The Challenge Unlimited Systems has built meaningful referral channel relationships - including active programs with McKesson and Cencora - but the full potential of those relationships, and the broader partner ecosystem, remains unrealized. Field reps from our distribution partners are calling on our exact target accounts every week. Billing companies and RCM consultants are trusted advisors inside the practices we sell to. MSO networks, GPOs, and adjacent health IT vendors represent high-conversion referral paths that no one currently owns.
We need a Senior Director of Channel & Partnerships who will take ownership of every commercial partner relationship we have, maximize the referral throughput of the programs already in place, and systematically build the billing company and consultant referral network that becomes our highest-conversion pipeline source. This is not a program management role - it is a pipeline-generating, relationship-building, commercial function that sits at the intersection of sales and strategic partnerships.
The Position A full-time, hybrid role reporting to our SVP of Sales, our Senior Director of Channel & Partnerships will work frequently from our headquarters in Cincinnati, Ohio. Residency in the state of Ohio is preferred.
The Senior Director of Channel & Partnerships owns the full commercial partner ecosystem at Unlimited Systems, with a direct pipeline contribution target tied to partner-sourced closed-won revenue. Success for you in this role will look like measurably improved referral volume from McKesson and Cencora within the first two quarters, a mapped and prioritized billing company and consultant referral pipeline by month six, and a partner-sourced revenue contribution that is visible, attributable, and growing quarter over quarter.
You'll be accountable for:
- Channel Program Ownership: Activating and managing existing referral channel programs with McKesson and Cencora field sales teams, including spiff program health, closed-loop lead feedback, rep training, and quarterly re-engagement to prevent activation decay.
- Billing & Consultant Network: Recruiting, structuring, and activating referral agreements with billing companies, RCM consultants, and practice management consultants who have existing relationships inside Unlimited Systems' target accounts.
- MSO & GPO Relationships: Cultivating referral relationships within MSO networks (including Navista, Specialty Networks, and others) and GPO or pharma field organizations where spiff-based referral programs are feasible.
- Partner Enablement: Working with the marketing team to ensure channel partners have current, accurate, and compelling enablement materials, referral intake tools, and co-branded assets.
- Pipeline Attribution: Building and maintaining a partner-sourced pipeline report in HubSpot, tracking referral volume, conversion rates, and closed revenue by partner and program.
- Partner Development: Identifying, recruiting, and onboarding new referral and reselling partners that expand Unlimited Systems' reach into specialty physician group markets.
- Relationship Management: Serving as the primary relationship owner for all channel and referral partners at both the program administrator level and the executive sponsor level.
The Person Beyond functional skill, you'll be successful in this role if you:
- Build trust at every level. You are a relationship builder who earns trust with senior executives at large distribution and services organizations, and with the individual field reps whose referral behavior you are trying to change. You understand that keeping a third-party salesforce activated requires persistence, creativity, and genuine relationship investment - not just a spiff check.
- Are commercially wired. You understand that the goal is partner-sourced pipeline and closed revenue, not activity metrics. You know how to structure a referral program that aligns your partners' incentives with outcomes that actually matter to the business.
- Thrive in ambiguity. You are comfortable operating in a PE-backed, high-growth environment where priorities shift and the playbook is still being written. You do not wait for perfect information or complete infrastructure - you build as you go.
- Have healthcare market credibility. You know enough about specialty physician practice economics, revenue cycle management, and the health IT vendor landscape to have credible conversations with billing company owners, MSO executives, and practice administrators.
- Are a self-starter. You bring energy to partner relationships that have gone quiet, find creative ways to re-engage dormant programs, and do not accept 'we tried that' as a reason to stop trying.
- Model our values. You contribute to Unlimited Systems' commitment to enabling independent specialty practices to compete and thrive, and you represent the company with integrity in every partner interaction.
Qualifications Required
- 10+ years of experience in channel sales, partnership development, or business development in B2B healthcare SaaS, health IT, or adjacent healthcare services
- Demonstrated track record of building and activating spiff-based or referral-based third-party field programs, with measurable pipeline and revenue outcomes
- Experience managing relationships with large distribution, GPO, or services organizations at both the program and field level
- Proficiency with CRM systems (HubSpot preferred) for pipeline tracking, attribution, and referral program reporting
- Strong commercial instincts and comfort carrying a pipeline contribution target
- Exceptional relationship management skills with the ability to engage credibly at the C-suite and individual contributor level simultaneously
Preferred
- Experience with McKesson, Cencora, or similar pharmaceutical distribution organizations in a channel or partnership capacity
- Familiarity with specialty physician group practice economics, including revenue cycle management, buy-and-bill, and prior authorization workflows
- Experience building referral programs with RCM consulting firms or medical billing companies
- Background in a PE-backed, high-growth software or services company
- Prior exposure to MSO networks serving oncology, GI, urology, or other adult specialty verticals
Continuous Learning Priorities
- Specialty-specific reimbursement trends across oncology, GI, urology, rheumatology, neurology, and ophthalmology
- Evolving landscape of MSO consolidation and independent specialty practice M&A activity
- Competitive dynamics in specialty practice management and RCM software
- Unlimited Financials platform capabilities, differentiators, and client outcomes
