Channel Manager - North America

Imprivata; Northern (KY); Hybrid; USD 214,000 - 257,000; Full time

Job summary

Imprivata is seeking a Channel Manager – North America, a remote role based in the United States, to drive partner growth and revenue across North America. You will enable, train, and recruit partners, aligning them with our go-to-market strategy and ensuring they can sell and deliver services for our solutions.

Reporting to the SVP of Partner Growth, you will work with regional sales managers, manage existing partners, recruit new ones, and achieve monthly, quarterly, and annual targets while

Qualifications

• 6+ years of experience selling in the IT industry.
• 4+ years of experience managing channel partners.
• Experience developing channel partner business plans and enabling them to exceed goals.
• Sold IT security solutions in the assigned region and understand Imprivata value proposition.
• Strong communication, negotiation skills, and ability to engage executive stakeholders.
• High understanding of channel metrics and vendor performance effects.
• Demonstrated initiative, sound judgment, and a solutions-oriented approach.
• Strong negotiation and problem-solving skills.
• Target- and results-oriented with a track record of achieving targets.
• Well organized with the ability to manage multiple priorities in a fast-paced environment.
• Collaborative, team-oriented with proactive problem-solving abilities.

Responsibilities

• Develop and drive the channel across North American markets and ensure revenue targets are met.
• Identify, recruit, and enable new partners to meet market demand.
• Promote Imprivata as the preferred mobility and IAM solution within healthcare, manufacturing, and state/local markets.
• Maximize sales and revenue for Imprivata as part of the NA sales team.
• Establish business plans with assigned reseller partners and execute them.
• Meet monthly, quarterly, and annual sales targets in full.
• Conduct quarterly or monthly business reviews to align on pipeline and enablement.
• Other duties as assigned and required.

Skills

Channel management

Sales experience

Negotiation

Executive engagement

Analytical thinking

Multitasking

Team collaboration

Job description

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 Channel Manager – North America to join our team. This is a remote opportunity based in the United States.

Job Summary

Reporting to the SVP of Partner Growth, the Channel Manager will manage and drive Imprivata’s channel partners as an individual contributor to ensure the achievement of the assigned partners revenue targets. The role involves working closely with the Regional Sales Managers (RSM) and existing channel partners assigned, but also recruiting new partners to make sure that the channel aligns with our go-to-market strategy and is “fit for purpose”. Focus will be on enabling partners to capitalize on new business opportunities in existing (healthcare) and emerging (commercial) markets. This role is responsible for ensuring the channel is fully equipped to sell Imprivata’s products, and this includes delivering sales training to the channel and ensuring that they are fully technically trained and fully enabled to deliver services for those that desire to be an authorized service delivery partner. Some travel is expected, with 10% to 25% of time spent in front of customers/ partners.

Duties and Responsibilities

• Work with the SVP of Partner Growth and the Regional Sales Managers to develop business via his/her channel across the North American (N.A) markets and ensure that all revenue targets are achieved
• Manage the existing partners and look to further develop the channel by identifying, recruiting, and enabling new partners to meet the market demand.
• Promote the company positively and inspire the channel to commit to Imprivata as the preferred mobility and or Identity and Access Management solution within healthcare, manufacturing, and state and local markets.
• Maximize sales and revenue for Imprivata as part of the N.A sales team
• Establish mutually agreed-upon business plans with assigned reseller partners and execute.
• Meet monthly, quarterly, and annual sales targets in full
• Conduct quarterly or monthly business reviews to align on pipeline, enablement and revenue targets.
• Other duties as assigned and required.

Required Qualifications

• 6+ years’ experience of selling in the IT industry
• 4+ years’ experience managing channel partners
• Experience developing channel partners' business plans and enabling them to exceed goals and objectives.
• Ideal candidates will have sold IT security solutions within their assigned region and will be able to demonstrate a thorough understanding of the Imprivata value proposition and enable partners to do the same.
• Strong communication, negotiation skills, problem analysis, with the ability to engage executive stakeholders including Board level.
• High understanding of key business metrics within the channel and the effects these have on a vendor’s performance
• Demonstrated enthusiasm, initiative, sound judgment, and a positive, solutions-oriented approach
• Strong negotiation, analytical, and problem-solving skills
• Target and results-oriented with a track record of achieving or exceeding targets
• Well organized, with the ability to manage multiple priorities and deadlines effectively
• Highly motivated, results-driven, and capable of multitasking in a fast-paced environment.
• Collaborative, team-oriented, and demonstrates excellent initiative and problem-solving abilities.

This position offers a total compensation range of $214,286.00 to $257,143.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata’s benefit offerings can be found here. This range represents the high and low end of Imprivata’s compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate’s location, skills, experience, and qualifications.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun.

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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