Director, Channel Sales

United StatesRemoteFull-timeexecutive

OtherChannel Sales

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Quick Summary

Requirements Summary

Bachelor’s degree in Marketing, Business Administration, or a related field is strongly preferred. 7+ years of progressive experience in enterprise sales, channel sales,

Technical Tools

OtherChannel Sales

This role leads channel strategy, partner relationships, and revenue growth across a network of dental and healthcare practice management system and software integration partners. You will own partner-sourced revenue targets while developing short- and long-term go-to-market strategies that accelerate enterprise adoption. The position combines strategic planning with hands-on partner enablement, commercial negotiations, and executive relationship management. You’ll work closely with Product, Marketing, Sales Operations, and external partners to build effective joint go-to-market plans. This is a senior opportunity for a channel leader with strong healthcare technology or B2B SaaS expertise. The role offers significant influence over partnership strategy, product feedback, and overall revenue performance.

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

~1 min read

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.