Director, Channel Sales

DentalXChange

. Lead DentalXChange’s go-to-market strategy and revenue-generating relationships with dental and healthcare practice management system and software integration partners.

Posted 10/2/2026full-timeRemote • United StatesLead💰 $110,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading go-to-market strategies and managing partner relationships within the healthcare technology sector, with a strong focus on revenue generation and channel management. Proficient in Salesforce and experienced in API-based software integrations and dental billing workflows.

Highest-signal resume keywords

Go-To-Market StrategyPartner ManagementSalesforce ProficiencyChannel Sales ExperienceHealthcare Technology Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise SalesChannel SalesPartner RecruitmentRevenue Cycle ManagementAPI-Based Software IntegrationsDental Billing WorkflowsPMS Software KnowledgeNegotiation SkillsPipeline ManagementMarket Intelligence

Soft Skills

Verbal CommunicationWritten CommunicationInterpersonal Skills

Tools & Technologies

SalesforceMS Office ApplicationsCRM Systems

Industry Keywords

Healthcare TechnologyB2B SaaSPractice Management SoftwareDental SoftwareChannel Partner Agreements

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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!