Manager - Channel Partner

Job Description Overview: Dozee Health AI is a pioneer in Contactless Remote Patient Monitoring (RPM), proven to drive transformation at scale. Headquartered in Bengaluru, India, Dozee has emerged as India's no. 1 RPM Company. We are seeking visionary individuals to help us in this very exciting journey. As a part of our dynamic team, you'll have the opportunity to collaborate with top healthcare providers in the country, applying AI-powered RPM solutions to tackle some of the most pressing challenges in healthcare - enhancing staff efficiency, improving patient outcomes, and pioneering the next generation of care models. Role Overview We are looking for a hands-on, target-driven Manager Channel Partner Appointment & Management to build, onboard, and manage a high-performance partner network (distributors, system integrators, regional dealers, hospital-focused consultants and value-added resellers) across India. This person will be responsible for partner identification, recruitment, commercial negotiation, enablement, performance management and growth of Dozee's RPM solutions through indirect channels. Key responsibilities - Partner sourcing & onboarding: - Map and prioritize potential partner segments (distributors, dealers, regional system integrators, clinical consultants). - Source, evaluate and recruit partners aligned to Dozee's target customer profile and compliance requirements. - Lead commercial negotiations: discounts, margins, credit terms, SLAs, exclusivity (where relevant), and contract finalisation. - Partner enablement & training - Create and deliver onboarding programs: product training, clinical value proposition, demonstration kits, sales playbooks, commercial templates and proposal collateral. - Run regular product certification sessions and sales enablement workshops (online and in-person). - Sales & revenue management - Set partner-level sales targets, incentives and promotions in collaboration with Sales Ops and Finance. - Monitor partner pipeline, provide deal support (bid responses, demos, PO closure), and escalate resource needs to internal teams (clinical, operations, technical support). - Partner performance & governance - Implement partner scorecards and KPIs (revenue, pipeline, conversion ratio, time-to-close, NPS). - Conduct quarterly business reviews (QBRs), track contract compliance, credit/collections, and handle disputes. - Marketing & demand generation - Co-design partner-driven marketing campaigns, events, webinars, and district/regional roadshows. - Liaise with the marketing team for localized collateral, case studies, and digital lead generation support. - Product feedback & field intelligence - Act as voice-of-market: gather partner/customer feedback on product, pricing, workflows, regulatory or procurement barriers and relay to Product & Leadership teams. - Cross-functional coordination - Work with Operations, Clinical, Customer Success, and Logistics teams to ensure smooth partner deliveries, installations, training and after-sales support. - Compliance & documentation - Ensure all partner agreements, NDAs, training certificates and regulatory (if applicable) documentation are maintained. - Experience: 59 years of sales experience with at least 3 years owning channel/partner ecosystems in healthcare / medtech / medical devices / clinical IT / hospital equipment or adjacent enterprise healthcare solutions. - Experience with remote patient monitoring, patient monitoring devices, or hospital procurement cycles is a strong plus. - Education: Bachelor's degree required; MBA or post-grad in Sales/Marketing/Business preferred. - Demonstrated record of sourcing and scaling channel partners and achieving revenue targets. - Relationship building: Trusted, credible in front of distributors, hospital procurement teams and senior clinical stakeholders. - Commercial acumen & negotiation: Comfortable structuring margins, credit terms, incentive schemes and legal-commercial negotiations. - Product & clinical understanding: Ability to quickly learn clinical value proposition; explain monitoring metrics and EWS benefits to clinicians and administrators. - Training & enablement: Ability to design and deliver partner training that converts to product demos and sales. - Operational discipline: CRM-driven, detail-orientedmanages contracts, POs, shipments, and collections through partners. - Data-driven: Uses partner scorecards, pipeline analytics and dashboards to take corrective action. - Communication & presentation: Excellent written and oral English; able to prepare proposals and present to senior hospital leadership. - Tools: Comfortable with CRM (Salesforce or similar), MS Excel (reporting), MS PowerPoint. Familiarity with field demo hardware/kits and remote-install flows. Vision & Mission Save Million lives with Health AI Dozee is India's leading AI-Powered contactless Remote Patient Monitoring (RPM) and Early Warning System (EWS). A solution that continuously monitors patients and provides early warnings of clinical deterioration, enabling timely interventions and enhancing patient safety in hospitals, nursing facilities and patient homes. A Made in India for the World solution, Dozee has pioneered the world's first non-contact blood pressure monitoring system. Trusted by leading healthcare providers in India, the USA, and Africa, Dozee is transforming patient safety and care by enhancing outcomes and reducing costs. Dozee is adopted by 300+ hospitals and monitors 16000+ beds across 4 countries . Dozee has monitored over 1 Mn Patients, Delivered 35000+ Life Saving Alerts and Saved 10 Mn+ Nursing Hours. Videos - Science Behind Dozee : Ballistocardiography & Artificial Intelligence - 100 Dozee deliver 144 life saving alerts and INR 2.7 Cr of saving - Sattva Study - Dozee saves life of a mother at home - Leading Healthcare Game changers work with Dozee I - I ntroducing Dozee VS - Dozee Shravan - A clinical grade RPM service Dozee In News Bloomberg - Oct 21, 2024 From AI Beds to Remote ICUs, Startups are plugging India's health Gaps News18Oct 26, 2024 Now, You Can Remotely Monitor Your Loved Ones in Hospital With Bengaluru Start-Up's Shravan Analytics India MagazineOct 29, 2024 Dozee Harness AI for Personalised Patient Care ET HealthWorldSep 16, 2024 We trust AI everyday - From Google Maps to Smartphones, So why not use it to enhance patient safety in healthcare BW healthcareworldOct 29, 2024 Dozee's AI-Powered System Predicts Patient Deterioration 16 Hours in Advance A tertiary care hospital study published in JMIR , validated Dozee's Early Warning System (EWS), showing it identified 97% of deteriorating patients, provided alerts 19 hours in advance , and generated 5x fewer alerts, reducing alarm fatigue and improving patient outcomes. A study at King George Medical University, Lucknow, and published in Frontiers in Medical Technology demonstrated that Dozee's automation can potentially save 2.5 hours of nursing time per shift , improving workflow efficiency and allowing more focus on patient care. A study on remote patient monitoring in general wards published in Cureus found that 90%+ of healthcare providers reported improved care and patient safety, 74% of patients felt safer , and there was a 43% increase in time for direct patient care. Research by Sattva , an independent consulting firm, demonstrates Dozee's substantial impact: for every 100 Dozee-connected beds, it can save approximately 144 lives , reduce nurses time for vital checks by 80% , and decrease ICU average length of stay by 1.3 days. Key Highlights - Founded : October, 2015 - Founders : Mudit Dandwate, Gaurav Parchani - Headquarters : Bangalore, India | Houston, USA | Dubai, UAE - Key Investors & Backers : Prime Ventures, 3one4 Capital, YourNest Capital, Gokul Rajaram, BIRAC (Department of Biotechnology, State Bank of India, and Dinesh Mody Ventures, Temasek Foundation, Horizons Ventures - Stage : Series A+ - Team Strength : 280+ - Business : Providing Continuum of care with AI-powered contactless Remote Patient Monitoring (RPM) and Early Warning System (EWS) for Hospitals and Home. - Certifications & Accreditations : ISO13485:2016 Certified, ISO27001:2022 Certified, CDSCO Registered, FDA510K Cleared for the flagship product Dozee Vitals Signs (VS) measurement system and SOC2 Type II Certified Achievements - Forbes India 30 under 30 - Forbes Asia 100 to Watch - Times Network - India Health Awards 2024 for AI innovation in Bharat Healthcare tech - BML Munjal Award for Business Excellence using Learning and Development - FICCI Digital Innovation in Healthcare Award - Anjani Mashelkar Inclusive Innovation Award Marico Innovation For India Award. To know more about life@dozee, click here. Disclaimer: Dozee is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Dozee does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. Dozee will not tolerate discrimination or harassment based on any of these characteristics We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.