General Electric Channel Partner Sales Manager in Barrington, Illinois
Job Description Summary
The Channel Partner Sales Manager is responsible for driving the recruitment, onboarding, enablement and ongoing success of third party Channel Partners for the GE Healthcare Digital (HCD)/Enterprise Digital Solutions (EDS) business. This is a strategic channel sales/partner success management position where you will work to establish a trusted advisor relationship with both third party Channel Partners, their prospects and customers, and also with internal teams at GE Healthcare. This individual will prospect, recruit, onboard, enable and provide continuous support to partners ensuring their success. This individual will use strong leadership skills to mentor and coach authorized partners to drive financial results, while ensuring compliance. This individual will deliver world class channel sales management that will attract, build and maintain best in class Channel Partners for Edison™ True PACS, Edison™ Open AI Orchestrator, Centricity™ Cardio Enterprise, Edison™ Datalogue, Edison™ Datalogue Connect, AW Server, and Performance Intelligence Analytics radiology and cardiology healthcare IT solutions. High levels of Commercial judgment are required to achieve outcomes required.
GE Healthcare is a leading global medical technology and digital solutions innovator. Our Digital organization is structured around three major areas: Products & Platform, Go to Market and Centers of Excellence.
Roles and Responsibilities
Selling to or through partners and distributors. May include channel sales support and channel development duties.
Identify, target and prospect into companies that HCD should consider onboarding as new Channel Partners for the Edison True PACS solution. Lead the entire recruitment, onboarding and enablement process.
Delivering general sales training to Channel Sales and providing continuous mentoring to Channel sellers to increase depth of their HCD solutions expertise.
Ensuring that Channel Partners achieve and maintain all required Certifications.
Supporting Channel Sales team in reviewing, advising, and editing RFI/RFP/RFX responses to ensure accuracy and adequacy; help escalating needs to global team as needed
Supporting Channel Sales leaders in defining product sales strategy for the segment in their territory and served market customers
Champion change on behalf of Channel Partners – Provide data-driven, actionable feedback for the GE Healthcare teams to drive process improvements in sales operations, implementations, accessing support, accounts receivable & accounts payable, etc.
Establish collaborative culture - Remove roadblocks by listening to Channel Partner feedback and respond quickly to issues that can be influenced and corrected by GEHC.
A job at this level requires strong interpersonal skills. Acts as a resource for colleagues with less experience. May lead small projects with low risks and resource requirements. Explains information; developing skills to bring team members to consensus around topics within field. Conveys performance expectations and may handle sensitive issues.
Own and deliver financial performance to Operating Plan targets for the USA Channel Partner portfolio
Hosting forecast cadence calls with the Channel Partners
Collaborate with the assigned Channel Partners to deliver a purchasing forecast for the Covered Products on a weekly basis and a funnel on a monthly basis covering the next ninety days.
Identify target end user accounts and create account plans in conjunction with Channel Partner
Create and continuously develop Channel Partner specific business plans and set stretch goals and objectives
Drive incoming leads to opportunity and work collaboratively with both Channel Partner’s sales organization and HCD Channel Partner Solution Architect(s)
Ensure data analytics drive decision making for budgeting and financial planning and analysis
Channel Partner Effectiveness
Continuously develop relationships and drive mindshare with the authorized Channel Partners and their field sales teams
Provide channel sales representatives with HCD product knowledge and approved sales collateral to advance the sales process with the potential end user
Develop metrics to measure progress to make tools more effective for Channel Partners and to make the employees more efficient
Identify opportunities to improve visibility, win rate and share performance across P&L, Markets and Regions
Act as business development coach to grow the Channel Partner capability
Simplify the point of contact between HCD and Channel Partner and proactively align internal HCD resources to support Channel Partner. Schedule joint sales calls with Channel Partner & relevant HCD commercial teams as opportunities to coach and maintain relationships with the customer decision makers and support the coordination of remote or in person product demonstrations with potential end user customer, Channel Partner sales representative and internal HCD resources
Drive Channel Partner field activity supporting Channel Partners with field travel, attending meetings, and training and education
Sales Support Leadership and Opportunity Development
Lead Sales Operations processes & mechanisms and coordinate their implementation with Channel Partners
Manage Channel Partner relationships on day-to-day basis and provide transactional support while managing personal funnel and activity documented in Salesforce.com CRM and partner relationship management (PRM) system
Drive Leads to Opportunity in Salesforce.com CRM in assigned territory, including Trade Show Lead Follow Up, 800# & Web and eCommerce Leads
Transactional support of Channel partners purchase orders and field level sales teams as needed to accomplish business financial objectives
Master's degree from an accredited university or college (or a high school diploma / GED with at least 6 years of experience in Commercial/Sales, Channel Partner/VAR and Healthcare leadership roles).
Minimum five years’ experience in radiology or cardiology IT/health informatics/electronic health records and/or software business/healthcare industry environments which includes technical and commercial experience. Additionally, customer services or support experience.
Knowledge of clinical environments including the radiology and/or cardiology service lines and diagnostic departments
3 years experience working in Channel partnership including experience in Channel development and/or partner/vendor management, support management and growth strategies.
Willingness to travel up to 50% of the time.
Third Party Channel Partner/Value Added Reseller support, business development, and operations experience
Experience in software and hardware industry, including cloud, SaaS and AWS
Experience in radiology and/or cardiology healthcare informatics
Strong oral and written communication skills. Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.
Ability to work cross-functionally and collaborate with multiple stakeholders
Healthcare IT/industry acumen
Innovation – ability to develop/execute on new ideas through collaboration
Team oriented – ability to work well with diverse, cross-functional teams
Experience with Salesforce.com CRM and partner relationship management (PRM) systems
Experience with forecasting/ funnel processes, deal registration and sales force automation
Strong executive presence and high degree of professionalism. High comfort level engaging with Partners and Healthcare executives of all levels
Excellent verbal/written communication skills and ability to synthesize complex issues
Excellent contract negotiation skills
Ability to lead/influence areas of third party organizations that are not part of your direct control
Experience improving organizational efficiencies and partner satisfaction
Demonstrated organization skills and the ability to manage multiple/changing priorities
Proven track record of over-delivery
We expect all employees to live and breathe our behaviors: to act with humility and build trust; lead with transparency; deliver with focus, and drive ownership –always with unyielding integrity.
Our total rewards are designed to unlock your ambition by giving you the boost and flexibility you need to turn your ideas into world-changing realities. Our salary and benefits are everything you’d expect from an organization with global strength and scale, and you’ll be surrounded by career opportunities in a culture that fosters care, collaboration and support.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer (https://assets.phenompeople.com/CareerConnectResources/GE11GLOBAL/en_global/desktop/assets/images/poster_screen_reader_optimized_w_supplement.pdf) . Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).
As a federal government contractor, GE may in the future be required to have U.S. employees fully vaccinated against COVID-19. Some GE customers currently have vaccination mandates that may apply to GE employees.
Relocation Assistance Provided: No