Job Description: Channel Sales Manager (MedTech Software) Role Overview
- Company: Drongo AI Pvt Ltd
- Position: Channel Sales Manager
- Location: Bengaluru, India (Hybrid)
- Experience Level: 6–8 Years
- Department: Channel Sales
About Drongo AI
Drongo AI is a premier, independent medical imaging software enterprise specializing in custom-architected radiology infrastructure. We design the digital operating systems behind next-generation radiography—spanning advanced Image Acquisition platforms, PACS networks, AI-driven image enhancement libraries, and edge-deployed diagnostic triage engines.
As we transition into a high-growth product licensing framework, this role will drive our revenue channels, aggressively taking our standalone software kits to hardware OEMs, independent radiology retrofitting networks, and the high-growth global radiography imaging market.
Position Purpose
The Channel Sales Manager will be entirely responsible for identifying, onboarding, and managing strategic channel partners, distributors, and value-added resellers (VARs) globally and regionally. You will unlock market expansion by selling the Drongo AI's OEM Business Solutions (Acquisition, PACS, Image Enhancement suites) to independent retrofitting entities that convert legacy analog X-ray systems into digital ones, alongside scaling our specialized Veterinary Radiology software lines across corporate animal health groups and distributors.
Key Responsibilities
1. Channel Partner Acquisition & Onboarding
- Target, negotiate with, and sign multi-unit distribution agreements with independent X-ray retrofitting networks and medical equipment distributors.
- Identify and partner with hardware OEMs (e.g., extremity, dental, or portable modality manufacturers) to embed Drongo AI’s core software stack into their production lines.
- Establish strategic relationships with global and domestic corporate clinic chains to deploy our OEM solutions and image enhancement modules.
- Establish strategic relationships with global and domestic corporate veterinary clinic chains to deploy our specialized Veterinary Imaging OS.
2. Partner Enablement & Relationship Management
- Act as the primary corporate touchpoint for all signed distributors, managing the day-to-day commercial relationship and pipeline velocity.
- Co-develop and execute local market-penetration strategies, localized marketing drives, and joint commercial campaigns with channel partners.
- Conduct regular technical and commercial training sessions for distributor sales reps, ensuring they can effectively position Drongo software features and license upsells.
3. Revenue Architecture & Quota Delivery
- Assess and validate total market/revenue potential for all OEM solutions
- Own and exceed the annual sales revenue quota for the Core OEM Stack and Veterinary software lines.
- Manage complex software licensing agreements, ensuring strict transfer pricing and audited per-unit software key activation protocols.
- Track, forecast, and report weekly on partner sales pipeline health, deployment metrics, and active software activations.
Required Qualifications & Skillsets
- Education: Bachelor’s degree in Engineering, Biomedical Sciences, Business Administration, or an equivalent technical field is preferred. An MBA from a tier-1/2 business school is preferred.
- Core Experience: Minimum 6+ years of proven success in B2B channel sales, distributor management, or corporate alliance roles within the MedTech, HealthTech SaaS, or medical diagnostics domain.
- Demonstrated Paradigm Shift & OEM Market Experience: Proven track record of working closely with medical equipment manufacturers, medical equipment dealers or hardware-centric distributors and successfully training/incentivizing them to upsell digital software licenses, PACS workflows, and AI extensions. Candidates must possess deep market experience transitioning a traditional, transactional "medical hardware box-moving" channel into a recurring software-subscription or per-activation licensing revenue stream.
- Domain Knowledge: A deep understanding of medical imaging workflows, radiology software dynamics (PACS, RIS, DICOM protocols), and hardware component ecosystems.
- Specialized Exposure: Prior experience selling into the global or domestic Diagnostic Labs / Veterinary Diagnostics / Veterinary Imaging space, or working directly with digital X-ray retrofitting networks is a massive plus.
- Commercial Acumen: Exceptional contract negotiation skills with an immaculate understanding of volume-tiered software licensing models, ARR mechanics, and distributor margin structures.
- Travel Flexibility: Willingness to travel up to 35-40% of the time for international and domestic partner audits, regional trade shows, and high-tier channel enablement events.
What We Offer
- A chance to scale a highly differentiated, un-commoditized deep-tech product line right at the intersection of AI and hardware engineering.
- An aggressive, uncapped variable commission structure directly tied to net-new partner revenue generation.
Pay: From ₹900,000.00 per year
Benefits:
- Provident Fund
- Work from home
Education:
- Secondary(10th Pass) (Preferred)
Experience:
- Medical sales: 4 years (Required)
- Total Work: 4 years (Required)
Work Location: In person
