Director, Channel Partnershipsnew

POSITION SUMMARY 

The primary objective of this position is to generate new sales opportunities through partnership and alliances including channel and referral partners. The Sr. Director, Channel Partnerships may also be generated through direct business development efforts. The scope and priorities of this position will be defined in the annual objectives, which may be modified from time to time to align to the Company’s strategic priorities and initiatives. 

 

SPECIFIC JOB RESPONSIBILITIES 

• Develop and implement strategies for building channel partner and referral relationships which may include systems integrators, other consulting companies, insurance companies or brokers, MSPs, Incident response professionals or others 
• Work closely with the Executive Leadership to align partner prospecting and existing partner expansion objectives and activities with the needs of the Company 
• Source, qualify, secure and develop partnership opportunities through research, networking, prospecting, and other outbound activities 
• Lead partner account strategies and add value in uncovering needs and leading prospects to our solutions 
• Build strong relationships with partners’ account teams or other representatives that are influential in or responsible for passing opportunities to Clearwater 
• Develop sales enablement tools, and provide training to partners’ sales teams 
• Manage registration of new partner opportunities and coordinate efforts between Clearwater sales team and partner sales team 
• Manage relationships and address channel opportunities or conflicts 
• Perform business development activities that result in direct sales opportunities for Clearwater 
• Develop strategic and tactical plans, which include targeting specific partners, go to market strategies, as well as timelines for meeting established objectives 
• Prospect and secure new business and partnership opportunities leveraging industry relationships 
• Build a pipeline of potential partners, qualify the relationships, and contract with a select number of entities which meet qualification metrics 
• Serve as point-of-contact for all partnership-related inquiries 
• Meet with potential partners both virtually and on-site; learn about their solutions and business model and educate them on Clearwater’s solutions 
• Develop a joint value proposition and annual plan for each partnership, outlining key strategic priorities and specific objectives and commitments, this may include but not limited to regional sales alignment, and cosponsored marketing initiatives 
• Develop proposals and present to key target partners 
• Work with leadership to execute contracts with partnerships, and ensure each party is accountable for meeting its obligations 
• Monitor referral and channel relationships on a regular basis to optimize best performance 
• Develop partner sales enablement tools, perform training for partner sales team, (or arrange for that training with others on the Clearwater team) 
• Evaluate whether new opportunities proposed by channel partners qualify for registration, and if so, manage registration process 
• Coordinate and lead meetings between Clearwater and partner sales team. Establish rules of engagement for each account, and ensure the team is working together effectively 
• Serve as the point of escalation for strategic concerns for partner and referral relationships 
• Identify and make connections with potential contacts at events and conferences  
• Meet with manager one-on-one weekly to review performance to plan. Present progress to leadership as requested. 
• Advance one’s own professional and technical knowledge through attending trainings, self-study, participating in professional associations, and reading industry publications 
• Perform other duties within the scope of the role as assigned.

 

EXPERIENCE REQUIRED 

• 10 years of experience in channel partnership management, business development, or sales, with at least 5 years in a senior leadership role.
• Experience in the healthcare industry.
• Proven experience in channel sales, managing partner relationships, and developing and executing go-to-market strategies for channel-based organizations.
• Experience in selling directly and through a channel with a history of exceeding growth goals and/or quotas.

QUALIFICATIONS, SKILLS, & KNOWLEDGE 

• A Bachelor’s degree in Business, Marketing, or a related field is required. An MBA or advanced business degree is preferred.
• Relevant certifications in channel sales, partnership management, or business development are a plus (e.g., Channel Partner Management, Sales Leadership).
• Subscribes to using a playbook; metrics-driven, with impeccable process management skills  
• Demonstrated ability to quickly understand an issue, identify alternatives, quantify and assess, and objectively present recommendations that are in the best interest of the Company 
• Prior experience working in an early-stage growth company with an evolving go to market strategy 
• Thorough understanding of SaaS and consulting business models, with HIPAA compliance, cybersecurity and information risk management a plus 
• Self-starter, highly entrepreneurial with exemplary work ethic and a strong desire to win 
• Excellent people skills, including networking at events 
• Excels at identifying ways to make connections to get to key decision makers 
• Highly organized, disciplined, process-driven, detail-oriented, and driven to productivity  
• High degree of business acumen, judgement, professionalism and integrity 
• Able to prioritize the most important tasks within a heavy workload and stay focused on meeting objectives 
• Ability to conduct strategic, business-oriented conversations at a VP through executive leadership level 
• Possesses strong written communication skills  
• Sets goals and holds himself/herself accountable, measures progress against those goals 
• Ability to embrace Clearwater’s CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.  

PROFESSIONAL DEVELOPMENT EXPECTATIONS  

• Participate in leadership development programs, advanced sales courses, and certifications to enhance skills in both leadership and channel management.
• Actively build and expand your network with key industry players and channel partners by attending networking events like industry summits, partner conferences, or business development meetups.
• Continuously expand your understanding of channel ecosystems and partner management best practices by engaging in industry-specific courses, attending conferences, and staying informed about the latest trends in channel partnerships.

 

The base salary range for this role is $125,000-155,000]. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed. 

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process. 

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.