Global Senior Channel/Alliances Manager (Healthcare)

Clinical Solutions
DK Aarhus, FI Turku, FR Suresnes, SE Stockholm, SE Gothenburg, DE Frankfurt am Main, DE Berlin, CH Mägenwil, IT Florence, RO Cluj-Napoca

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august 2, 2023

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


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
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