Own the overall Channel Partner strategy, including partner segmentation, prioritization, performance expectations, and growth planning.
Assess partner performance and alignment with Provista’s strategic priorities, identifying opportunities to strengthen engagement and improve outcomes.
Establish and reinforce clear rules of engagement for partners across internal and external teams.
Drive incremental revenue growth through Channel Partners aligned with Provista’s multi-year strategic plan.
Partner closely with Sourcing, Analytics, and Sales leadership to ensure Channel Partner strategies align with supplier negotiations, pricing models, and member needs.
Lead high-impact initiatives tied to complex categories (e.g., pharmacy, infusion, food, med/surg) requiring sophisticated contracting and execution models.
Oversee the onboarding of new Channel Partners, ensuring readiness across contracting, reporting, operational processes, and go-to-market execution.
Improve and standardize onboarding and enablement processes to reduce ramp time and improve partner effectiveness.
Act as the primary Channel Partner liaison across Provista and Vizient, coordinating with Sourcing, Legal, Finance, Analytics, Implementation, and Sales teams.
Monitor partner performance through data, dashboards, and financial reporting to identify trends and improvement opportunities.
Lead, coach, and develop a team of Account Executives and Senior Account Executives responsible for Channel Partner management.

Relevant degree preferred, advanced degree desired.
10 or more years of relevant experience is required.
8 or more years of experience in channel management, sales strategy, business development, or healthcare services preferred.
5 or more years of people leadership experience, including managing senior individual contributors or managers.
Proven experience managing external partners, alliances, or indirect sales channels.
Strong understanding of healthcare contracting, pricing models, and provider-facing commercial strategies.
Demonstrated ability to operate strategically while staying close to execution.
Excellent communication, influence, and stakeholder management skills.
Experience within healthcare GPOs, aggregators, distributors, or complex service organizations.
Experience working in a highly matrixed organization.
Strong analytical mindset with the ability to translate data into actionable strategy.
Ability to travel regularly and expeditiously throughout the year to meet client’s needs.

Senior Director, Channel Partners – Affiliates, Sponsors

Key skills