渠道销售总监
Director, Channel Sales
职位概述：
渠道销售总监负责DentalXChange的市场进入策略和与牙科及医疗保健实践管理系统（PMS）和软件集成合作伙伴网络的创收关系。该职位负责合作伙伴带来的收入目标，制定短期和长期的渠道策略，使DXC现有的PMS合作伙伴能够有效开展市场推广和销售工作，评估现有合作关系的表现，并有选择地招募新合作伙伴以填补战略缺口。渠道销售总监将建议产品和服务的改进，以提高合作伙伴和客户的满意度以及销售潜力，并与产品、营销和销售运营团队跨职能合作，协调联合市场进入计划。该职位还负责渠道合作伙伴协议的商业谈判和交易审查，并作为DXC战略PMS合作伙伴的主要高管对接人。
作为我们的渠道销售总监，您将负责以下工作：
- 负责渠道策略和执行——合作伙伴细分、市场进入计划和垂直定位，以推动企业采用和合作伙伴带来的收入增长。
- 推动合作伙伴赋能和对齐——培训、宣传资料、联合业务计划以及CRM/交易注册流程，确保合作伙伴能够有效销售且无冲突。
- 负责合作伙伴带来的收入、销售渠道和预测——在Salesforce中跟踪绩效并向上级领导汇报达成情况。
- 管理战略合作伙伴关系——主持季度业务回顾，解决升级问题，并作为主要商业和高管对接人。
- 领导合作伙伴协议的商业谈判和交易审查，平衡DXC的利益与长期合作关系的健康。
- 在合作伙伴生态系统和内部代表DXC——参加行业活动，保持对PMS/API技术的了解，并将合作伙伴/市场情报反馈给产品、营销和销售运营团队。
- 积极践行DentalXChange的公司价值观：主动关怀、努力拼搏、保持谦逊。
- 其他指定职责。
您将为团队带来：
- 市场营销或工商管理学士学位优先考虑。
- 在医疗科技或B2B SaaS环境中，具有7年以上企业销售、渠道销售或合作伙伴/联盟管理方面的渐进式经验，其中至少3年在渠道合作伙伴或合作伙伴管理岗位。
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Position Summary:
The Director of Channel Sales leads DentalXChange’s go-to-market strategy and revenue-generating relationships with its network of dental and healthcare practice management system (PMS) and software integration partners. This role owns partner-sourced revenue targets, sets short- and long-term channel strategy, enables and aligns with DXC’s existing PMS partners to support their go-to-market and selling efforts, evaluates the performance of existing partnerships, and selectively recruits new partners to fill strategic gaps. The Director of Channel Sales will recommend product and services enhancements to improve partner and customer satisfaction and sales potential, and will collaborate cross-functionally with Product, Marketing, and Sales Operations to align joint go-to-market plans. This role also leads commercial negotiations and deal-desk reviews for channel partner agreements and serves as the primary executive-facing relationship owner for DXC’s strategic PMS partners.
What You’ll Do As Our Director, Channel Sales:
- Own channel strategy and execution — partner segmentation, GTM planning, and vertical positioning to drive enterprise adoption and partner-sourced revenue growth.
- Drive partner enablement and alignment — training, collateral, joint business plans, and CRM/deal-registration processes that keep partners selling effectively and without conflict.
- Own partner-sourced revenue, pipeline, and forecasting — tracking performance in Salesforce and reporting attainment to executive leadership.
- Manage strategic partner relationships — leading QBRs, resolving escalations, and serving as the primary commercial and executive-facing contact.
- Lead commercial negotiations and deal-desk reviews for partner agreements, balancing DXC's interests with long-term partnership health.
- Represent DXC across the partner ecosystem and internally — attending industry events, maintaining technical PMS/API knowledge, and feeding partner/market intelligence into Product, Marketing, and Sales Ops.
- Live DentalXChange’s company values Actively Care, Try Hard, and be Humble.
- Other duties as assigned.
What You'll Bring to the Team:
- Bachelor’s degree in marketing or business administration strongly preferred.
- 7+ years of progressive experience in enterprise sales, channel sales, or partner/alliance management within a healthcare technology or B2B SaaS environment, including at least 3 years in a channel partner or partner management capacity.
- Prior experience in an enterprise sales, business development, or channel/partner management role at a dental or medical practice management system (PMS) vendor or comparable healthcare software platform strongly preferred.
- Proven track record enabling and driving go-to-market alignment with existing channel and technology partners, with demonstrated success growing partner-sourced pipeline and revenue; experience recruiting and onboarding new partners a plus.
- Strong verbal and written communication and interpersonal skills, including experience negotiating channel partner agreements, revenue share, and other commercial terms.
- Proficient Salesforce (or comparable CRM) required and all MS Office applications and use of the internet.
- Working knowledge of API-based software integrations and the technical fundamentals of PMS/practice management software connectivity.
- Proficiency with EDI transactions and dental billing/revenue cycle workflows are strongly preferred.
Pay rate: $110,000 annually + commission
What We Offer
- Challenging and rewarding career opportunities with room for growth as we grow!
- Medical, dental, and vision benefits – eligible first of the month after start date
- Unlimited PTO
- Paid time off for sick, jury duty, bereavement
- 10 company paid holidays
- 401k with company match
- Health Advocate
- Healthcare and dependent care flexible spending accounts
- Friendly co-workers and a positive culture!
EDI Health Group dba DentalXChange understands the importance of privacy and takes seriously the need to protect job applicants’ personal information. Applicants should be aware that we collect and use personal information in accordance with the California Consumer Privacy Act (CCPA). For more details on how we handle your information and your rights under the CCPA, please visit ourPrivacy Policy.
DentalXChange is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all associates. The more inclusive we are, the better our work will be.
Originally posted on Himalayas