Senior Director of Channel & Partnerships (Hybrid)
Hybrid · Cincinnati, Ohio, United States
Job Summary
Senior Director of Channel & Partnerships leads channel programs and referral networks, builds and activates partner relationships with major distributors and MSOs, and drives a partner-sourced pipeline in a hybrid work model based out of Cincinnati, OH. The role requires owning referral programs with key partners (e.g., McKesson, Cencora), recruiting and enabling billing/RCM consultants and partners, managing relationships at executive and field levels, building enablement materials, and maintaining a partner-sourced pipeline with measurable revenue outcomes. Candidates should demonstrate deep healthcare market credibility, experience in B2B healthcare SaaS or health IT, CRM proficiency (HubSpot preferred), and the ability to operate in a PE-backed, high-growth environment while delivering sustained partner-driven growth.
Required Qualifications
- 10+ years of experience in channel sales, partnership development, or business development in B2B healthcare SaaS, health IT, or adjacent healthcare services
- Demonstrated track record of building and activating spiff-based or referral-based third-party field programs, with measurable pipeline and revenue outcomes
- Experience managing relationships with large distribution, GPO, or services organizations at both the program and field level
- Proficiency with CRM systems (HubSpot preferred) for pipeline tracking, attribution, and referral program reporting
- Strong commercial instincts and comfort carrying a pipeline contribution target
- Exceptional relationship management skills with the ability to engage credibly at the C-suite and individual contributor level simultaneously
- Required
- Preferred
- Experience with McKesson, Cencora, or similar pharmaceutical distribution organizations in a channel or partnership capacity
- Familiarity with specialty physician group practice economics, including revenue cycle management, buy-and-bill, and prior authorization workflows
- Experience building referral programs with RCM consulting firms or medical billing companies
- Background in a PE-backed, high-growth software or services company
- Prior exposure to MSO networks serving oncology, GI, urology, or other adult specialty verticals
- Continuous Learning Priorities
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