Partner Manager - Healthcare

As the Partner Manager, Healthcare – North America, you will be responsible for driving partner-sourced and partner-influenced revenue by building, managing, and scaling high-performing healthcare partners across the United States and Canada. This role is highly sales-oriented and focused on pipeline creation, deal execution, and revenue growth through system integrators, consultancies, and technology partners within the healthcare ecosystem.

You will work closely with direct sales, marketing, and technical teams to identify, develop, and close joint opportunities, accelerate deals, and ensure partners are actively contributing to business growth. Success in this role requires strong commercial acumen, the ability to influence deals, and comfort operating in a fast-paced, competitive sales environment.

Key Responsibilities

Partner Development, Growth & Enablement

• Identify, recruit, onboard, and scale strategic healthcare partners capable of generating meaningful pipeline and revenue across North America
• Drive enablement that allows partners to effectively position, sell and implement InterSystems healthcare solutions
• Ensure partners are trained, certified, and aligned to effectively support active sales cycles

Revenue & Pipeline Ownership

• Drive partner-sourced and partner-influenced revenue, driving pipeline creation, deal progression, and forecast accuracy
• Actively engage in opportunity qualification, deal strategy, pricing discussions, and close plans alongside partners and InterSystems direct sales teams
• Be measured on pipeline growth, closed-won revenue and new logo acquisition

Go-to-Market Execution

• Develop and execute joint go-to-market strategies that result in net-new customer acquisition and expansion opportunities
• Lead regular pipeline and deal reviews with partners to ensure focus on high-value opportunities

Program & Performance Management

• Drive partner engagement within the partner program, ensuring participation in marketing campaigns, certifications, and sales initiatives that produce revenue results
• Hold partners accountable for performance commitments and growth targets

Cross-Functional Collaboration

• Work closely with direct sales and sales engineering teams to win deals, accelerate sales cycles, and ensure joint customer success

Qualifications

• Bachelor’s degree in Business, Healthcare, IT, or a related field
• 5+ years of experience in partner management, channel sales, alliances, or business development within healthcare IT or enterprise software
• Proven track record of driving revenue through partners in a quota-carrying or quota-influencing role
• Strong deal qualification, negotiation, and closing skills
• Demonstrated ability to influence VP- and C-level stakeholders at partners and customers
• Excellent communication, presentation, and commercial storytelling skills
• Willingness to travel within North America as required

Preferred Qualifications

• Experience working with healthcare providers, payers, or health IT vendors
• Familiarity with EHR/EMR ecosystems, interoperability standards (FHIR, HL7), or healthcare data platforms
• Prior experience selling or partnering within complex, multi-stakeholder healthcare sales cycles

This position may be eligible for sales incentives based on certain sales goals, achievements, and results. The sales incentives for this role are estimated to be between 50% and 100% of base pay, assuming on-target achievement.

We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.