MediView is building the future of surgical guidance and navigation with Augmented Reality (AR) and Artificial Intelligence (AI). The Channel Sales Manager (CSM) is a results-driven leader responsible for executing MediView’s U.S. partner channel strategy for the MediView portfolio with a focus on XR90 augmented-reality “x-ray vision” navigation system and the OmnifyXR Interventional Suite. The CSM is responsible for driving revenue through partners and direct customer sales. This role coordinates daily with the general imaging ultrasound sales team, strategic partners and direct sales team to rapidly drive revenue growth and market expansion through qualified leads, funded opportunities, and closed sales. The CSM owns channel communication and coordination, partner enablement, joint account planning, clinical evaluations, forecasting accuracy, and the resolution of challenges across budgeting, value analysis, IT/cybersecurity, and credentialing.

DUTIES AND RESPONSIBILITIES:

Channel Strategy & Planning

• Build and execute a U.S. channel plan aligned to market entry, expansion and revenue targets.
• Define partner/channel coverage models and KPIs (e.g., sourced SQLs, demo-to-close %, cycle time).
• Structure and manage communication with channel partners and conduct monthly and quarterly business reviews (MBR/QBR) to evaluate results and drive accountability.

Partner Relationship Management

• Serve as the primary liaison between general imaging ultrasound sales team and MediView sales, clinical, marketing, and operations teams.
• Coordinate with channel and strategic partners to identify, qualify and prioritize ultrasound sales opportunities and integrate MediView XR90 and into funded imaging upgrades/purchases.
• Manage channel conflict and ensure transparent deal registration between direct and indirect sales efforts.

Sales Enablement & Field Execution

• Track and analyze key sales performance metrics for regions and individual partners.
• Provide accurate, bi-weekly pipeline updates and sales forecasts to senior leadership.
• Train channel reps and strategic partners and stakeholders on MediView positioning, discovery, and sales demonstration execution.
• Provide partners with sales tools, playbooks, value propositions, ROI models, and reference materials.
• Lead site assessments, sales demonstrations, and clinical evaluations.
• Support capital and value analysis committees and align with Biomed/IT on cybersecurity and integration approvals.
• Oversee key marketing events, conferences, webinars, and KOL programs.

Pipeline, Forecast, & Analytics

• Maintain accurate pipelines and forecasts through regular CRM inspection and partner calls.
• Track key performance indicators and share competitive insights to inform product and marketing strategy.

Deal Structuring & Commercial Excellence

• Guide partners on pricing, capital vs. subscription models, and multi-year agreements.
• Secure reference sites, multi-site expansions, and software add-ons as adoption grows.

Cross-Functional Collaboration

• Coordinate with internal teams on demonstration logistics, installation and field service needs, RMA processes, and post-evaluation follow-up.
• Capture and communicate voice-of-customer feedback to support product roadmap and clinical evidence efforts.

Skills & Qualifications

Experience

• Proven success in medical device capital or hybrid capital/SaaS sales
• 5 years managing channel, distributor, or OEM partnerships
• Proven success in ultrasound sales to related specialties (Radiology, Oncology, Urology, Pulmonology, MSK).
• Track record of consistently achieving and exceeding quota.
• Experience managing complex hospital purchasing processes.

Education

• Bachelor’s degree required; clinical, technical, or business field preferred.

Competencies

• Consultative seller with strong executive presence and influence across IDNs and academic centers.
• Excellent communicator who can translate MediView’s vision, strategy and clinical value into operational and financial impact.
• Effective leadership, coaching, and team development abilities.
• Strategic thinker with strong business acumen and a focus on execution.
• Strategic, data-driven planner with CRM proficiency (Salesforce or equivalent).
• Resilient, creative, and adaptable in a fast-paced, emerging technology market.

Beneficial:

• Prior experience in or ultrasound, navigation and/or interventional imaging.
• Established IR/IDN relationships and KOL network.

PHYSICAL DEMANDS:

The employee must regularly lift and /or move up to 40 pounds, occasionally lift and/or move up to 75 pounds. The individual must be capable of reviewing their work for errors and make adjustments as necessary.

WORK ENVIRONMENT:

While performing the duties of this Job, the individual is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually low to moderate. The individual frequently works in a controlled climate.