Partner Manager - Healthcare

About the role

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
• Experience using AI-assisted tools (e.g. copilots, summarisation tools, or chatbots) with an ability to critically evaluate and verify AI-generated outputs

Additional information

Demonstrated ability to learn, evaluate, adapt to, propose and implement AI-augmented workflows in order to continually enhance your own, and the team's, productivity

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

Pay and benefits

InterSystems is providing a current good faith estimate of the anticipated base salary range for this position depending on a variety of factors including experience, education, skills, and performance.

Other compensation may include a discretionary annual variable target incentive.

Benefits

The company also provides generous employee benefits including:

• Medical, vision, and dental insurance
• Short-term and long-term disability, and life insurance
• 401(k) Profit Sharing Contribution
• Paid Time Off and Holidays
• Parental Leave
• Tuition reimbursement

This position may be eligible for sales incentives based on certain sales goals, achievements, and results. While sales incentives, if any, vary they generally will result in payment of 35% to 45% of base pay, assuming on-target achievement.

The estimated base compensation range for this role is

$134,000—$168,000 USD