Sr. Director, Partnerships

Shape what’s next in dental technology
Join Henry Schein One!
Join a global leader redefining dental practice management and do work that actually matters. At Henry Schein One, we are a team of care catalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everything we do. Your ideas fuel innovation that enhances patient care and drives real results for practices. 

We don’t just talk about impact; we build it! Backed by a trusted reputation, our leaders foster an inclusive and supportive environment where we stay solely focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We have high expectations for performance and delivering results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your wins celebrated.

• • Own and continuously evolve the overall channel partnership strategy for HS1’s dental business, setting the vision, priorities, and multi-year roadmap for how consultant, referral, and technology-partner channels drive enterprise growth
  • Build, lead, and develop the channel partnerships organization — including the Channel Manager, Channel Associate, Exec Director of Consultants, and Partnership Marketing Manager — setting structure, goals, and performance standards for the function.
  • Own the channel partnership function’s budget and revenue targets, and report to executive leadership on pipeline, revenue contribution, ROI, and enterprise growth outcomes.
  • Represent the channel partnerships function in cross-functional and executive forums, influencing strategy and investment decisions across Sales, Marketing, Product, Strategy, and Legal.

• • Identify, recruit, and formalize relationships with independent dental practice management consultants who work directly inside private practices.
  • Build a structured referral program (agreements, incentive/compensation structure, onboarding, and enablement materials) that makes it easy for consultants to actively recommend and introduce HS1 solutions to their clients, working in partnership with marketing.
  • Maintain a consistent cadence of engagement with the consultant network — training, product updates, co-marketing — so HS1 stays top-of-mind when consultants are advising practices on technology decisions.
  • Own consultant-sourced pipeline and revenue targets, and report to executive leadership on the health, growth, and ROI of the channel.

• • Bring in new partners and oversee lead flow, referral routing, and joint go-to market execution for these partners.
  • Serve as the primary point of contact for partner operations — resolving lead-routing issues, aligning on reporting/attribution, and ensuring SLAs are met on both sides.
  • Own annual revenue and growth targets for the technology partner portfolio; build and maintain partner scorecards (lead volume, conversion, revenue contribution) and run regular business reviews with each partner.
  • Coordinate cross-functionally with Sales, Marketing, and Product to make sure partner-sourced leads are handled well and partner integrations continue to meet customer needs.

• • Work within the broader Business Development function to identify, evaluate, and pursue new partnership opportunities across imaging, AI, and adjacent dental technology categories.
  • Lead or co-lead commercial discussions with prospective partners, from initial scoping through terms, in partnership with BD leadership and Legal on contract structure.
  • Own the investment case and budget for new partnership initiatives (market opportunity, integration effort, revenue potential), securing executive approval and being accountable for return on investment.
  • Help define standard partnership frameworks (referral, reseller, integration) so new deals can move faster and more consistently.

• • Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 7 or more years of management experience
  • Direct, hands-on experience with the dental consultant ecosystem — you know who the influential independent consultants are, how they operate, and what motivates them to refer.
  • Existing familiarity with the dental landscape and how these platforms integrate into practice workflows and PMS ecosystems.
  • A demonstrated track record of building and managing channel or referral programs that produced measurable, trackable pipeline — not just relationship-building for its own sake.
  • Proven track record of building, leading, and scaling a team and/or function — including organizational design, hiring, and performance management — not solely individual relationship management.
  • Experience negotiating and structuring partnership agreements, and comfort working closely with Legal and Strategy leadership through deal cycles.
  • Strong data fluency — comfortable owning a lead-flow dashboard, partner scorecard, or pipeline report and using it to drive the conversation.
  • Excellent relationship-building and communication skills; equally credible in a private practice, on a call with a DSO executive, or in a contract negotiation.
  • Willingness to travel regularly to meet consultants, practices, and partners in the field.
  • Prior experience at a dental tech company in a partnerships, channel, or BD capacity, preferred.
  • Existing personal network among independent dental consultants and/or DSO decision-makers, preferred.
  • Experience working inside a practice management software (PMS) ecosystem and understanding how third-party integrations are evaluated and adopted, preferred.
  • Typically a Bachelor's Degree or global equivalent in related discipline.

• • Proven ability to lead, develop, and retain high-performing teams while driving organizational results.
  • Exceptional communication, presentation, and stakeholder management skills, including executive-level influence.
  • Strong strategic thinking, decision-making, and complex problem-solving capabilities.
  • Financial acumen with the ability to leverage business and market insights to improve performance and profitability.
  • Experience leading large-scale, complex initiatives involving strategic planning, resource allocation, budgeting, and execution.
  • Demonstrated success building partnerships, negotiating agreements, and managing key internal and external relationships.
  • Ability to navigate organizational complexity, influence outcomes, manage conflict, and lead through change.
  • Advanced business, technical, and industry expertise, with a Master's degree or equivalent experience.

• Typically, less than 25%. No special physical demands required
• This position will be working in a remote environment or office, utilizing typical office equipment, with travel required for client meetings, industry conferences, and prospect site visits as needed

What you’ll gain as a #TeamSchein member

• A robust benefits package including health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support, and MORE!

Henry Schein, Inc.  is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories.