Role Description

The Sr Director, Partnerships owns the strategy, organization, and performance of HS1's dental channel partnership function. This role builds and leads the team, operating model, and go-to-market approach that turn the dental consultant community, key imaging and AI technology partners, and adjacent referral sources into a scalable, revenue-generating growth engine at the intersection of HS1's business development function.

• Sets the multi-year channel strategy.
• Builds and manages the team that executes it.
• Accountable for the function's revenue, budget, and enterprise growth outcomes.
• Owns three interconnected mandates:
• Building and scaling independent dental private practice consultants into an active, professionally managed referral channel.
• Identifying, onboarding, and managing a growing portfolio of lead referral and technology partners.
• Directing the structuring and negotiation of partnership agreements in collaboration with Strategy and Legal.

This position is Remote within the United States with up to 25% travel as needed. This position is not eligible for employment-based visa sponsorship. To be considered, candidates must be authorized to work in the United States for Henry Schein One without the need for current or future employer sponsorship.

Qualifications

• Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 7 or more years of management experience.
• Direct, hands-on experience with the dental consultant ecosystem.
• Existing familiarity with the dental landscape and how these platforms integrate into practice workflows and PMS ecosystems.
• A demonstrated track record of building and managing channel or referral programs that produced measurable, trackable pipeline.
• Proven track record of building, leading, and scaling a team and/or function.
• Experience negotiating and structuring partnership agreements.
• Strong data fluency.
• Excellent relationship-building and communication skills.
• Willingness to travel regularly to meet consultants, practices, and partners in the field.
• Prior experience at a dental tech company in a partnerships, channel, or BD capacity, preferred.
• Existing personal network among independent dental consultants and/or DSO decision-makers, preferred.
• Experience working inside a practice management software (PMS) ecosystem, preferred.
• Typically a Bachelor's Degree or global equivalent in related discipline.

Requirements

• Own and continuously evolve the overall channel partnership strategy for HS1’s dental business.
• Build, lead, and develop the channel partnerships organization.
• Own the channel partnership function’s budget and revenue targets.
• Represent the channel partnerships function in cross-functional and executive forums.
• Identify, recruit, and formalize relationships with independent dental practice management consultants.
• Build a structured referral program.
• Maintain a consistent cadence of engagement with the consultant network.
• Own consultant-sourced pipeline and revenue targets.
• Bring in new partners and oversee lead flow, referral routing, and joint go-to market execution.
• Serve as the primary point of contact for partner operations.
• Own annual revenue and growth targets for the technology partner portfolio.
• Coordinate cross-functionally with Sales, Marketing, and Product.
• Work within the broader Business Development function to identify, evaluate, and pursue new partnership opportunities.
• Lead or co-lead commercial discussions with prospective partners.
• Own the investment case and budget for new partnership initiatives.
• Help define standard partnership frameworks.

Benefits

• A robust benefits package including health coverage.
• Retirement savings with company match.
• Paid time off.
• Parental leave.
• Wellbeing resources.
• Education support.
• And MORE!

Company Description

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories.