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 to join our team. This is a remote opportunity based out of Germany.
Job Summary
Reporting to the Global Director of Channels, the Channel Manager will manage and drive Imprivata’s Channel partners to ensure the achievement of the region’s targets. The role involves working closely with the Regional Sales Managers and existing channel partners in Germany, Austria and Switzerland as well as Iberia, but also recruiting new partners to make sure that the regions channel is “fit for purpose” and can capitalize on new business opportunities. This role is responsible for ensuring the channel are fully equipped to sell Imprivata’s products, and this includes delivering sales training to the channel and ensuring that they are fully technically trained.
Duties and Responsibilities
Work with the SVP of Channel Growth and the Regional Sales Managers to develop business via their channel across the Germany, Austria, Switzerland and Iberia markets and ensure that all targets are achieved. Manage the existing partners and in the future look to further develop the channel to market. 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 Meet monthly, quarterly, and annual sales targets in full Extensive travel is expected, with 50-70% of the time spent in front of partners. Other duties as assigned and required.Required Qualifications
6+ years of IT industry experience, with 4+ 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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