• Federal Channel Manager (Remote)

    Location US-DC-Washington, DC
    Job ID
    Sales - All Openings
    Pos. Type
    Full Time
  • Company Overview

    At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.


    Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.


    Join our Healthcare team...caring for clinicians the way they care for patients. Beyond words. We create technology that lets clinicians capture and document care quickly and easily so they can focus their attention on their patients.



    Job Summary

    Federal Channel Manager, will be responsible to develop, manage and grow Nuance revenues through Nuance Federal Distributor Carahsoft and its Federal Channel partners by driving brand awareness and sales support proficiency to increase sales opportunities of Nuance solutions and services. 




    • Strategic Planning and Sales Management:
      • Develop and execute strategic partner plans that support defined business goals and provide growth opportunities of Nuance solutions and services
      • Build brand awareness and educate Carahsoft partners on Nuance strategy, value proposition and key messaging
      • Conduct sales meetings, webinars and conferences to boost sales competencies of Nuance solutions and services and support joint selling engagements
      • Drive the interaction and communication between Nuance and Carahsoft partner sales management
      • Follow-up on leads and work closely with Nuance field sales teams and Carahsoft field sales team to develop and manage sales engagement models and sales activities to bring opportunities to closure
      • Create, document and provide accurate forecasting of pending sales opportunities
      • Negotiate, maintain and continually refine contracts to maximize Nuance products and services Carahsoft can resell
      • Conduct executive business reviews internally and with Carahsoft partners and adjust strategic direction as needed
    • Operations on Ongoing Management:
      • Ensure partner compliance with partner agreements and licensing policy
      • Work within Partner Program structure in Agreements
      • Ensure pricing, part numbers, licensing programs, sales engagement models etc. are communicated and understood by Carahsoft
      • Assist Nuance and Carahsoft field teams with quotes, orders, deal reviews and procurement processes
      • Manage and enforce all administrative and operational aspects of Nuance contractual relationship
      • Be the focal point for communicating all operational issues, policies and procedures between Carahsoft and Nuance
      • Tracking pipeline and forecasting accurately for Carahsoft. Includes both resale and influenced business

    Number of Years of Work Experience: 8+ years of experience leading and managing Federal partners and/or a sales team in selling enterprise software and service solutions


    Required Skills: 

    • ****Worked with Carahsoft****
    • Knowledge and sales support experience selling solutions and technology, particularly around contact center and customer experience solutions
    • Exceptional interpersonal skills and able to communicate professionally with partners, customers, and internal cross-functional teams including Sales Management, Marketing, Product, Support and Engineering. 
    • Ability to develop and execute a strategic plan and drive to a specific set of actions to grow awareness and distribution Nuance solutions and services
    • Proven ability to meet or exceed sales targets through channel partnerships
    • Ability to manage multiple opportunities, determine urgency and execute detailed action plans
    • Hands-on, and “does what it takes” attitude to drive success
    • Ability to effectively work under pressure and to meet challenging targets
    • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, Federal partners, sales, and executive management
    • Mature and confident, with the presence to effectively represent the company externally, and bring enhanced credibility to Nuance

    Preferred Skills: 

    • Familiarity with Salesforce.com
    • Familiarity with Nuance Healthcare Solutions
    • Education: Bachelor’s degree (MBA preferred)


    Other: Ability to travel up to 30% of the time




    Additional Information

    Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  


    Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.

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