Director of Channel Sales

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:

• A Bachelor’s degree in marketing or business administration is 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 is strongly preferred.
• A 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 is a plus.
• Strong verbal and written communication and interpersonal skills, including experience negotiating channel partner agreements, revenue share, and other commercial terms.
• Proficient in Salesforce (or comparable CRM) required and all MS Office applications and use of the internet.
• A 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 is strongly preferred.