Channel Solution Technical Director - Global Healthcare Exchange (GHX)

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 D