Channel Partnerships Director

Dandy is transforming the massive and antiquated dental industry—an industry worth over $400B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify and modernize every function of the dental practice through technology. As we expand our reach globally, Dandy is building the operating system for dental offices around the world—empowering clinicians and their teams with technology, innovation, and world-class support to achieve more for their practices, their people, and their patients. About the Role Channel partnerships are a critical growth engine at Dandy, and we need a bar-raising leader to build on our early success and accelerate the initiative. Channel partners are companies that we have partnerships with that are designed to bring leads into our sales team. In this role, you will be the Directly Responsible Individual (DRI) for making signed partner relationships successful from end to end. This role is ideal for someone who thrives in a hyper-scale environment and is passionate about working cross-functionally to build and lead Dandy’s first-ever high-performance channel relationships. This role is inherently cross-functional in nature, and the ideal candidate will be a master at aligning internally to execute important initiatives tied to the company’s most important OKRs. You will be responsible for executing the long-term vision for channel partner success, all at Dandy Speed. This role reports directly to the Head of Sales and will own a Channel Sales target. This will start out as a “roll up the sleeves” role to get the program from 0-to-1 and then as our portfolio of partners grows, you will build a team to manage the ecosystem. What You'll Do - Serve as the DRI to ensure the end-to-end success and activation of signed partner agreements. - Own the training and onboarding of partner reps by working tightly and cross-functionally (xfn) with the Enablement and Sales Leadership organizations. - Own and manage the pipeline of partner deals, holding partners accountable to their commitments while ensuring they are fully set up for success. - Fully own the Key Result (KR) workstreams tied to partner channel metrics, driving an operationally rigorous process through an extreme focus on data to drive decision-making. - Consistently beat channel sales targets by building a consistent partnership motion with a culture of high performance. - Be the voice of the Channel at Dandy, fully and autonomously owning outcomes and opinions on what we need to be doing better and what we need to be successful. - Prepare accurate channel forecasts as well as manage SFDC data to ensure up-to-date pipeline information. - Manage partner escalations and participate directly in all aspects of the partner sales cycle to ensure end-customer satisfaction. What We're Looking For - 10+ years of channel management, partnerships, or quota-carrying sales experience. - Management experience - Executive presence required - Founder mentality willing to roll up sleeves to build this motion from the ground up - High agency personas with relentless persistence in high ambiguity situations - Proven record of success in a high velocity/high volume sales or partnership environment - Someone who consistently walks the floor (or engages deeply with partners) to deeply understand the channel sales motion and knows how to evolve and improve it at scale - Understanding of the complete partner sales cycle (from signing to enablement and deal close) - Excellent verbal and written communications - Thrives in environment rich with ambiguity and change Bonus Points For - Defaults to doing things faster than anyone thought possible - Can take extremely complex topics and distill them into their essence - Has managed channel partnerships particularly in an industry transitioning from analog to digital - Strong executive presence, able to command a room - Fluent funnel optimizer - Experience with Crossbeam or other channe