IBM Business Development Director/Channel Management in London, United Kingdom

Merge - an IBM company - is seeking a Business Development Director/Channel management.The tasks and responsibilities will be :

  • Establish, cultivate, manage and govern multi-product, multi-channel relationships Internationally.

  • Validate and execute Merge / WHI go to-market strategy and approach for the business. Propose and negotiate key relationship agreements/contracts including but not limited to master agreements, re-seller agreements, co-marketing agreements and others as needed.

  • Work with partners to create market opportunity plans, sales execution plans, compensation models and commission plans, training and enablement, and, as needed, joint marketing materials.

  • Work with Merge & WHI product and solution professionals to review and align product roadmaps including key goals, milestones and measurements.

  • Create governance metrics, key performance indicators and recurring performance dashboards for management review.

  • Work with Learning and Development department to ensure all Partner Sales employees are educated and enabled in Merge / WHI products and services.

  • Cultivate key customer relationships with executives in key target accounts typically medium to large hospitals, integrated delivery networks and/or large healthcare systems.

  • Assist as needed in coordinating all sales, pricing, re-pricing, bundling and additional alignment as needed to facilitate sales success.

  • Lead and coordinate activities in concert with Merge / WHI corporate marketing and communications activities including industry conference and trade shows,

  • Manage and report on key sales activities using Salesforce.com

  • Generate and maintain high levels of awareness, education and enablement about activities and programs using Sales-force Chatter.

  • Stay current and knowledgeable about the industry, competitive and Merge /WHI business opportunities, value propositions, product roadmaps and future state direction.

  • Pursues a program of self-development through the use of selected reading, seminars, and participation in continuing education.

  • Identifies and communicates possible improvements in the work process for customers and peers.

  • Performs other duties as assigned.

  • Bachelor’s degree in business, sales, management or marketing or equivalent training in business or sales management.

  • English speaking/writing required

  • Sales and/or business development experience in selling for or to one of the market leading Health Information Services companies including but not limited to Epic, Cerner, Allscripts, Medicity, NextGen, AthenaHealth, Greenway and more : mastered

  • Experience consistently exceeding quota targets, building outstanding executive “C” level relationships and tackling complex business challenges : Mastered

  • Acquired healthcare technology acumen : Mastered

Business Dev