Channel Solution Technical Director
The Channel Solution Technical Director is an individual contributor role that is an integral part of the GHX ePay sales and partner engagement process. This role partners with GHX field, implementation, and sales leadership, as well as bank partners, to develop strategies to support the sale of GHX payables solutions while providing technical product sales support in closing new business for channel and direct ePay sales. The Channel Solution Technical Director will be responsible for helping refine and improve the ePay partnership model to develop and deliver functional and technical expertise to facilitate the presentation, scoping, and closing of GHX ePay sales deals through direct and indirect partner relationships.
As part of the GHX ePay Commercial Team, the Channel Solution Technical Director supports the broader GHX and bank channel sales teams by presenting & demonstrating GHX payables solutions to prospects, customers, channel partners, and at industry conferences. They are also responsible for understanding and capturing the customer’s technical requirements to ensure accurate deal scoping and for setting up the delivery teams (channel and direct) for the successful implementation of GHX payables solutions for channel and direct sales. Successful candidates will have strong presentation skills with the ability to articulate technical and financial information to non-technical and executive audiences, strong business acumen, a clear understanding of the sales process, an above-average ability to collaborate with internal and partner cross-functional stakeholders, thrive in a fast-paced environment, and be adaptable to changing circumstances while maintaining a positive attitude.
Responsibilities
- Refine and improve the GHX ePay best practice presales engagement model for partner and direct account strategy, deal construct, pipeline review, and sales cycle, to gain efficiency and drive presales effectiveness.
- Develop the partner client needs assessment and delivery model to identify business process improvement opportunities for clients.
- Standardize the presentation and delivery of assessment findings to prospects, clients, and channel partner reps to validate sales opportunities and advance sales based on ROI.
- Establish a standardized model to support the creation and delivery of sales presentations as needed by GHX Sales or Channel Partners, specific to the partner’s unique value prop.
- Develop and build channel partner-specific functional solution demonstrations to persuade clients that the partner solution construct best satisfies their needs.
- Refine and improve the response model for functional and technical components of RFI’s and RFP’s to validate decision criteria for a specific bank channel partner.
- Standardize and deliver training modules for GHX ePay Channel Solution Technical Director Partner, for direct sales, and operational teams.
- Establish a framework to ensure a smooth transition from Sales to Delivery.
Knowledge and Skills
- Ability to identify, develop, and deliver sales strategies that enable sales teams and engage prospects while effectively navigating matrixed and multi-party selling environments.
- Demonstrated track record of developing, driving, and adapting new business/process models with a cross-functional and process-driven approach.
- Proven history of successfully working effectively with cross-functional teams at varying resource levels, both internally and with customer organizations.
- Ability to validate customer problems through inquiry and provide insight, efficiency and value.
- Ability to present technologies as business solutions with competitive and hands-on knowledge.
- Must possess knowledge of key industry and business processes, and ability to effectively interface at multiple levels (C level, functional, technical).
- Able to eliminate sales obstacles through creative and adaptive approaches.
- Professional communication in written responses to emails, RFPs, and in reports.
- Ability to speak publicly in large and high visibility forums.
- Exceptional business acumen, presentation skills and selling aptitude.
Required Experience
- Bachelor’s degree in business, finance or in a technical field and/or equivalent work experience in Product Management, Implementation, and /or Sales of payables, financial services, or healthcare technology solutions
- Experience with various ERP Systems (e.g. Workday, Infor, PeopleSoft, Oracle, SAP)
- Knowledge of MS Office Suite
- 8+ years Healthcare Finance/Payables knowledge
- Willingness to travel 20%
Preferred Experience
- Familiarity with CRM applications desired
- Sales consulting experience for payment or Healthcare software solutions
- Experience with GHX products and services is a plus
Key Differentiator
- Experience selling, delivering, or managing Payables solutions
The compensation for this role is: $128,000- $170,000 this role is eligible for commission
The base salary range represents the anticipated low and high end of the GHX’s salary range for this position. Actual salaries will vary based on various factors, such as the candidate’s qualifications, skills, competencies and proficiency for the role. The base salary is one component of GHX’s total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: https://www.ghx.com/about/careers
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Global Healthcare Exchange (GHX) enables better patient care and billions in savings for the healthcare community by maximizing automation, efficiency and accuracy of business processes.
GHX is a healthcare business and data automation company, empowering healthcare organizations to enable better patient care and maximize industry savings using our world class cloud-based supply chain technology exchange platform, solutions, analytics and services. We bring together healthcare providers and manufacturers and distributors in North America and Europe - who rely on smart, secure healthcare-focused technology and comprehensive data to automate their business processes and make more informed decisions.
It is our passion and vision for a more operationally efficient healthcare supply chain, helping organizations reduce - not shift - the cost of doing business, paving the way to delivering patient care more effectively. Together we take more than a billion dollars out of the cost of delivering healthcare every year. GHX is privately owned, operates in the United States, Canada and Europe, and employs more than 1000 people worldwide. Our corporate headquarters is in Colorado, with additional offices in Europe.
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