Enterprise Channel Sales Manager

Pearl

1d•Remote

About The Position

Pearl is seeking a driven and strategic Enterprise Channel Partner Manager responsible for transforming our partner ecosystem into a consistent pipeline engine for our Enterprise Sales team. This role will own the relationships, programs, and motions that generate qualified enterprise opportunities from our core technology and distribution partners — including Planet DDS, SOTA, MiPACS, Patterson — as well as our key DSO associations and KOL networks. This person will ensure partner organizations understand Pearl’s value, actively promote our solutions, and consistently surface enterprise-level opportunities. You will also manage Pearl’s enterprise-relevant memberships (ADSO, Women in DSO, etc.) and nurture relationships with DSO key opinion leaders and consultants to drive influence and referral activity at scale.

Requirements

5+ years of channel, partner, or indirect sales experience
2+ years of experience in the dental or healthcare technology space preferred
Experience with software or SaaS sales; familiarity with imaging/PMS/DSO ecosystems is a strong plus
Excellent relationship-building and influencing skills; comfortable working across multiple organizations and leadership levels
Proven track record of driving pipeline through partners or associations
Highly organized, detail-oriented, and comfortable managing many concurrent partner programs
Self-starter with the ability to operate independently and thrive in a fast-paced environment
Strong presenter and trainer, with the ability to motivate partner sellers and articulate Pearl’s differentiation confidently

Responsibilities

Build deep relationships across our enterprise-aligned partners (Planet DDS, SOTA, MiPACS, Patterson, HS1 with the singular goal of increasing qualified enterprise pipeline
Establish partner-specific lead generation targets tied directly to Enterprise AE quotas
Create repeatable enablement programs for partner sales teams, including trainings, product updates, competitive positioning, and demo narratives
Ensure partner sellers keep Pearl top-of-mind through consistent communication, co-selling support, and structured follow-ups
Track referrals, partner-generated opportunities, and pipeline performance in coordination with the Enterprise Sales leadership team
Oversee all enterprise-level industry partnerships (ADSO, Women in DSO, and others), ensuring Pearl fully leverages sponsorships, speaking opportunities, and event access for lead generation
Build and manage a network of DSO Key Opinion Leaders, consultants, and influencers who can advocate for Pearl and drive introductions
Create programs and incentives for KOLs and consultants to generate referrals and support enterprise-level adoption
Represent Pearl at industry events, partner conferences, and DSO-focused gatherings to strengthen relationships and identify new enterprise opportunities
Support Enterprise AEs with partner-aligned on-site meetings, co-travel, joint pitches, and warm introductions.
Coordinate partner involvement in Pearl-hosted events, webinars, and advisory sessions
Work closely with Enterprise Sales leadership to ensure partner activity directly supports territory strategies and high-priority DSO targets
Collaborate with Marketing to develop partner-specific campaigns and co-branded assets
Partner with Product and Partnerships to deliver feedback on integration needs, roadmap blockers, and opportunities for deeper technical alignment
Support the onboarding of new technology or distribution partners to expand Pearl’s reach across the enterprise dental ecosystem