Director, Channel Partnerships

Clearwater

13h•$125,000 - $155,000

About The Position

The Director, Channel Partnerships is responsible for generating sales opportunities through channel and referral partners, as well as through direct business development. The role develops and implements strategies for creating and expanding partnerships, aligns partner activities with company priorities, and builds a qualified pipeline of prospective partners. It works with executive leadership and Clearwater sales teams to create joint value propositions and plans, enable partner sales teams, manage opportunity registration and account coordination, execute partnership agreements, and monitor relationship performance. The position also conducts direct business development, presents proposals, represents the company at events, and reports progress to management and leadership. The role’s scope and priorities are set through annual objectives, which may change to reflect company strategy. The role requires 10 years of experience in channel partnership management, business development, or sales, including at least five years in senior leadership, and experience in healthcare. A bachelor’s degree in Business, Marketing, or a related field is required. An MBA or other advanced business degree and relevant certifications are preferred. The position calls for channel sales and partner management expertise, go-to-market strategy experience, direct and channel selling success, business acumen, strong communication and networking skills, and the ability to manage priorities and processes in a growth-company environment. The base salary range is $125,000–$155,000. The total rewards package includes eligibility for a 401(k) plan, medical, dental, vision, life and disability insurance, leave in accordance with the employee’s work state, flexible paid time off, 11 paid holidays, and paid sick time. The position also includes professional development expectations such as leadership and sales training, certifications, networking, and ongoing learning about channel partnerships.

Requirements

At least 10 years of experience in channel partnership management, business development, or sales.
At least 5 years of experience in a senior leadership role.
Experience in the healthcare industry.
Proven experience in channel sales, managing partner relationships, and developing and executing go-to-market strategies for channel-based organizations.
Experience selling directly and through a channel, with a history of exceeding growth goals and/or quotas.
Bachelor’s degree in Business, Marketing, or a related field.
Ability to use a playbook, work with metrics, and manage processes impeccably.
Ability to quickly understand issues, identify and assess alternatives, quantify considerations, and objectively present recommendations in the company’s best interest.
Experience working in an early-stage growth company with an evolving go-to-market strategy.
Thorough understanding of SaaS and consulting business models.
Self-starter with an entrepreneurial approach, strong work ethic, and desire to win.
Excellent people and networking skills, including the ability to connect with key decision-makers.
Highly organized, disciplined, process-driven, detail-oriented, and productive.
Strong business acumen, judgment, professionalism, and integrity.
Ability to prioritize important tasks amid a heavy workload and stay focused on objectives.
Ability to conduct strategic, business-oriented conversations with VP-level and executive leadership stakeholders.
Strong written communication skills.
Ability to set goals, remain accountable, and measure progress.
Ability to embrace Clearwater’s CLEAR core values and culture.
Ability to handle multiple demands in a fast-paced environment and exercise appropriate judgment.
High level of initiative and independence.
Excellent oral communication skills.
Ability to use a personal computer for extended periods.

Nice To Haves

MBA or other advanced business degree.
Relevant certifications in channel sales, partnership management, or business development, such as Channel Partner Management or Sales Leadership.
Knowledge of HIPAA compliance, cybersecurity, and information risk management.

Responsibilities

Develop and implement strategies for building channel partner and referral relationships, including with systems integrators, consulting companies, insurance companies or brokers, MSPs, and incident response professionals.
Align partner prospecting and partner expansion activities with company needs in collaboration with executive leadership.
Source, qualify, secure, and develop partnership opportunities through research, networking, prospecting, and other outbound activities.
Lead partner account strategies, identify partner needs, and guide prospects toward Clearwater solutions.
Build relationships with partner account teams and representatives who can refer opportunities to Clearwater.
Develop sales enablement tools and provide or arrange training for partner sales teams.
Manage new partner opportunity registration and coordinate activity between Clearwater and partner sales teams.
Manage partner relationships and address channel opportunities or conflicts.
Perform business development activities that generate direct sales opportunities for Clearwater.
Develop strategic and tactical plans covering target partners, go-to-market strategies, and timelines for objectives.
Prospect and secure new business and partnership opportunities using industry relationships.
Build a pipeline of potential partners, qualify relationships, and contract with selected entities that meet qualification metrics.
Serve as the point of contact for partnership-related inquiries.
Meet prospective partners virtually and on-site, learn about their solutions and business models, and educate them about Clearwater’s solutions.
Develop a joint value proposition and annual plan for each partnership, including strategic priorities, objectives, commitments, regional sales alignment, and co-sponsored marketing initiatives as applicable.
Develop proposals and present them to target partners.
Work with leadership to execute partnership contracts and ensure each party fulfills its obligations.
Monitor referral and channel relationships regularly to optimize performance.
Evaluate channel-partner opportunities for registration eligibility and manage the registration process when appropriate.
Coordinate and lead meetings between Clearwater and partner sales teams, establish account rules of engagement, and support effective collaboration.
Serve as the escalation point for strategic concerns involving partner and referral relationships.
Identify and connect with potential contacts at events and conferences.
Meet weekly with the manager to review performance against plan and present progress to leadership as requested.
Advance professional and technical knowledge through training, self-study, professional associations, and industry publications.
Participate in leadership development programs, advanced sales courses, certifications, networking events, conferences, and other learning related to channel partnerships.
Perform other duties within the scope of the role as assigned.