Global Senior Channel/Alliances Manager (Healthcare)
Please note: This is a Global Senior Channel/ Alliances Manager who would be reporting under our Global function and will be managing partners across multiple countries. It is not country-specific.
Permanent contract.
Objective and Purpose
The Senior Channel/Alliances Manager is key in the Ascom Partner Program. His/her work focuses on strategic partners of Ascom. He/she manages, and expands relationships with assigned strategic partners, focuses on growing the business relationship, and is responsible for developing and executing the sales strategy for Channel Partners (Resellers) and/or Strategic Alliances Partners within the regional and/or global marketplace. His/her responsibility covers delivering against agreed sales targets and contributing to achieving the overall Regional and/or Global sales targets. The Senior Channel/Alliances Manager represents Ascom through a range of products and services though may focus on a specific solution or product set if focused on a partner vertical market.
Key Tasks and Responsibilities
- Proactively lead partner planning process to develop mutual performance objectives, financial targets (when applicable), and critical milestones associated with a productive partner relationship
- Proactively assess, clarify, and validate partner needs on an ongoing basis
- Responsible for initiating and maintaining highly satisfactory, responsive working relationships with key personnel in assigned partner accounts
- Support partner organizations to sell Ascom products and offering to end-users
- Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
- Manage and professionally resolve potential channel conflict with other firm sales channels with excellent communication, and through strict adherence to channel rules of engagement
- Ensure partner compliance with partner agreements
- Ensure CRM and other business management systems are maintained and updated frequently including a forecast of responsible accounts
- Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
- Drive adoption of Ascom programs among assigned partners and proactively recruits new qualifying partners
- Coordinate the involvement of internal resources, including support, service, and management, to meet partner’s expectations and performance objectives
Requirements
Qualifications and Work Experience
- Master’s or bachelor’s degree in business administration, marketing, sales or a related field
- At least 7 years experience in channel sales and partner management, ideally selling technology-driven products and services to commercial, institutional and or industrial customers within healthcare
- Proven track record within indirect Sales with a focus on value-based complex solution sales, including software
- Profound sales experience, and track record of successfully selling to healthcare
- Must come from or have significant experience within the Healthcare industry
- This is a global role and can be fully remote or be based out of one of our European Offices.
- Must be happy to travel to Partner's sites occasionally
Skills and Competencies
- Excellent ability to manage partner relations while identifying opportunities
- High ability to convert opportunities into orders
- Ability to successfully demonstrate the value of Ascom’s products, solutions and services
- Strong knowledge and understanding of the wireless communication sector and Clinical Solutions environment; strong understanding of technical system configurations; and knowledge about Ascom products portfolio
- Excellent verbal and written communication skills and ability to engage and energize others
- Excellent negotiation skills
- High ability to collaborate and build sustainable and effective relationships
- Excellent troubleshooting and problem-solving skills
- Strong coaching and feedback skills
Personal Qualities
- Achievement mindset; shows a preference for action and an eagerness to take the initiative
- Highly responsive and customer-focused, enjoys working with people
- Works well under pressure, enjoys selling and is willing to go the extra mile
- Strong collaborator and team player, willing to take ownership and responsibility
- Quick learner, with an affinity towards technical and IT-related topics, Ascom’s products and offerings and how they create value for customers
