Head of Indirect Channels

EBO.ai

We're looking for a dynamic Head of Indirect Channels to lead strategic partnerships, drive revenue growth, and innovate with EBO’s advanced AI solutions.

Head of Indirect Channels

Location:  Remote with travel to client sites
Reports to: UK Country Director
Department: UK Commercial
Employment Type: Full-time

 

About EBO

EBO is a pioneer in conversational AI, delivering solutions that transform patient engagement, streamline operational efficiency, and enhance healthcare outcomes. With a growing footprint in the UK, Italy, and Malta, EBO’s AI-driven tools integrate seamlessly with NHS systems to address critical healthcare challenges.

To expand our reach and impact, we are seeking an experienced Head of Indirect Channels to lead the development and execution of our indirect channel strategy. This is a high-impact role, focused on driving revenue growth, fostering innovation, and enabling partners to leverage EBO’s advanced AI solutions.

 

Role Overview

The Head of Indirect Channels will lead the development and execution of EBO’s indirect channel strategy. This includes identifying, onboarding, and managing Indirect Channels with key organisations such as  Patients Know Best (PKB)CernerEpicTPP, and AccuRx. You will collaborate with these partners to drive revenue growth, streamline integrations, and expand EBO’s reach across the NHS.

Additionally, this role will align indirect channel efforts with the direct sales team to support deal acceleration, enhance proposals, and drive measurable growth in revenue and market penetration.

 

Key Responsibilities

Channel Strategy Development

  • Design and implement a scalable indirect channel program aligned with EBO’s strategic goals.
  • Define revenue share models and partner roles, tailoring approaches for introducers, prime contractors, white-label partners, and marketplace providers.
  • Align channel initiatives with direct sales objectives to maximise revenue impact.

Partner Acquisition & Management

  • Identify and engage key channel partners, including Patients Know Best, and AccuRx, as well as EPR vendors like Cerner, Epic, and TPP.
  • Build strong, long-term relationships with partners to ensure mutual success and alignment with EBO’s goals.
  • Develop tailored onboarding plans and provide ongoing training to partners, enabling them to effectively position EBO’s solutions to their networks.

Revenue Growth & Market Expansion

  • Directly support the sales team by leveraging channel relationships to open doors, shorten sales cycles, and strengthen proposals.
  • Utilise partner networks to expand EBO’s footprint within NHS Trusts and private healthcare organisations.
  • Collaborate with partners to create joint go-to-market strategies, targeting high-priority areas like waiting list validation, patient navigation tools, and hybrid mail solutions.
  • Drive co-branded marketing campaigns and partner-led sales initiatives to capture untapped revenue opportunities.

Innovation & Integration

  • Collaborate with partners to enhance interoperability with NHS systems, reducing deployment complexity and ensuring seamless integration with platforms such as Patients Know Best.
  • Foster co-development opportunities with cutting-edge technology providers like TPP and EMIS to innovate and refine solutions that align with NHS priorities.

Program Management

  • Manage the lifecycle of channel Indirect Channels, including performance tracking, program updates, and quarterly reviews.
  • Design incentive structures and create marketing programs to motivate partners and align efforts with EBO’s strategic goals.
  • Collaborate with the sales team to integrate partner performance metrics into broader revenue forecasting and reporting.

Tender & Market Engagement

  • Support tender responses and proposals by leveraging partner capabilities to enhance solution credibility and competitiveness.
  • Work closely with the sales team to integrate partner contributions into compelling business cases and ROI models for key clients.

 

Why Partners Choose to Work with EBO

Enhance Core Offerings with AI-Powered Capabilities

  • State-of-the-Art AI Technology: EBO provides advanced conversational AI tools that enable dynamic, personalised interactions.
  • Seamless Integration: Solutions integrate effortlessly with leading EPR systems, adding AI capabilities without disrupting existing workflows.
  • Proven Impact: Partners can offer enhanced patient engagement, reduced administrative burdens, and improved healthcare outcomes.

Unlock New Revenue Opportunities

  • Upsell Potential: Enable partners to position EBO’s conversational AI as an additional value layer for their clients.
  • Broader Market Access: Open doors to untapped markets, including NHS Trusts, Integrated Care Systems (ICSs), and private healthcare providers.
  • Joint Marketing Initiatives: Drive co-branded campaigns and partner-led sales strategies.

Align with NHS Priorities

  • Solutions address NHS challenges such as elective reform, waiting list validation, and patient navigation, ensuring relevance and high adoption potential.

Comprehensive Partner Support

  • Onboarding and Training: Tailored programs ensure partners are equipped to succeed.
  • Marketing Resources: Access to co-marketing funds, joint campaigns, and thought leadership content to amplify reach.

Qualifications and Experience

Essential:

  • 4+ years of experience in channel management, Indirect Channels, or business development, preferably in healthcare or SaaS.
  • Demonstrated ability to collaborate with direct sales teams to drive deal success and revenue growth.
  • Understanding of NHS procurement processes, healthcare interoperability standards, and system integrations.
  • Strong relationship-building and negotiation skills, with experience working with organisations like CernerTPP, and AccuRx.

Desirable:

  • Familiarity with conversational AI, digital transformation projects, or SaaS platforms.
  • Knowledge of revenue share models and experience in designing partner incentive programs.

Why Join EBO?

  • Impactful Work: Be at the forefront of healthcare innovation, driving meaningful changes in patient care and operational efficiency.
  • Global Opportunities: Join a growing, diverse team of experts from around the world, committed to making a difference.
  • Flexibility: Enjoy hybrid working options and generous paid time off.

How to Apply

To apply, send your CV and a cover letter detailing your suitability for the role and current remuneration to Bob Gilkes, UK Country Director at [email protected].

Deadline for Applications: 21st February 2025

EBO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require any accommodations during the application process, please advise us.

 

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