Enterprise Channel Sales Manager

About the position Pearl is seeking a driven and strategic Enterprise Channel Partner Manager responsible for transforming our partner ecosystem into a consistent pipeline engine for our Enterprise Sales team. This role will own the relationships, programs, and motions that generate qualified enterprise opportunities from our core technology and distribution partners — including Planet DDS, SOTA, MiPACS, Patterson — as well as our key DSO associations and KOL networks. This person will ensure partner organizations understand Pearl’s value, actively promote our solutions, and consistently surface enterprise-level opportunities. You will also manage Pearl’s enterprise-relevant memberships (ADSO, Women in DSO, etc.) and nurture relationships with DSO key opinion leaders and consultants to drive influence and referral activity at scale. Responsibilities • Build deep relationships across our enterprise-aligned partners (Planet DDS, SOTA, MiPACS, Patterson, HS1 with the singular goal of increasing qualified enterprise pipeline • Establish partner-specific lead generation targets tied directly to Enterprise AE quotas • Create repeatable enablement programs for partner sales teams, including trainings, product updates, competitive positioning, and demo narratives • Ensure partner sellers keep Pearl top-of-mind through consistent communication, co-selling support, and structured follow-ups • Track referrals, partner-generated opportunities, and pipeline performance in coordination with the Enterprise Sales leadership team • Oversee all enterprise-level industry partnerships (ADSO, Women in DSO, and others), ensuring Pearl fully leverages sponsorships, speaking opportunities, and event access for lead generation • Build and manage a network of DSO Key Opinion Leaders, consultants, and influencers who can advocate for Pearl and drive introductions • Create programs and incentives for KOLs and consultants to generate referrals and support enterprise-level adoption • Represent Pearl at industry events, partner conferences, and DSO-focused gatherings to strengthen relationships and identify new enterprise opportunities • Support Enterprise AEs with partner-aligned on-site meetings, co-travel, joint pitches, and warm introductions. • Coordinate partner involvement in Pearl-hosted events, webinars, and advisory sessions • Work closely with Enterprise Sales leadership to ensure partner activity directly supports territory strategies and high-priority DSO targets • Collaborate with Marketing to develop partner-specific campaigns and co-branded assets • Partner with Product and Partnerships to deliver feedback on integration needs, roadmap blockers, and opportunities for deeper technical alignment • Support the onboarding of new technology or distribution partners to expand Pearl’s reach across the enterprise dental ecosystem Requirements • 5+ years of channel, partner, or indirect sales experience • 2+ years of experience in the dental or healthcare technology space preferred • Experience with software or SaaS sales; familiarity with imaging/PMS/DSO ecosystems is a strong plus • Excellent relationship-building and influencing skills; comfortable working across multiple organizations and leadership levels • Proven track record of driving pipeline through partners or associations • Highly organized, detail-oriented, and comfortable managing many concurrent partner programs • Self-starter with the ability to operate independently and thrive in a fast-paced environment • Strong presenter and trainer, with the ability to motivate partner sellers and articulate Pearl’s differentiation confidently Benefits • Competitive Benefit and Compensation Offerings • Ongoing Training and Development Opportunities • Unaccrued, Flexible PTO • Remote Work Apply tot his job Apply To this Job