Vice President, Global Channel Partnerships

Vice President, Global Channel Partnerships
Компания: AIRS Medical
**AIRS Medical** is a healthcare technology company using AI to make medical imaging faster and more accessible. Our FDA-cleared solution, **SwiftMR**, accelerates MRI scans by up to 50%, helping healthcare providers improve efficiency and the patient experience. As we continue to grow, we’re looking for people who want to make a meaningful impact on the future of healthcare.
### AIRS Commercial Philosophy
At AIRS, we believe disciplined thinking and strong commercial results reinforce one another.
We expect our people to meet or exceed their commitments, create pipeline proactively, forecast accurately, and deliver consistent performance. How we achieve those results matters: through sound judgment, strong discovery, credible business cases, executive engagement, and helping clients make good decisions.
Our job is not to convince every client to buy AIRS. It is to understand what the client is trying to accomplish, determine whether there is a problem worth solving, quantify why it matters, and help the organization make a sound decision.
We value discernment over persuasion, evidence over assumption, and meaningful progress over activity alone.
Our commercial team operates within a disciplined model for account strategy, discovery, qualification, business-case development, executive engagement, and opportunity management. We value process because it improves judgment and execution, while still expecting independent thinking, adaptability, and sound commercial instincts.
Across every role, we look for people who are curious, coachable, commercially minded, comfortable with ambiguity, capable of thinking on their feet, and accountable for measurable outcomes.
### The Opportunity
AIRS Medical is seeking a proven executive to build a world-class channel organization and accelerate adoption of AI-powered medical imaging solutions. Reporting directly to the Global Chief Commercial Officer, this VP will strengthen and scale our U.S. partner business first, then establish a disciplined global partner strategy and operating model.
This is a builder and people-leader role: recruit and develop an exceptional channel team, attract high-value partners, and turn partnerships into sustained end-customer adoption and recurring revenue. We want someone who has built productive ecosystems—not simply managed partner relationships.
**Requirements**
** What You Will Own**
* Channel strategy, growth plan and operating model across the U.S., with a path to global scale.
* Hiring, coaching and developing a high-performing channel leadership and partner management team.
* Partner-sourced pipeline, bookings, recurring revenue, activation, expansion and retention.
* Recruitment and development of OEM, distributor, reseller, referral, sales and strategic alliance partners.
* Partner economics, incentives, joint plans, deal registration, rules of engagement and performance accountability.
* Alignment with direct sales, strategic accounts, marketing, customer success, professional services and operations.
** Results You Will Deliver**
* Build a strong, accountable channel team with clear roles, talent development and succession capacity.
* Grow productive partner revenue, especially in the U.S., while improving partner retention and same-partner growth.
* Increase partner activation and shorten time from agreement to first end-customer sale.
* Recruit partners with demonstrated market access, commercial capability and credible growth potential.
* Establish joint business plans, annual targets, quarterly reviews and reliable partner pipeline forecasts.
* Implement consistent partner tiers, commercial economics, deal registration and direct/channel engagement rules.
* Create repeatable enablement, customer-success handoffs and a scalable global operating cadence.
Success is measured by team performance, productive partners and repeatable revenue—not partner logos or signed agreements alone.
** What Great Looks Like**
You have built a team of exceptional channel professionals who know how to recruit, activate, coach and grow partners. Your leaders create accountability without bureaucracy, and your best people are ready to take on broader responsibility as the business scales.
Priority partners have clear account plans, trained teams, executive sponsors, defined sales and support responsibilities, and measurable growth commitments. Direct sellers and partners operate as one team, with transparent rules and a shared revenue plan. The U.S. model is proven, documented and ready to extend globally.
** What You Will Do**
* Assess the current partner portfolio, economics, revenue quality, coverage gaps and performance; prioritize where to invest, improve or exit.
* Design the channel organization; recruit, mentor and lead channel managers and regional leaders with clear goals and coaching rhythms.
* Build ideal partner profiles, target markets and a proactive recruitment engine across imaging OEMs, service organizations, distributors and technology alliances.
* Negotiate key partner agreements and lead executive-level joint business planning, pipeline development and co-selling.
* Standardize partner onboarding, 30/60/90-day activation, training, certification, sales enablement and support readiness.
* Implement performance-based partner tiers, incentives, deal registration, pricing approvals and conflict-resolution policies.
* Drive disciplined CRM visibility, partner scorecards, forecast reviews and quarterly business reviews.
* Partner with direct sales, marketing, customer success and operations to establish one commercial operating model, then scale it globally.
** The Athlete We Are Looking For**
You are:
* A proven channel builder who has designed, launched and scaled partner programs that deliver measurable revenue.
* An outstanding talent recruiter, coach and developer who builds high-performing, collaborative teams.
* A commercially rigorous operator who understands channel economics, incentives, account strategy and recurring revenue.
* An executive relationship builder and strong negotiator who wins the right partners and drives mutual accountability.
* A hands-on, data-driven leader who moves comfortably between strategy, partner deals, coaching and execution.
* A collaborative leader who resolves channel conflict and builds trust across functions, markets and cultures.
** What You Bring**
**Required**
* 10+ years of B2B commercial experience, including substantial channel, alliances, OEM or distribution leadership.
* Demonstrated success building and leading high-performing channel teams, including hiring and developing managers.
* Track record recruiting, activating and scaling partners with sustained commercial results.
* Deep expertise in channel strategy, partner economics, enablement, joint selling and performance management.
* Executive presence, financial and operational acumen, and ability to build a globally scalable model.
* Willingness to travel within the U.S. and internationally.
**Preferred**
* Experience selling to large health systems, IDNs, imaging networks, or similarly complex organizations
* Healthcare, medical imaging, AI, medtech, or enterprise healthcare technology experience
* Experience navigating enterprise contracting and large-scale expansion
**Benefits**
** What AIRS Offers**
* The chance to help build the commercial organization, not just step into a finished one
* Real ownership and visibility, with direct access to senior leadership
* A product with clear clinical and economic value in a large, underpenetrated market
* A high-performance environment that rewards judgment, curiosity, accountability, and results
* Exposure to complex customer problems and some of the largest health systems and imaging organizations in the country
* Meaningful opportunity to grow as the company scales
* Competitive compensation, benefits, and equity