Channel Territory Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a designated territory consisting of channel partner field teams and create a territory strategy by partner region.

• Accompany partner account executives and customer success managers on visits to health system accounts.

• Participate in partner customer calls as the clinical data subject matter expert to assist in closing deals.

• Enhance visibility with partner representatives through ride-alongs, office hours, and regional check-ins.

• Represent xCures at partner regional and national sales meetings, kickoffs, and training sessions.

• Train and certify partner representatives on positioning, inquiry techniques, demonstration flow, and handling objections.

• Broaden deployment from a single department or service line to encompass the wider health system footprint.

• Monitor attach rates and enabled-account coverage by partner region, providing monthly reports.

• Collaborate with partner leadership to develop joint account plans and maintain an updated partner-sourced pipeline in HubSpot.

• Work with Interoperability on network registration for downstream provider organizations.

• Collaborate with Customer Success on go-live events, achieving initial value milestones, and driving usage growth post-sale.

• Communicate health system buyer requests to Product and Product Marketing teams.

• Proactively address partner obstacles by identifying the specific account, workflow, and date at risk.

• Engage closely with Customer Success, Product Marketing, and Solutions Engineering teams.

• Report directly to the Vice President of Sales.

⛳️ Requirements

• Minimum of 5 years experience in field sales, channel sales, or roles involving partner engagement.

• A minimum of 3 years experience selling healthcare IT, digital health, or clinical software to health systems.

• Bachelor's degree preferred; equivalent experience will be taken into account.

• Proven experience selling alongside or through a partner field team that was not under your management.

• Demonstrated history of meeting quotas in a territory you were responsible for.

• Experience navigating complex health system deals involving multiple stakeholders across clinical, IT, and revenue cycle areas.

• Familiarity with working in a remote, distributed commercial organization.

• Strong discovery and whiteboarding abilities when engaging with a newly met customer.

• Capability to quickly build credibility with partner representatives who did not seek your assistance.

• Excellent written and verbal communication skills, including account plans and territory reporting.

• Proficient in CRM practices within HubSpot, encompassing accurate forecasting and activity documentation.

• Judicious decision-making on prioritizing travel among competing regions.

• Availability to travel 50% to 60% of the time within your territory.

• Candidates must reside in the United States and be within reasonable traveling distance to a major airport.

• The successful applicant must already have authorization to work in the United States.

• Currently, xCures does not provide sponsorship.

• Bonus: Knowledge of TEFCA, Carequality, QHIN, or HIE data pathways.

• Bonus: Experience with telehealth, care coordination, or virtual care platforms.

• Bonus: Background in oncology, care management, or revenue cycle workflows.

• Bonus: Experience in developing partner enablement content, certification programs, or field playbooks.

🏝️ Benefits

• Remote-First work environment.

• Paid Time Off along with 13 Company Holidays.

• Equity Package.

• Paid Parental Leave.

• Employer contribution to Medical, Vision, and Dental HSA.

• Employer 401(k) matching program.

• Short-Term Disability, Long-Term Disability, Life Insurance, and Critical Illness Plans.

• Employee Assistance Program.

• Adoption Assistance.

• Company Offsites.

• Monthly Internet Allowance.

• Funds for Professional Development.