Enterprise Channel Sales Manager
Pearl
full-time
Posted on:
Location Type: Remote
Location: United States
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About the role
- Build deep relationships across enterprise-aligned partners to increase qualified enterprise pipeline
- Establish partner-specific lead generation targets tied directly to Enterprise AE quotas
- Create repeatable enablement programs for partner sales teams, including trainings, product updates, competitive positioning, and demo narratives
- Ensure partner sellers keep Pearl top-of-mind through consistent communication, co-selling support, and structured follow-ups
- Track referrals, partner-generated opportunities, and pipeline performance in coordination with the Enterprise Sales leadership team
- Oversee all enterprise-level industry partnerships (ADSO, Women in DSO, and others)
- Build and manage a network of DSO Key Opinion Leaders, consultants, and influencers who can advocate for Pearl and drive introductions
- Create programs and incentives for KOLs and consultants to generate referrals and support enterprise-level adoption
- Represent Pearl at industry events, partner conferences, and DSO-focused gatherings to strengthen relationships and identify new enterprise opportunities
- Support Enterprise AEs with partner-aligned on-site meetings, co-travel, joint pitches, and warm introductions
- Collaborate with Marketing to develop partner-specific campaigns and co-branded assets
- Partner with Product and Partnerships to deliver feedback on integration needs, roadmap blockers, and opportunities for deeper technical alignment
- Support the onboarding of new technology or distribution partners to expand Pearl’s reach across the enterprise dental ecosystem
Requirements
- 5+ years of channel, partner, or indirect sales experience
- 2+ years of experience in the dental or healthcare technology space preferred
- Experience with software or SaaS sales; familiarity with imaging/PMS/DSO ecosystems is a strong plus
- Excellent relationship-building and influencing skills; comfortable working across multiple organizations and leadership levels
- Proven track record of driving pipeline through partners or associations
- Highly organized, detail-oriented, and comfortable managing many concurrent partner programs
- Self-starter with the ability to operate independently and thrive in a fast-paced environment
- Strong presenter and trainer, with the ability to motivate partner sellers and articulate Pearl’s differentiation confidently
Benefits
- Competitive Benefit and Compensation Offerings
- Ongoing Training and Development Opportunities
- Unaccrued, Flexible PTO
- Remote Work
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel salespartner salesindirect salessoftware salesSaaS salesimaging technologyPMSDSO ecosystemslead generationpipeline management
Soft skills
relationship-buildinginfluencingorganizational skillsdetail-orientedself-starterindependent operationpresentation skillstraining skillsmotivationcommunication