Director, Channel Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead DentalXChange’s market entry strategy and cultivate revenue-generating partnerships with dental and healthcare practice management system and software integration collaborators.

• Take ownership of revenue goals sourced from partners and define both short- and long-term channel strategies.

• Empower and align current PMS partners with their market approach and sales initiatives.

• Assess existing partnerships and selectively seek new partners to address strategic needs.

• Suggest enhancements to products and services to boost partner and customer satisfaction as well as sales potential.

• Collaborate with Product, Marketing, and Sales Operations to create joint go-to-market strategies.

• Manage channel strategy and implementation, including partner segmentation, GTM planning, and vertical positioning.

• Facilitate partner enablement and alignment through training, marketing materials, joint business plans, and CRM/deal registration workflows.

• Monitor partner-sourced revenue, pipeline, and forecasting in Salesforce, reporting results to executive leadership.

• Oversee strategic partner relationships, lead quarterly business reviews, address escalations, and serve as the principal commercial and executive contact.

• Direct commercial negotiations and deal-desk evaluations for partner agreements.

• Represent DXC at industry gatherings and supply partner and market insights to Product, Marketing, and Sales Operations.

• Execute additional responsibilities as assigned.

⛳️ Requirements

• A bachelor's degree in marketing or business administration is strongly preferred.

• Over 7 years of progressive experience in enterprise sales, channel sales, or partner/alliance management within a healthcare technology or B2B SaaS context, including a minimum of 3 years in a channel partner or partner management role.

• Previous experience in an enterprise sales, business development, or channel/partner management position at a dental or medical practice management system (PMS) vendor or a similar healthcare software platform is strongly preferred.

• A proven history of enabling and fostering go-to-market alignment with existing channel and technology partners, with a demonstrated ability to grow partner-sourced pipeline and revenue; experience in recruiting and onboarding new partners is a plus.

• Excellent verbal and written communication and interpersonal abilities, including experience negotiating channel partner agreements, revenue sharing, and other commercial terms.

• Proficiency in Salesforce (or a comparable CRM) is required, along with all MS Office applications and internet usage.

• Familiarity with API-based software integrations and the technical principles of PMS/practice management software connectivity.

• Expertise in EDI transactions and dental billing/revenue cycle processes is strongly preferred.

🏝️ Benefits

• Engaging and fulfilling career opportunities with potential for growth as we expand!

• Medical, dental, and vision coverage – available from the first of the month after your start date.

• Unlimited paid time off.

• Paid leave for illness, jury duty, and bereavement.

• 10 company-paid holidays.

• 401(k) plan with company matching.

• Health Advocate services.

• Flexible spending accounts for healthcare and dependent care.

• Supportive colleagues and a positive workplace culture!