Job details

Channel Manager

Nuance’s goal is to develop the world’s most advanced conversational AI solutions that deliver real and meaningful outcomes for those we serve in industries such as healthcare, financial services, retail, and government. Developing, leveraging, and maintaining strategic alliances in the healthcare industry is a key mission to accomplish this goal.

Nuance is searching for a talented alliance leader to lead and execute our go-to-market plans with key Electronic Health vendors. Success will be measured based on your impact to sales pipeline, revenue generated from joint solution sales, offers you bring to market, and your ability to influence joint engagement between Nuance and partner sellers in the field. You will be the key product subject matter expert and the key point of contact for both Nuance and partner sales teams for joint opportunities and pipeline.

Key responsibilities:

Provide day-to-day support for assigned channel partners to help them sell, implement and support Nuance’s AI products and services.
Aggressively drive partners to maximize sales and total partnership potential through sales best practices, training and support.
Gain a detailed understanding of the partner’s key business drivers and design strategies that deliver value in line with these business drivers
Coordinates the involvement of company personnel, including quote to cash teams, support, service, technical and management resources, in order to meet partner performance objectives and partners' expectations.
Assist with ongoing partner enablement, marketing, and overall go to market programs

- Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement - Effectively track activity, trends, processes and maintain accurate forecasts using SalesForce.com.

Educate partners on product portfolio (including demo) and complimentary services offered.
Ensures partner and Nuance compliance with partner agreements and program rules including quoting, approvals, and order fulfillment
Assist partners in sales situations with consultation, quotes and proposals for Nuance products and services
Ability to travel up to 25% of the time
Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for up to date and accurate Knowledge, Skill, Qualifications:
Education: BA/BS degree or equivalent work experience
Minimum years of work experience: 6+ years of healthcare sales experience (EHR experience a plus) with a strong track record of overachievement in channel sales/ business development.

Qualifications

BA/BS in business, marketing, journalism, or other field requiring excellent outbound verbal and digital communication skills
6+ years’ experience in healthcare channel sales/business development (EHR experience a plus)
Proven track record of achievement against sales targets.
Quick Learner with Demonstrated problem solving, analytical and critical thinking skills, including ROI quantification and justification
Successful track record of building and maintaining strong relationships ranging from senior level executives to technical contacts
Sales Operations/Support
Ability to forecast and accurately manage pipeline, accounts, opportunities, activity in CRM (knowledge of salesforce.com a plus)
Possess a strong business acumen in managing strategic accounts or partnerships with the ability to understand strategic business drivers
Excellent communication and cross-functional teamwork skills (order management, product management, support, sales, legal and senior management)

- Strong verbal, written & presentation communication skills - Microsoft Office Tools

Desired skills:

Familiarity of Electronic Health Records, Healthcare procurement processes
Order Management
Data, detail, and scale oriented. Comfortable indirectly managing thousands of pipeline opportunities in a scalable and standardized way.
Experience working with and within cloud partner ecosystems.

#LI-Hybrid

#LI-KD1

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.

Nuance celebrates diversity and is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by

law

or Nuance policy. If you need an accommodation because of a disability for any part of the employment process, please call 781-565-5086 and let us know.

By Nuance

Nuance Communications, Inc. (NASDAQ: NUAN) is the pioneer and leader in conversational AI innovations that bring intelligence to everyday work and life. The company delivers solutions that understand, analyze and respond to human language to incre...

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INDUSTRY

Computer Hardware Development

TEAM SIZE

5001-10000

LOCATION

Hybrid, based in Burlington, MA

DATE POSTED

June 4, 2023