Vice President, Channel and Partner Programs

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Mission

The Vice President, Channel and Partner Programs will lead CenTrak's Channel and Partner team, owning the strategy, structure, governance, enablement, and performance of CenTrak's partner ecosystem. This leader will design and operate a scalable partner program that increases partner-sourced and partner-influenced growth, improves partner accountability, strengthens executive-level partner relationships, and creates a consistent operating model across partner types, regions, and internal teams.

This highly visible role balances program leadership, partner enablement, channel governance, strategic relationship management, and partner-led growth. The role requires strong collaboration across US Sales, Strategic Accounts, International Sales, Sales Operations, Product, Marketing, Services, Customer Success, Legal, Finance, and executive leadership.

Overview of Role

This leader is accountable for building and leading a high-performing Channel and Partner organization focused on scalable growth, partner productivity, operational discipline, and customer value. The role owns the partner program framework, including partner segmentation and tiering, recruitment, onboarding, enablement, certification, rules of engagement, QBR cadence, performance scorecards, discount governance, and partner lifecycle management across referral, reseller, service, technical, and strategic partner models.

The role will not simply function as another sales execution seat. The Channel and Partner team will set standards, enable partners, monitor performance, improve ease of doing business with CenTrak, and drive accountability while creating clear alignment with the sales teams closest to each customer, partner, and opportunity.

Key Results / Performance Metrics

• Increase partner-sourced and partner-influenced pipeline contribution across priority partner types and regions.
• Improve partner activation, time-to-productivity, certification completion, and enablement effectiveness.
• Implement and maintain partner scorecards that measure revenue, pipeline, certifications, quality, on-time delivery, customer satisfaction, QBR cadence, and executive engagement.
• Improve partner forecast visibility and leadership confidence through consistent pipeline reviews, scorecards, and QBRs.
• Expand the partner ecosystem through recruitment and development of strategic, technical, service, regional, national/global, and referral partners aligned to growth priorities.
• Reduce channel conflict through clear governance, deal registration, crediting frameworks, and rules of engagement.
• Improve ease of doing business with CenTrak and remove bottlenecks that limit partner-led revenue growth and partner accountability.

Essential Responsibilities

Strategy and Operating Model

• Define and evolve CenTrak’s channel and partner strategy, including partner segmentation, tiering, partner value propositions, and long-term ecosystem roadmap.
• Build a unified partner operating framework with clear ownership and accountability across regions, partner types, and internal teams.
• Establish standardized rules of engagement that clarify the roles and responsibilities of Channel, US Sales, Strategic Accounts, International Sales, National Accounts, Product, and other stakeholders.
• Create a scalable channel governance model that reduces conflict, improves collaboration, and supports a consistent partner and customer experience.
• Separate program ownership, partner relationship management, and sales execution, where appropriate, so the channel organization can scale without creating unnecessary role confusion.

Partner Program and Operations

• Build and lead a centralized channel organization responsible for consistent partner management, partner communications, QBR cadence, program compliance, and governance.
• Develop repeatable systems, playbooks, procedures, and workflows that streamline partner onboarding, reporting, communication, and ongoing engagement.
• Establish and maintain deal registration, crediting frameworks, discount governance, partner scorecards, compliance expectations, and performance review processes.
• Build tools and processes that increase transparency and communication with internal and external stakeholders.
• Document partner and internal workflows to support long-term operational success, scalability, and accountability.

Partner Recruitment, Enablement, and Activation

• Identify, evaluate, recruit, and activate strategic partners aligned to CenTrak’s growth priorities, including technology, integration, service, regional, national/global, and strategic partner categories.
• Develop scalable partner enablement programs, including sales training, technical certification, solution positioning, pricing education, and process support.
• Reduce process bottlenecks and expand training and certification to build partner capability, independence, and time-to-productivity.
• Enable partners to sell, deploy, support, and expand CenTrak solutions where appropriate, including partner-led services and software implementation capacity.
• Use voice-of-partner insights to improve partner experience and ensure CenTrak is easier to do business with.

Strategic Partner Relationships

• Build and maintain executive-level partner relationships that strengthen alignment, growth, and long-term partner commitment.
• Manage key global and strategic partner relationships, including joint business planning and growth strategy development with priority partners.
• Serve as an internal advocate for partner needs while balancing CenTrak’s revenue, margin, customer experience, service delivery, and strategic priorities.
• Collaborate with Product, Marketing, Services, Customer Success, Legal, Finance, and Sales to align CenTrak offerings, programs, and support models to partner opportunities.
• Support multiple partner models, including regional resellers, service partners, national/global partners, strategic partners, international partners, government partners, technology partners, and integration partners.

Revenue Growth, Pipeline, and Market Expansion

• Shift the partner ecosystem from opportunistic resale activity toward strategic growth contribution through new logo acquisition, account expansion, pipeline generation, and partner-sourced or partner-influenced opportunities.
• Work with sales leadership to establish partner revenue and pipeline targets, improve forecast visibility, and use partner scorecards and QBRs to drive accountability.
• Extend CenTrak’s market reach by leveraging partner networks, partner insights, and complementary channels.
• Collaborate with Marketing to create programs and events that extend partner relationships to new prospects.
• Monitor market trends, competitive dynamics, partner capability gaps, and growth opportunities to continuously improve the channel strategy.

Governance, Rules of Engagement, and Conflict Resolution

• Define and enforce clear rules of engagement between Channel, field sales, Strategic Accounts, International Sales, National Accounts, Product, and other teams.
• Establish and maintain deal registration, crediting, and governance frameworks that reduce ambiguity and minimize channel conflict.
• Proactively manage and resolve channel conflict when multiple sales roles or partners are involved in the same account, facility, IDN, or use case.
• Ensure clarity of partner management responsibilities versus end-user sales ownership.
• Own one consistent partner program standard that applies across partner types while allowing execution responsibility to vary based on partner model and market coverage.

Partner Performance and Analytics

• Develop and implement KPI frameworks, dashboards, and scorecards to measure partner revenue, pipeline, activation, productivity, certification, quality, on-time delivery, customer satisfaction, QBR cadence, and coverage effectiveness.
• Partner with Sales Operations to implement data-driven performance management and continuously optimize program effectiveness based on insights and analytics.
• Use Salesforce or other CRM/reporting tools to improve pipeline visibility, forecasting accuracy, partner accountability, and leadership confidence.
• Establish partner scorecards and performance reviews that connect partner enablement, partner activity, and partner outcomes.
• Work with Sales Operations, Finance, and leadership to support quota design, TAM/SAM/SOM analysis, partner heat maps, and performance-based partner governance.

Team Leadership and Cross-Functional Influence

• Build and lead a high-performing Channel and Partner team focused on process discipline, scalability, accountability, collaboration, and continuous improvement.
• Lead, mentor, and develop team members responsible for partner program operations, partner enablement, partner sales execution support, and new partner development.
• Create a culture of ownership, empowerment, trust, and cross-functional alignment across the partner ecosystem and sales organization.
• Lead through influence in a matrixed commercial organization, balancing partner needs, sales execution, customer outcomes, revenue growth, and operational discipline.
• Provide leadership with forecasts, partner performance updates, strategic recommendations, and actionable insights into the health of partner relationships and partner-led growth.

Partner Ecosystem Scope

Category Accountability- Regional Resellers Enable and govern regional partners that resell CenTrak products and may provide consulting, software, implementation, or managed services.

Service Partners- Establish standards and accountability for subcontracted service delivery, implementation, maintenance, managed services, and related partner-led services.

National / Global Partners- Align broad partner relationships that may touch multiple regions, sales leaders, customer segments, and use cases.

Strategic Partners- Develop executive relationships, joint business plans, and growth strategies with priority strategic partners.

International Partners- Ensure global program standards are adopted while recognizing market-specific ownership and operating models.

Government Partners- Coordinate governance and support for government partner models where CenTrak relies on partner transaction support.

Technology / Integration Partners- Collaborate with Product and technical teams to evaluate fit, enable integrations, and expand market access.

New Partner Development- Identify, recruit, onboard, and activate new strategic, technical, service, and referral partners aligned to growth priorities.

Qualifications

Experience and Education

• Bachelor’s degree required; MBA or advanced degree preferred.
• 10 to 15+ years of experience in channel strategy, partner program leadership, enterprise sales, business development, or commercial program development.
• Proven track record building scalable partner programs in enterprise technology, healthcare technology, healthcare software/hardware, RTLS, nurse call, hospital IT, or related markets.
• Experience designing structured partner frameworks, including segmentation, tiering, onboarding, enablement, certification, governance, QBRs, and partner performance management.
• Experience working alongside direct sales organizations with clear separation of partner ownership, end-user sales ownership, and sales execution responsibilities.
• Demonstrated success managing partner relationships and collaborating with partners to drive end-user sales, pipeline growth, and partner satisfaction.
• Proven success prospecting, building pipeline, moving opportunities through the sales cycle, and presenting solutions to C-level and other decision-makers.

Knowledge, Skills, and Abilities

• Strong strategic and systems thinking with the ability to design scalable commercial and partner programs.
• Deep understanding of channel dynamics, partner lifecycle models, conflict management, rules of engagement, and partner governance.
• Highly data-driven, with experience developing KPIs, scorecards, dashboards, pipeline reporting, and performance analytics.
• Strong executive presence and excellent verbal, written, listening, and presentation skills.
• Ability to align diverse stakeholders across regions, functions, partner models, and commercial teams.
• Strong leadership capability with experience building process-oriented, high-performing teams.
• Change leadership experience in evolving go-to-market models and improving partner operating discipline.
• Ability to create solutions using appropriate products and services based on customer and partner business goals.
• Customer and partner service orientation, with a strong drive to meet or exceed expectations.

Physical Requirements

Requirement 0-24% 25-49% 50-74% 75-100%

Seeing: Able to read reports and communicate with co-workers. X

Hearing: Able to hear well enough to communicate with co-workers. X

Standing/Walking/Mobility: Able to stand to open files and operate office machines; mobility between departments and to attend meetings. X

Climbing/Stooping/Kneeling. X

Lifting/Pulling/Pushing. X

Fingering/Grasping/Feeling: Able to write, type, and use phone system. X

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

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Originally posted on Himalayas