Director, 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 Director, Channel Sales to join our team. This is a hybrid opportunity based out of our Waltham, MA office.

Job Summary

The Director of Channel Sales is responsible for developing and executing Imprivata’s North American channel sales strategy, driving revenue growth through strategic partnerships, resellers, distributors, and strategic alliances. The director will lead the channel North American 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 an