Henry Schein One

Sr. Director, Partnerships

Remote - Full Time

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.

The Sr Director, Partnerships owns the strategy, organization, and performance of HS1's dental channel partnership function. This role builds and leads the team, operating model, and go-to-market approach that turn the dental consultant community, key imaging and AI technology partners, and adjacent referral sources into a scalable, revenue-generating growth engine at the intersection of HS1's business development function. The Sr Director sets the multi-year channel strategy, builds and manages the team that executes it, and is accountable for the function's revenue, budget, and enterprise growth outcomes. This position owns three interconnected mandates: building and scaling independent dental private practice consultants into an active, professionally managed referral channel; identifying, onboarding, and managing a growing portfolio of lead referral and technology partners; and directing the structuring and negotiation of partnership agreements in collaboration with Strategy and Legal.
 
The Sr Director, Partnerships role requires both strategic ownership and hands-on people leadership. This role builds and manages a team, establishes the organizational structure and priorities for the channel function, and serves as the executive-level owner of the partnership function's financial performance. The Sr Director leverages deep knowledge of dental practice operations and industry decision-making processes to build and scale referral and partnership channels that contribute measurably to enterprise growth. Success in the role requires a combination of clinical understanding, commercial acumen, organizational and people leadership, and the ability to build teams and relationships that generate durable, trackable revenue results.

This position is Remote within the United States with up to 25% travel as needed

This position is not eligible for employment-based visa sponsorship. To be considered, candidates must be authorized to work in the United States for Henry Schein One without the need for current or future employer sponsorship
 
What you will do: 
                         Channel Partnership Strategy, Organization & P&L Leadership
    • 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.
                         Dental Consultant Channel Development
    • 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.
                         Channel & Lead Flow Management with Key Technology Partners
    • 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.
                         New Partnership Development & Contracting
    • 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.
What we are looking for: 
    • 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.
What will set you apart: 
    • 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.
TRAVEL / PHYSICAL DEMANDS:
  • 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
The posted base range for this position is $160,168 - 206,217 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including prior experience, current skills, location/labor market, internal equity, etc. This position is eligible for a target bonus not reflected in the posted range.

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.

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