Director of Channel Partnerships

Videa•Boston, MA

5d•$150,000 - $170,000

About The Position

Videa is seeking a Director, Channel Partnerships to manage and grow its channel partner ecosystem. This role involves taking ownership of the full partner lifecycle, from sourcing and signing new partners to activating and commercializing existing ones. The Director will lead a small team while also engaging in direct partner business development and management. Collaboration with Sales, Product, RevOps, and Marketing is key to developing partner playbooks, go-to-market packages, and enablement resources. The goal is to transform signed partnerships into activated, revenue-generating business, contributing to Videa's mission of improving global health through AI in dentistry.

Requirements

Proven track record of commercializing a channel, not just signing partners.
Hands-on individual contributor experience in both partner business development and partner management.
Experience building per-partner commercial plans and forecasts.
Ability to present a clear point of view and tactical plan for partner types.
Strong understanding of indirect/channel go-to-market models (referral, reseller, integration).
Comfort operating in a lean, resource-constrained environment with significant personal execution.
Excellent cross-functional collaboration skills, especially with Marketing, Product, RevOps, and Sales.
Passion for improving health through technology.

Nice To Haves

Experience in dental distribution, imaging, or practice-management software channels.
Track record of building or scaling a partner program from scratch.
Prior work with AI or SaaS platforms in clinical settings.

Responsibilities

Commercialize existing signed partners, generating lead flow and bundled go-to-market packages.
Develop per-partner commercial plans with clear deliverables and forecasts.
Source, sign, and onboard new referral, reseller, and integration partners.
Own partner-sourced qualified pipeline generation and conversion, collaborating with Sales on closing deals.
Design bundled go-to-market packages with partners in collaboration with Product.
Build partner playbooks, sales enablement materials, and onboarding paths.
Partner with Marketing on announcements, co-branded launches, and visibility.
Conduct partner performance reviews to evaluate results and refine strategy.
Manage a lean team of direct reports, balancing delegation with personal execution.
Incorporate field feedback from partners into product and GTM roadmap discussions.
Create frameworks for lead registration, deal attribution, and conflict resolution.