Director of Channel Management

10+ years of experience in channel sales, strategic partnerships, or business development At least 5 years in a leadership role Proven track record of managing and scaling teams for partner lifecycle management and indirect revenue growth Strong understanding of co-seller, reseller, and ecosystem distribution models Experience in healthcare, benefits technology, or SaaS is ideal Exceptional leadership and people management skills Strong cross-functional collaborator with influencing abilities Skilled in partner analytics and reporting Experienced with CRM and partner management tools (Salesforce preferred) Executive presence and communication skills Bachelor’s degree required; MBA or advanced degree preferred

Lead, mentor, and manage a team of Channel Managers Set the strategic direction for partnership activation, revenue optimization, and lifecycle management Partner closely with Channel Directors for seamless handoff Establish and own partner performance frameworks, KPIs, and QBR processes Collaborate cross-functionally with Sales, Marketing, Product, Customer Success, Legal, and Operations Develop and implement scalable playbooks for partner engagement and joint GTM initiatives Serve as executive point of escalation for key partners Analyze partner performance and implement strategies to maximize revenue impact Represent the partner management function in leadership forums Recruit, develop, and retain top talent within the partner management team