Director, Channel Sales

Accountabilities:

• Own channel strategy and execution, including partner segmentation, go-to-market planning, and vertical positioning to drive enterprise adoption and partner-sourced revenue growth.
• Develop and execute partner enablement programs, including training, sales collateral, joint business plans, and CRM and deal-registration processes.
• Own partner-sourced revenue, pipeline, forecasting, and performance reporting, using Salesforce or comparable CRM tools to track results and communicate attainment to executive leadership.
• Manage strategic partner relationships by leading quarterly business reviews, resolving escalations, and serving as the primary commercial and executive-facing contact.
• Lead commercial negotiations and deal-desk reviews for channel partner agreements, balancing business objectives with sustainable, long-term partnership health.
• Represent the organization across the partner ecosystem and internally, including industry events and strategic partner engagements.
• Maintain strong knowledge of PMS and API-based software integrations and translate partner and market insights into recommendations for Product, Marketing, and Sales Operations.
• Identify opportunities to enhance products and services in ways that improve partner and customer satisfaction and increase sales potential.
• Recruit and develop new strategic partners when needed to address gaps in the existing ecosystem.
• Demonstrate a collaborative, accountable approach aligned with values centered on care, determination, humility, and teamwork.

Requirements:

• Bachelor’s degree in Marketing, Business Administration, or a related field is strongly preferred.
• 7+ years of progressive experience in enterprise sales, channel sales, or partner/alliance management within healthcare technology or a B2B SaaS environment.
• At least 3 years of experience in a channel partner or partner management capacity.
• Experience working for a dental or medical practice management system vendor or comparable healthcare software platform is strongly preferred.
• Proven success enabling channel and technology partners, growing partner-sourced pipeline and revenue, and aligning joint go-to-market strategies.
• Experience recruiting and onboarding new partners is a plus.
• Strong verbal, written, negotiation, and interpersonal communication skills, including experience negotiating revenue-share arrangements and other commercial terms.
• Proficiency with Salesforce or a comparable CRM and standard Microsoft Office applications is required.
• Working knowledge of API-based software integrations and the technical fundamentals of practice management software connectivity.
• Knowledge of EDI transactions and dental billing or revenue cycle workflows is strongly preferred.
• Strong strategic thinking, commercial judgment, relationship-building skills, and the ability to collaborate effectively across teams.

Benefits:

• $110,000 annual pay rate plus commission.
• Medical, dental, and vision benefits, eligible from the first day of the month following the start date.
• Unlimited paid time off.
• Paid time off for sick leave, jury duty, and bereavement.
• 10 company-paid holidays.
• 401(k) with company match.
• Health Advocate support.
• Healthcare and dependent care flexible spending accounts.
• Opportunities for career growth within a growing organization.
• Friendly colleagues and a positive, collaborative workplace culture.
• Remote work opportunity within the United States, subject to the organization’s approved remote-work policy.