Sr Dir, Channel Partners

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Summary:

We are seeking a highly motivated and experienced individual to join our team as a Senior Director of Channel Partners.

In this role, you will lead the strategy, performance, and long-term success of Provista's Channel Partner portfolio. This role leads a team that manages external sales organizations representing Provista in the market and serves as the primary owner of partner strategy, growth planning, onboarding, and optimization.

The Sr. Director operates at the intersection of revenue growth, partner enablement, sourcing strategy, and cross-functional execution. Success in this role requires strong commercial judgment, comfort with ambiguity, and the ability to balance financial outcomes with sustainable, high-quality partnerships.

Responsibilities:

Channel Partner Strategy & Portfolio Management

• Own the overall Channel Partner strategy, including partner segmentation, prioritization, performance expectations, and growth planning.
• Assess partner performance and alignment with Provista's strategic priorities, identifying opportunities to strengthen engagement and improve outcomes.
• Establish and reinforce clear rules of engagement for partners across internal and external teams.

Revenue Growth & Commercial Leadership

• Drive incremental revenue growth through Channel Partners aligned with Provista's multi-year strategic plan.
• Partner closely with Sourcing, Analytics, and Sales leadership to ensure Channel Partner strategies align with supplier negotiations, pricing models, and member needs.
• Lead high-impact initiatives tied to complex categories (e.g., pharmacy, infusion, food, med/surg) requiring sophisticated contracting and execution models.

Partner Onboarding & Enablement

• Oversee the onboarding of new Channel Partners, ensuring readiness across contracting, reporting, operational processes, and go-to-market execution.
• Improve and standardize onboarding and enablement processes to reduce ramp time and improve partner effectiveness.
• Serve as an escalation point for complex partner issues requiring senior leadership involvement.

Cross-Functional Collaboration

• Act as the primary Channel Partner liaison across Provista and Vizient, coordinating with Sourcing, Legal, Finance, Analytics, Implementation, and Sales teams.
• Lead cross-functional alignment for strategic initiatives involving Channel Partners, suppliers, and large member organizations.
• Influence without authority to drive outcomes across matrixed teams.

Operational & Financial Oversight

• Monitor partner performance through data, dashboards, and financial reporting to identify trends and improvement opportunities.
• Ensure partner activity aligns with contractual obligations, reporting requirements, and compliance standards.
• Support forecasting, business planning, and executive-level reporting related to Channel Partner performance.

Team Leadership & Development

• Lead, coach, and develop a team of Account Executives and Senior Account Executives responsible for Channel Partner management.
• Establish clear expectations, performance metrics, and development plans for team members.
• Build strategic, financial, and contractual acumen within the team to elevate partner conversations and decision-making quality.

Qualifications:

• Relevant degree preferred, advanced degree desired.
• 10 or more years of relevant experience is required.
• 8 or more years of experience in channel management, sales strategy, business development, or healthcare services preferred.
• 5 or more years of people leadership experience, including managing senior individual contributors or managers.
• Proven experience managing external partners, alliances, or indirect sales channels.
• Strong understanding of healthcare contracting, pricing models, and provider-facing commercial strategies.
• Demonstrated ability to operate strategically while staying close to execution.
• Excellent communication, influence, and stakeholder management skills.
• Experience within healthcare GPOs, aggregators, distributors, or complex service organizations.
• Experience working in a highly matrixed organization.
• Strong analytical mindset with the ability to translate data into actionable strategy.
• Ability to travel regularly and expeditiously throughout the year to meet client's needs.

Estimated Hiring Range:

This position is also incentive eligible.

Vizient has a comprehensive benefits plan! Please view our benefits here:

http://www.vizientinc.com/about-us/careers

Equal Opportunity Employer: Females/Minorities/Veterans/Individuals with Disabilities

The Company is committed to equal employment opportunity to all employees and applicants without regard to race, religion, color, gender identity, ethnicity, age, national origin, sexual orientation, disability status, veteran status or any other category protected by applicable law.