills
• High motivation, a desire to win, and a desire to work for a winning organization
• Adaptable to change in a fast-growing company
• Passionate about healthcare

Responsibilities

• Use consultative selling techniques in conjunction with a strong understanding of market drivers and technology to construct, present and sell innovative capability-based (vs. product-based) deals
• Carry and exceed a multi-million-dollar annual sales quota
• Develop and manage market segments and pipeline development strategies to meet or exceed quarterly and annual quotas
• Use existing contacts, LinkedIn, search engines and other external data sources to identify and connect with decision-makers, buyers and key stakeholders at targeted healthcare business process outsourcers (BPOs), Consultants and EMR/EHR vendors
• Proactive and persistent outreach via phone, email, LinkedIn and other channels to develop qualified leads and, in turn, expand market reach and drive revenue growth
• Identify and recruit new channel partners, ensuring alignment with our product offerings, market segments and strategic goals
• Successfully navigate complex buying processes (including RFP responses), negotiate and close contracts
• Align with the marketing team to create partner-focused marketing materials
• Work in close collaboration with product and solution consulting to drive client pursuits and develop winning proposals that sell our portfolio and achieve the company's growth goals
• Support client contracting processes, including reviewing and developing Master Service Agreements, Statements of Work, Change Orders, and developing internal pricing models

Preferred Qualifications

A strong understanding of technology such as data activation, data fabric, public cloud, interoperability, and visualization/analytics solutions (e.g., Tableau, Power BI) is a significant plus

Benefits

• Comprehensive Medical, Dental, and Vision Coverage – Effective the first of the month following your start date
• Company-Paid Life & AD&D Insurance , plus Short-Term and Long-Term Disability (STD/LTD)
• Company-Paid Employee Assistance Program (EAP) premium tier for your wellbeing
• 401(k) Plan with company match
• Paid Holidays and Paid Time Off (PTO) Accruals
• Employee Referral Bonus Program
• Professional Development Opportunities to support your growth