Channel Partner Manager

Position Summary The Channel Partner Account Manager is a pivotal role responsible for managing and nurturing our relationships with channel partners, including Resellers, Group Purchasing Organizations (GPOs), and Commission Reps. This role will focus on developing strong partnerships, driving mutual growth, and ensuring that we deliver and receive maximum value from those partnerships. To ensure accountability, you drive measurable business performance across revenue, scorecard metrics, and channel health indicators. The Channel Partner Account Manager will also lead and mentor a team of two support representatives that will contribute to the success of this role. Essential Duties and ResponsibilitiesThe essential functions include, but are not limited to the following:Account Management:Develop and maintain strategic, long-term relationships with Resellers, GPOs, and Commission Reps across all organizational levels.Lead account planning and see through implementation: Resellers must have strategic, effective and actionable Account Plans to retain, renew, grow and maximize value. Build and maintain Quarterly Execution Plans focused on revenue, badges, identify growth opportunities, set aspirational targets, build strong account management execution plan by utilizing all resources. Maintain deep knowledge about partner's business and have the ability to identify and clearly articulate business opportunities and ways to pursue them.Business Reviews: Conduct regular, comprehensive business reviews to evaluate partnership performance, identify opportunities for improvement, and implement strategic initiatives.Provide ongoing, support to partners, ensuring they have access to the resources, training, and information they need to succeed.Lead contract renewal process and involve the right internal stakeholders to secure renewal and retention. Meet or exceed customer support service level agreements communicated to channel partners. Performance Evaluation: Develop and manage a robust process for proactively evaluating the performance and value of our partnerships.Ensure that both our company and our channel partners are consistently delivering value to each other through transparent and measurable metrics.Monitor and analyze key metrics (e.g., revenue, churn, partner engagement) and present actionable insights to senior leadership during monthly reviews.Ensure commitments made in contracts are followed through to remain compliant and in good standing with channel partners. Responsible for ensuring that available data is consolidated into a KPI dashboard and if any data points are needed, drive the requests and see through the implementation. Evaluate blockers/issues getting in the way of being successful and suggest improvements, at times leading the implementation. Strategic Insights:Gather and analyze data on channel partners to gain strategic insights and provide actionable recommendations to senior leadership. Use insights to drive continuous improvements in partner support, relationship management, and overall strategy.Meet with senior leadership to provide status on health of channel partnerships, renewals, initiatives, risks, opportunities and account plan strategies. Gain a thorough understanding of Partners goals, sales channels, pricing models, product offerings, and pain points to offer customized solutions that drive growth.Act as an advocate for Partners interests, goals and objectives in their engagement with RDC.Team Leadership and Development:Lead, mentor, and develop a team of two support representatives, fostering a culture of excellence and continuous improvement.Ensure the team delivers world-class service to our partners, addressing issues proactively and efficiently. Conduct regular performance reviews, providing constructive feedback and identifying opportunities for professional growth and development for team members.Promote a positive, results-driven work environment that prioritizes operational excellence and partner satisfaction.Lead by example and drive a positive work culture to promote team cohesion.Maintain flexibility and adaptability as the needs of the business evolve. Other duties as assigned by leadership.Minimum Qualifications (Knowledge, Skills, and competencies for success)Minimum of 5 years of experience in account management, with a strong preference for experience in a channel partner or reseller environment.Exposure to subscription- and renewal-based business processes, upselling, or cross-selling as well as deep knowledge of and experience of account management best practices.Effective relationship-building skills, with a focus on consultative problem-solving and value creation for partners.Experience interacting with senior leadership and providing high-level strategic insights.Has proven leadership skills.Analytical thinker with keen problem-solving; process development and improvement; as well as task planning and delegation skills.Must be able to actively participate in meetings with C-Suite executives and contribute unique perspectives and value.Entrepreneurial spirit: You are passionate about winning in the market and you are self-sufficient and can take initiative.Ability to work proactively and independently in a fast-paced environment, with a focus on continuous improvement.Bonus points if: Has direct HubSpot or Salesforce experienceBackground in healthcare, veterinary, dental, or radiation detection industries.Familiarity with dosimetry products and services.Physical Demands and Work Environment The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.This role may require travel to the HQ office, customer sites, tradeshows and other work events as needed.

Created: 2025-01-14