As the Strategic Channel Partnership Manager, you will be an individual contributor reporting to the Director of Channel Management within IMO’s Commercialization Team. In this role, you will play a pivotal role in strengthening and evolving IMO’s channel partnerships with top EHR and healthcare technology vendors.
This is a hands-on, growth-oriented position where you will lead efforts to ensure high retention of existing accounts while driving new revenue opportunities. Acting as a critical bridge between channel partners, IMO’s internal growth teams, and other stakeholders, you will provide market insights, remove barriers, and foster collaboration to deliver results. With a direct line to senior leaders, this position offers a unique opportunity to shape the future of IMO’s channel strategy and contribute to meaningful growth in the healthcare technology space.
WHAT YOU'LL DO:
- Build and maintain trusted relationships with channel partners, focusing on large EHR and health tech vendors.
- Analyze and understand drivers of channel partner success, uncovering key factors that influence their customer decisions, and proactively identifying opportunities for IMO to enhance their value proposition and drive mutual growth.
- Develop and implement market plans to help channel partners maximize their ROI, identifying key product opportunities and target customers.
- Ensure retention of the book of business by addressing challenges and enhancing partner satisfaction.
- Identify and lead growth initiatives, including platform expansions, driving OEM channels to buy directly from IMO, or supporting the growth team in closing deals within the channel.
- Collaborate with teams to craft compelling value stories, educate sales and product teams, and act as the liaison between IMO and channel partners.
- Provide detailed insights on partner and market dynamics, helping internal teams prioritize efforts and resources.
- Utilize data and analytical rigor to prescribe growth strategies and product investments for partners (e.g., segmenting customers by product adoption likelihood).
- Act as a key point of contact between channel partners and IMO’s internal teams, including sales, product, and commercialization.
- Advocate for channel needs while ensuring alignment with IMO’s strategic goals.
WHAT YOU'LL NEED:
- 5+ years of experience in channel partnerships, account management, or business development, preferably in healthcare technology or EHR environments.
- Proven success managing an enterprise book of business with strong retention and revenue growth results.
- Deep understanding of channel partnership dynamics, including reseller, OEM, and direct sales strategies.
- Analytical mindset with the ability to conduct market planning and prioritize growth initiatives.
- Results-driven with a proactive, “activist” mindset for building and managing partnerships.
- Strong relationship management skills, capable of navigating complex partner ecosystems and resolving challenges effectively.
- Excellent communication and collaboration skills, with the gravitas to work directly with executives and senior leaders.
- Highly organized and data-oriented, with the ability to translate insights into actionable strategies
