Senior Channel Manager (m/w/d)

Ready to join a team that’s all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.

We believe work can be more than a job or task—it’s a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what’s possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results—for your career, your teammates, and our customers.

When you join Imprivata, you embark on a shared journey of ambition and growth. We’re committed to building an inclusive workplace where everyone feels valued and supported. If you’re looking for a place to match your passion with purpose—and where every day you can make an impact—you’ll find it here.

We are seeking a Senior Channel Manager to join our team. This is a remote position based in Germany.

Job Summary

Reporting to the Director of International Channels, the Senior Channel Manager will manage and drive Imprivata’s assigned tier-1 channel partners to ensure they contribute to the achievement of the DACH region’s ARR revenue targets. The role will focus on maintaining executive relationships with the most strategic partners and must be able to inspire and motivate external sellers to partner with Imprivata. This role is responsible for ensuring the tier-1 partners are fully equipped to sell Imprivata’s products. This includes delivering sales training to assigned partners and ensuring they are fully technically trained and motivated to engage Imprivata within their customer base.

Duties and Responsibilities

• Collaborate with the Director of International Channels, the Director of Sales, and Regional Sales Managers to grow business across the DACH region and achieve all targets. 
• Manage assigned partners and expand the channel over time to capture new market opportunities. 
• Promote Imprivata and inspire the channel to position it as the preferred Identity and Access Management solution in healthcare and other targeted industries. 
• Drive sales and revenue growth as part of the EMEA Sales team. 
• Consistently achieve monthly, quarterly, and annual sales targets. 
• Establish cadence with partner leadership and align on strategic goals and objectives. 
• Fulfill tactical requirements to ensure that the partner is supported and efficient in their dealings with Imprivata. 
• Extensive travel is expected, approximately 50% of the time. 
• Other duties as assigned and required. 

Required Qualifications

• 8+ years of IT industry experience, with 6+ years in channel sales and partner development. 
• Proven ability to build and manage channel partnerships to drive market opportunities and revenue growth. 
• Experience selling security solutions, with a sound grasp of value propositions and enablement strategies. 
• Solid understanding of channel business metrics and their impact on vendor performance. 
• Excellent communication and negotiation skills, with the ability to engage executive stakeholders. 
• Knowledge of mobility solutions and partner ecosystems is a plus. 
• Highly motivated, results-driven, and capable of multitasking in a fast-paced environment. 
• Collaborative, team-oriented, and demonstrates excellent initiative and problem-solving abilities. 

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!

Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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