Channel Sales Director

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Job Summary:

Catalyst Solutions is seeking an influencer and achiever to become our first-ever Channel Sales Director. Incumbent will be tasked with driving outcomes by leading and managing Channel Sales to achieve and exceed channel sales growth metrics. Responsible for the closing of new channel sales and channel sales implementations to meet or exceed year-one revenue of $1.5m. Individuals best suited for this role are drivers with a proven track record of health plan enterprise-wide technology sales. Demonstration of strong hunter sales skills is strongly desired. Possessing a strong operations-centric background in health plans with a record of achieving sales targets ideally suits you for success in this role.  As a solutions-oriented Channel Sales Director, you will partner with VP, Directors, and Senior Managers of Client Solutions to identify high priority health plan prospects to leverage channel partner sales. Through regular meeting cadences, and with the support of senior staff, you will uncover qualified channel sales opportunities.


  • Responsible and accountable for planning, qualifying, obtaining, and managing new and existing sales opportunities to achieve and exceed sales plan
  • Build and maintain relationships with new and existing channel partners, and serve as consultative thought leader within the industry
  • In coordination with Client Solutions sales territory leader, build and maintain relationships with high-priority health plan prospects
  • Achieve $1m Channel Sales Implementation revenue quota year one
  • Achieve $500k Channel Sales licensing fees quota year one
  • Under supervision of VP of Client Solutions define, design, and executive a go-to-market channel sales strategy.

Job Duties

Including but limited to:

  • Develop lead generation activities and execute to improve market penetration
  • Develop and nurture relationships with channel partners
  • Achieve and exceed monthly meeting metrics
  • In collaboration with channel sales partners, develop and deliver solution presentations, written pricing proposals, and executable Statements of Work
  • Maintain and provide accurate pipeline and sales process tracking within Salesforce
  • Coordinate with partners to create and execute business plans to achieve and exceed annual sales quota
  • Manage sales pipeline, forecast monthly sales, and identify new business opportunities
  • Analyze market trends and accordingly develop sales plans to increase brand awareness
  • Evaluate partner sales products and performance and recommend improvements
  • Create and manage a process to organize, document, and support all pricing models and processes needed for pricing to be as efficient as possible
  • Develop positive working relationship with channel partners to build business
  • Address channel partner related issues, sales conflicts, and pricing issues in a timely manner
  • Leverage experience to serve as thought leader and trusted advisor of assigned channel partners
  • Stay current with latest developments in marketplace and competitor activities
  • Clearly articulate Catalyst Solutions offerings and the benefit of channel partners to our customers
  • Communicate up-to-date information about new products and enhancements to partners
  • Develop process improvements to optimize channel partner management activities
  • Deliver customer presentations and attend sales meetings and partner conferences
  • Assist in partner marketing activities such as campaigns and other promotional activities


  • Bachelor’s degree strongly preferred
  • Minimum of four years of related Healthcare Sales experience
  • Minimum of one year of enterprise-wide technology sales within health plans
  • Demonstrated proficiency in channel sales
  • Travel as necessary to achieve production goals
  • Excellent communication skills
    • Verbal
    • Written
    • Listening
  • Demonstrated drive to identify, execute and complete what is necessary for success
  • Motivation to improve the health care experience by improving efficiencies and optimizing effectiveness within health plans
  • Energy to do what is required to achieve desired results
  • Ability to foster collaboration through diplomacy and tact
  • Excellent relationship building skills

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