Global Channel Sales Director

TheraPanacea is a medical technology company specializing in artificial intelligence applied to oncology. Our innovative AI solutions improve radiation oncology workflows and enable more personalized cancer care. A recognized leader in France and across the world, TheraPanacea partners with leading cancer centers, university hospitals, and research institutions.

Position Summary

The Global Channel Sales Director is responsible for developing, managing, and optimizing TheraPanacea's global distribution partner network. This role will drive indirect sales growth through the recruitment, development, and performance management of distribution partners while ensuring alignment with TheraPanacea's strategic objectives and commercial goals.

The Global Channel Sales Director will serve as the primary point of contact for distribution partners, fostering strong relationships, providing sales and marketing support, and ensuring partners are equipped to effectively promote and sell TheraPanacea solutions. The role requires a highly collaborative leader who can establish partner accountability for revenue performance, pipeline development, forecasts, and contractual commitments while identifying new market opportunities and expanding channel coverage throughout the region.

Key Responsibilities

• Develop and execute the global channel sales strategy, with emphasis on EMEA region in year one, to support company growth objectives and market expansion.
• Assess existing channel distribution partnerships and implement improvement plans to maximize performance and market penetration.
• Identify, evaluate, recruit, and onboard new distribution partners in strategic markets.
• Establish clear business plans, territory coverage models, and growth objectives in collaboration with channel partners.
• Continuously analyze market conditions, competitive activity, and channel effectiveness to identify opportunities for expansion.

Channel Relationship Management

• Serve as the primary commercial contact for distribution partners and maintain strong relationships with key stakeholders.
• Conduct regular business reviews with partners to provide support, evaluate performance, opportunities, and strategic alignment.
• Ensure partners have the necessary tools, resources, product knowledge, and support to successfully represent TheraPanacea.
• Address partner concerns proactively and facilitate solutions that strengthen long-term partnerships.
• Collaborate closely with partner sales teams to drive customer engagement and revenue growth.
• Hold channel partners accountable for sales targets, pipeline generation, forecasting accuracy, and revenue commitments.
• Monitor and evaluate partner performance against agreed objectives and key performance indicators.
• Drive disciplined pipeline management and forecast reporting processes across the partner network.
• Review sales opportunities with partners and provide guidance to improve win rates and accelerate sales cycles.
• Develop corrective action plans when performance gaps are identified.

Contract & Agreement Management

• Manage partner agreements and ensure compliance with commercial terms, expectations, and performance requirements.
• Monitor fulfillment of contractual obligations by both TheraPanacea and channel partners.
• Participate in contract negotiations, renewals, and amendments as required.
• Ensure alignment between partner activities and TheraPanacea's policies, brand standards, and business objectives.
• Manage expectations regarding territories, pricing, support models, and performance commitments. Make adjustments as appropriate.
• Partner with Marketing to develop and execute channel marketing initiatives, campaigns, events, and lead-generation activities.
• Support distributors with sales presentations, customer meetings, product demonstrations, and strategic account planning including the travel to customer locations as necessary.
• Deliver training and enablement programs that enhance partner product knowledge and sales effectiveness.
• Coordinate marketing resources, collateral, and promotional activities to maximize partner engagement and market visibility.
• Gather market feedback from partners and customers to support product positioning and commercial strategy.

Cross-Functional Communication

• Work closely with internal teams (e.g. Sales, Operations, Product) through regular communication and execution to support partner success.
• Provide leadership with regular updates on channel performance, market trends, risks, and growth opportunities.
• Contribute to annual planning, territory development, and revenue forecasting processes.
• Ensure seamless customer experience through effective coordination between partners and internal teams.

Required Qualifications

• 8+ years of successful experience in progressive sales, distribution channel management, business development within medical devices, healthcare software/SaaS, AI, digital health, or life sciences
• Demonstrated success developing, managing, and growing global distributor and channel partner networks, specifically across EMEA region.
• Experience identifying, evaluating, recruiting, and onboarding distribution partners in multiple international markets.
• Proven track record of achieving and exceeding revenue targets through indirect sales channels, including experience managing partner forecasts, pipeline reviews, business planning, and performance metrics.
• Experience negotiating and managing commercial agreements, distribution contracts, and partner performance expectations.
• Ability to work effectively across diverse cultures and countries.
• Strong presentation, communication, and relationship management skills, including engagement with key stakeholders.

Education

• Degree in Business, Life Sciences, Medical Devices, Biomedical Engineering, Clinical Sciences or equivalent professional experience

Languages

• French: Native or fluent
• English: Fluent (international collaboration and reporting)
• Multilingual capabilities in Arabic, Spanish, or Italian is a plus

Additional Information

• Willingness and ability to travel throughout the EMEA region and globally (approximately 25% - 35%).
• Senior individual contributor role with leadership growth potential