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We are seeking a Senior Director, International Channels & Alliances to join our team. This is a remote position based in Germany.
Job Summary
The Senior Director, International Channels & Alliances will lead partner enablement and strategic alliances, accelerating growth across our expanding international markets, including EMEA and APAC. Reporting to the SVP of Partner Growth, this role is a critical, strategic leadership position responsible for shaping our international channel and alliances strategy, and ensuring our partners are positioned to win. This role will redefine and execute the international go-to-market strategy, lead a team including Channel Account Managers (CAMs) and Channel Director, and work closely with sales leadership, Regional Sales Managers (RSMs) and key stakeholders to exceed regional revenue targets. The Senior Channel & Alliances Director plays a key role in evaluating, recruiting, and developing channel partners to ensure the ecosystem is fit for purpose and aligned with Imprivata’s growth ambitions.
Duties and Responsibilities
- Collaborate with international sales leadership and cross-functional teams to drive scale and partner-led growth across international markets by setting joint strategy, balancing resources and building for scalability.
- Own and expand the international channel and alliances strategy to align with regional market opportunities and efficiencies.
- Optimize partner relationships with agreed frameworks, clear targets, key metrics and pipeline management.
- Build Imprivata’s market presence as the preferred mobility and IAM solution across healthcare, manufacturing, and state/local markets.
- Lead, coach, and develop a team of Channel Account Managers (CAMs) and Director to deliver ambitious revenue targets and building successful partner relationships, providing strategic direction, performance management, and coaching to drive business objectives.
- Define and execute comprehensive international channel go-to-market strategies to maximize sales and revenue growth.
- Build a robust infrastructure to grow and enable partners working with sales, technical, and solution capabilities to create end-to-end programs and sales initiatives.
- Consistently outperform monthly, quarterly, and annual revenue targets as part of the International Sales Team.
- Stay up-to-date with industry trends, market dynamics, and competitive landscape within the international markets to identify new opportunities and ensure the team is working on the highest impact.
- Other duties as assigned and required.
Required Qualifications
- 12+ years of IT industry experience, with 10+ years in senior channel sales and partner leadership roles.
- 7+ years’ experience leading and developing a team of sales professionals.
- Proven ability to build effective channel partnerships to drive market opportunities and revenue growth.
- Experience selling security solutions, with a sound grasp of value propositions and enablement strategies.
- Excellent communication and negotiation skills, with the ability to build and cultivate relationships with senior decision-makers and engage executive stakeholders.
- Knowledge of mobility solutions and partner ecosystems is a plus.
- Strong sales practices and pipeline management
- Highly motivated, results-driven, tenacious and capable of multitasking in a fast-paced environment, whilst managing change effectively.
- Influential, collaborative, team-oriented, and demonstrates excellent initiative, analytical and problem-solving skills.
- An action-orientated leader who can break down a complex strategy into an actionable plan that allows the team to execute successfully.
- Located in Germany with ability to travel to our London office.
- Fluent in multiple languages with German and English being a requirement.
- Able to travel extensively (50–70%).
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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