Director, Veterinary Software Partnerships & Ecosystem

Director, Veterinary Software Partnerships & Ecosystem (Reseller, Co-Sell & AI)

Role Overview

IDEXX is seeking a Director of Veterinary Software Partnerships & Ecosystem to lead strategic reseller, co-sell, and technology alliances across our VetSoft portfolio. This role is responsible for expanding market reach, accelerating revenue growth, and strengthening IDEXX's position as the central platform in veterinary workflows.

This leader will focus specifically on building and scaling partnerships across:

• Strategic resellers and channel partners
• Co-sell ecosystem partners
• Emerging AI partners, including agentic AI and clinical scribe solutions

The role operates at the intersection of product, commercial, and platform strategy-ensuring IDEXX delivers integrated, clinically relevant solutions that drive measurable outcomes for veterinary practices.

Key Responsibilities

Partnership Strategy & Growth

• Define and execute partnership strategy focused on reseller, co-sell, and AI ecosystem expansion
• Identify high-impact partners across veterinary, healthcare, and adjacent SaaS ecosystems
• Build scalable partner program frameworks, including tiering, incentives, and governance

Reseller & Co-Sell Execution

• Develop and scale reseller and co-sell motions with clear value propositions
• Partner with Sales and Marketing to drive pipeline generation and revenue growth
• Enable field teams with partner-driven solutions and joint selling frameworks

AI & Technology Partnerships

• Establish and manage partnerships with AI providers, including agentic workflow solutions and AI scribe vendors
• Evaluate build vs partner opportunities to accelerate time-to-market
• Ensure alignment with IDEXX's strategy to evolve from system of record to system of action

Alliance Management

• Build and maintain executive-level relationships with strategic partners
• Lead negotiation of complex commercial agreements and partnership structures
• Manage full partner lifecycle from onboarding through expansion

Product & Platform Integration

• Collaborate with Product and Engineering to align partner capabilities with roadmap priorities
• Advocate for API and platform enhancements to support ecosystem scale
• Ensure integrations meet IDEXX standards for performance, security, and clinical reliability

Revenue & Performance Management

• Own partner-sourced and partner-influenced revenue targets
• Define and track KPIs including pipeline, adoption, and ROI
• Drive accountability across internal and external stakeholders

Qualifications

• 7+ years of experience in SaaS partnerships, alliances, or business development
• Proven experience building reseller and co-sell partner programs
• Experience working with AI, automation, or emerging technology ecosystems preferred
• Strong commercial and negotiation skills with experience in complex agreements
• Familiarity with APIs, integrations, and platform-based business models
• Excellent stakeholder management and executive communication skills
• Experience in healthcare or veterinary industry is a plus

Leadership Profile

• Strategic and execution-oriented leader who can operate at both executive and operational levels
• Strong cross-functional collaborator across Product, Sales, Marketing, and Engineering
• Builder mindset with ability to create structure and scale programs
• Balances speed-to-market with long-term platform control and quality

Why IDEXX?

We're proud of the work we do, because our work matters. An innovation leader in every industry we serve, we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy, to ensure safe drinking water for billions, and to help farmers protect livestock and poultry from diseases. We have customers in over 175 countries and a global workforce of over 10,000 talented people.

So, what does that mean for you? We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery. At IDEXX, you will be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.

Let's pursue what matters together.

IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.

IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status