Managing Director, Global Channels

Role Overview

The Managing Director, Global Channels leads the global Channel Program for the Clinisys Laboratory Solution (CLS), overseeing partner strategy, performance, and commercial execution across all regions. This role expands Clinisys’ market reach through distributors, referral partners, and implementation partners, ensuring revenue growth and effective partner enablement.

Purpose of the Role

Lead global channel sales activities to achieve assigned license and support revenue targets, expand partner-driven growth, and collaborate with internal teams to execute the channel strategy.

Key Responsibilities

• Develop, manage, and grow a global network of channel partners (NA, LATAM, EMEA, APAC).

• Drive revenue by supporting partners in selling, marketing, and implementing CLS solutions.

• Build strong, trusted relationships with distributors and key international accounts.

• Lead strategic planning for partner development, including 3–5 year commercial plans aligned with corporate sales, product, and services strategy.

• Manage partner lifecycle: sourcing, contracting, onboarding, performance oversight, and renewal.

• Oversee commercial activities including forecasting, revenue management, and compliance with company processes.

• Ensure partners are equipped with tools, training, and technical knowledge to represent CLS effectively.

• Work cross-functionally with Sales, Services, Finance, and Product teams to support partner-driven opportunities and ensure successful project delivery.

• Maintain positive relationships with customers, influencers, and external stakeholders to strengthen Clinisys’ market presence. 

Essential Functions

• Acquire new business directly and through partners.

• Provide strategic leadership for existing and new distributors in emerging territories.

• Manage partner contracts, legal agreements, and commercial terms.

• Oversee accurate forecasting, opportunity management, and pipeline development.

• Promote service offerings during the sales cycle and ensure proper scoping for successful delivery.

Required Skills

• Strong consulting, strategic planning, and presentation skills.

• Deep understanding of laboratory informatics and emerging market trends.

• Ability to communicate effectively in high‑pressure sales environments.

• Experience handling complex technical solutions and building executive‑level trust.

• Proven ability to drive revenue growth and expand global account footprints.

• Successful track record supporting distributors with complex system sales.

• Expertise in managing complete sales cycles, forecasting, and revenue planning.

• Highly organized, results‑oriented, and able to work independently. 

Experience & Education

• Bachelor’s degree in Laboratory Science or related field, or equivalent experience.

• 10+ years in laboratory informatics, scientific/technology environments, or IT solution sales.

• Up to 40% travel may be required.

Physical Requirements

• Moderate lifting/carrying 15-44 lbs.; use of fingers; walking/standing 2-6 hours

• Exposure to hazardous materials or various weather conditions

• Travel to client sites that can pose risk associated with healthcare organization

• May be required to follow customer location health and safety requirements

Supervisory Responsibilities

• No direct reports currently; may evolve based on organizational needs.

Onboarding

As part of our onboarding process, all new employees will be required to attend / travel to the office on their first day of employment (Raleigh, NC / Tucson, AZ). This requirement is essential for onboarding activities, including the identity verification, completion of necessary documentation, receiving your IT equipment, introductions to key team members, and orientation to Clinisys policies and procedures.