US Sales, OEM Channel Manager - Acute Care and Monitoring

Medtronic • Lafayette, CO

7d • Remote

About The Position

The Acute Care and Monitoring business unit strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through Monitoring the respiratory status and Depth of Sedation of patients. Backed by years of exceptional clinical performance and more than 4,500 clinical references, our technologies are trusted worldwide. We are seeking a committed professional to join our team. While this is a remote position not located at a physical Medtronic site, the candidate hired will be required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role. Medtronic Acute Care & Monitoring reaches patients through our direct channel and strategic OEM partnerships. The US Sales OEM Channel Manager owns the national commercial strategy and execution for these partnerships, with primary accountability for the Medtronic–Philips Strategic Alliance. This is a national, quota-carrying role at the intersection of partner strategy, field execution and enterprise customer engagement. You will build joint go-to-market programs, identify and advance growth opportunities, engage executive stakeholders at health systems, align cross-functional teams inside Medtronic, and equip the US field organization to win through OEM channels. This role has no direct reports. Results are achieved entirely through influence across Account Executives and Regional Business Managers, partner organizations, customer executives, and internal stakeholders in Sales, Marketing, Regulatory, Quality, Legal, Supply Chain and Service. Influence is the core competency of this role: you will create alignment, move complex initiatives forward and earn credibility across organizations that do not report to you. This position reports to the Senior Sales Director, National Health Systems. Travel: approximately 50–60%, domestic.

Requirements

• Requires a Bachelor’s degree and a minimum of 5 years of relevant experience, or an advanced degree with a minimum of 3 years of relevant experience
• Demonstrated success leading complex commercial, strategic account, channel, partnership or program initiatives with revenue accountability
• Experience carrying and delivering a sales quota or comparable commercial target
• Demonstrated ability to drive results through influence across organizations outside direct reporting authority
• Strong executive communication and presentation skills, including experience engaging senior customer and business stakeholders
• Ability to travel approximately 50–60% within the United States
• Reside within the territory
• Possess unrestricted U.S. work authorization at the time of hire and for the duration of employment

Nice To Haves

• Experience in patient monitoring, acute care or a comparable medical device category
• Working knowledge of OEM, private-label, channel or strategic-alliance commercial models
• Experience negotiating or materially shaping commercial agreements and multi-stakeholder business terms
• Experience with competitive conversion, installed-base growth and recurring-revenue strategies
• Experience delivering training, coaching or enablement content to a field sales organization
• Experience leading cross-functional programs across functions such as Regulatory, Quality, Legal, Supply Chain, Marketing and Service
• Experience with enterprise health systems, strategic accounts or major patient-monitoring OEMs
• Advanced degree

Responsibilities

• Serve as the primary commercial owner of the Medtronic–Philips Strategic Alliance in the United States while supporting the broader OEM portfolio, accountable for growth and the long-term health of these partnerships.
• Build and drive commercial strategy for OEM partnerships and translate it into joint programs, offers and go-to-market plans with partner organizations.
• Lead the development of partnership agreements from business case through signature, including scope, commercial structure and multi-year terms.
• Carry and deliver an annual quota tied to partner-channel revenue, competitive conversion and growth priorities.
• Navigate and align stakeholders across Sales, Marketing, Regulatory, Quality, Legal, Supply Chain and Service to move partnership programs forward without direct authority.
• Engage executive stakeholders at health systems - including clinical, financial, technology and supply chain leadership to position the partnership and advance strategic opportunities.
• Drive competitive conversion within partner installed bases and defend recurring consumable revenue associated with capital placements.
• Develop and manage installed-base programs, including upgrade, replacement and remediation initiatives, in coordination with partners and customer clinical engineering teams.
• Own partner escalation management: identify and document account-level issues, define the business ask, coordinate resolution and elevate to partner leadership when needed.
• Prepare and deliver executive-level partnership reviews covering performance, growth opportunities, strategic priorities and account-specific escalations to Medtronic and partner leadership.
• Serve as the subject matter authority for OEM partnerships, partner portfolios and commercial models across the US field organization.
• Train and coach the field by developing and delivering OEM strategy, process and competitive-conversion enablement at national and regional forums.
• Lead regional strategy sessions with partner field organizations to align on shared accounts, priorities and next actions.
• Coach Account Executives and Regional Business Managers to identify, qualify and advance OEM opportunities within their territories.
• Develop inventory and supply strategies that reduce lead-time friction, support partner commitments and accelerate revenue capture.
• Maintain SFDC pipeline hygiene and forecast accuracy for the OEM channel, and develop reporting and decision-support tools needed to manage the business.

Benefits

• Competitive Salary
• Flexible Benefits Package
• Health, Dental and vision insurance
• Health Savings Account
• Healthcare Flexible Spending Account
• Life insurance
• Long-term disability leave
• Dependent daycare spending account
• Tuition assistance/reimbursement
• Simple Steps (global well-being program)
• Incentive plans
• 401(k) plan plus employer contribution and match
• Short-term disability
• Paid time off
• Paid holidays
• Employee Stock Purchase Plan
• Employee Assistance Program
• Non-qualified Retirement Plan Supplement
• Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior