National Accounts Channel Manager

About Avive:   Avive Solutions, Inc. (https://avive.life) is a growth stage Automated External Defibrillator (AED) company with a connected response system that is rapidly gaining market share. We are a mission driven team that is quite literally saving lives. Sudden Cardiac Arrest (SCA) is a leading cause of death in the United States, and we are on a mission to change that! We are a dynamic organization that builds elegant, creative solutions to solve complex problems. Ultimately, our mission is for all cardiac arrest victims to have rapid access to life-saving defibrillation.   Avive is taking a fresh approach to addressing this decades-old problem by innovating AED technology, coupled with a first-of-its-kind software platform solution to enable a quicker and more streamlined response to SCA emergencies. We believe that this unique combination of deploying advanced – yet still accessible – hardware, and software, has the potential to revolutionize out-of-hospital cardiac arrest response and massively impact SCA survival rates.   Check out this short video that shows a glimpse of how our team is working to re-think cardiac arrest response and save lives! https://www.youtube.com/watch?v=2p4zfOWo62E   Learn more about working at Avive: https://avive.life/careers/   About the Role:    We’re looking for a National Account Channel Manager to drive enterprise growth through our distribution channel by directly supporting and influencing their National Sales organization. This role blends enterprise sales expertise with channel fluency—acting as a subject matter expert, deal strategist, and closer across partner-led opportunities. This role operates as an embedded commercial partner—working within the distributor’s enterprise motion to ensure consistent inclusion, strong positioning, and successful execution of large, complex opportunities. This individual will partner closely with internal Enterprise and Distribution leadership but will personally own day-to-day execution, deal influence, and pipeline development within the national account sales team of the distributor.      *Candidates must reside in the US and will be expected to travel throughout the country.

What You'll Do:

• Including, but not limited to:
  Deal Support & Influence
• Partner directly with the distributor’s National Account team on strategic opportunities from early-stage through close
• Responsible for the training of the National Account team
• Ensure our solution is positioned effectively in large, complex deals
• Serve as a product and solution expert in customer-facing engagements
• Support RFP/RFI responses, customer presentations, and solution positioning
  Pipeline Development Within the Distributor
• Build and manage a joint pipeline view with the distributor’s national account team
• Identify target accounts and whitespace opportunities across enterprise segments
• Drive consistent inclusion in qualified opportunities through active engagement with sellers
• Track and report on pipeline influence and progression
  Field-Level Enablement & Activation
• Deliver targeted enablement to distributor enterprise reps:
• Product positioning
• Use cases
• Competitive differentiation
• Reinforce enablement through deal participation and real-time coaching
• Equip reps with practical tools that drive adoption in opportunities
  Field-Level Enablement & Activation
• Deliver targeted enablement to distributor enterprise reps:
• Product positioning
• Use cases
• Competitive differentiation
• Reinforce enablement through deal participation and real-time coaching
• Equip reps with practical tools that drive adoption in opportunities
  Internal Alignment & Execution
• Partner with: Enterprise Leadership (strategy, deal alignment, channel conflict) & Distribution Leadership (partner coordination, where necessary)
• Provide field intelligence on: Deal feedback, Competitive insights, & Barriers to entry
• Ensure alignment between direct sales efforts and partner-led strategies 
  Relationship Development 
• Build strong relationships with:
• Distributor national account sellers
• Regional and vertical leaders
• Key internal stakeholders
• Establish credibility as a trusted, go-to partner within the distributor organization