Director, Channel Sales

Job not on LinkedIn

🔥 5 minutes ago

🇺🇸 United States – Remote

💵 $110k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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DentalXChange

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1989

⚕️ Healthcare Insurance

💳 Fintech

☁️ SaaS

Healthcare Insurance • Fintech • SaaS

DentalXChange is a comprehensive revenue cycle management (RCM) platform tailored for the dental industry. It streamlines the entire workflow of dental practices by connecting providers, partners, and payers, ensuring that claims are processed efficiently and payments are collected swiftly. The platform supports a variety of services, including eligibility verification, claims filing, and billing services, enhancing operational efficiency for independent dental practitioners and larger organizations alike.

📋 Description

• Lead DentalXChange’s go-to-market strategy and revenue-generating relationships with dental and healthcare practice management system and software integration partners. • Own partner-sourced revenue targets and set short- and long-term channel strategy. • Enable and align existing PMS partners with their go-to-market and selling efforts. • Evaluate existing partnerships and selectively recruit new partners to fill strategic gaps. • Recommend product and services enhancements to improve partner and customer satisfaction and sales potential. • Collaborate with Product, Marketing, and Sales Operations on joint go-to-market plans. • Own channel strategy and execution, including partner segmentation, GTM planning, and vertical positioning. • Drive partner enablement and alignment through training, collateral, joint business plans, and CRM/deal-registration processes. • Track partner-sourced revenue, pipeline, and forecasting in Salesforce and report attainment to executive leadership. • Manage strategic partner relationships, lead QBRs, resolve escalations, and serve as the primary commercial and executive-facing contact. • Lead commercial negotiations and deal-desk reviews for partner agreements. • Represent DXC at industry events and provide partner and market intelligence to Product, Marketing, and Sales Operations. • Perform other duties as assigned.

🎯 Requirements

• 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.

🏖️ Benefits

• 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!