VP, Business and Channel Development

About the Company

First Databank (FDB) is the leading provider of drug and medical device knowledge that helps healthcare professionals make precise decisions. With thousands of customers worldwide, FDB enables information system developer partners to deliver valuable, useful, and differentiated solutions. We offer more than three decades of experience in transforming medical knowledge into actionable, targeted, and effective solutions that improve patient safety, operational efficiency, and healthcare outcomes.

We value Integrity, Respect, Responsibility, Teamwork, and Creativity. Our offices in South San Francisco and Indianapolis have been recognized as Top Workplaces by The Bay Area News Group and the Indy Star since 2016.

About the Role

The Vice President, Business and Channel Development is a quota-carrying commercial leadership role responsible for driving revenue growth across FDB and Vela through business development, strategic partnerships, channel programs, and field execution for newly launched capabilities. This role leads and develops assigned sales talent while personally owning partnership- and channel-sourced revenue opportunities across FDB's product portfolio. The position identifies, structures, and scales commercial relationships with healthcare technology companies and relevant Hearst Health companies where FDB and Vela capabilities can be embedded, distributed, referred, or co-sold.

This role partners closely with Sales, Product, Marketing, Sales Enablement, Finance, Legal, and executive leadership to translate market opportunity into repeatable go-to-market motions, qualified pipeline, partner engagement models, and measurable revenue results. Success requires sophisticated healthcare technology sales experience, executive presence, strong commercial judgment, cross-functional influence, and the ability to balance near-term quota accountability with longer-term channel infrastructure and market development.

This position is based out of our San Francisco or North Carolina office and follows a hybrid work model, with an expectation to work onsite at least three days per week.

Responsibilities

• Carry a personal quota for business development, channel partnerships, and partner-sourced revenue, with accountability for pipeline creation, forecast accuracy, deal progression, and revenue performance.
• Manage, coach, and develop assigned sales talent, including inspection of pipeline health, account strategy, customer engagement, and progress against revenue targets.
• Lead go-to-market design and field execution for newly launched Vela capabilities, including ideal customer profile definition, buyer persona mapping, sales motion design, value proposition development, messaging, and competitive positioning.
• Identify, engage, qualify, and structure commercial partnerships with healthcare technology companies where FDB or Vela capabilities can be embedded, distributed, referred, or co-sold.
• Develop and manage collaborative sales and referral motions with relevant Hearst Health companies to identify, accelerate, and expand FDB and Vela opportunities across shared or adjacent customer bases.
• Design partner engagement models, partner incentive concepts, mutual action plans, governance routines, and internal coordination mechanisms that make channel-sourced revenue more predictable and scalable.
• Represent FDB in partner-facing and customer-facing conversations with credibility at the executive, commercial, clinical, and technical levels.
• Participate in key prospect meetings, executive-level customer engagements, partner negotiations, and contract strategy discussions as needed.
• Partner with Product, Marketing, Sales Enablement, and Finance to develop sales play artifacts, commercial messaging, pricing or packaging inputs, competitive positioning, and enablement materials.
• Capture and communicate field intelligence, partner feedback, competitive insights, and market signals to inform roadmap, messaging, segmentation, and go-to-market iteration.
• Contribute informed field perspective to market segmentation, vertical strategy, quota design, territory planning, channel investment decisions, and sales coverage model evolution.
• Track, analyze, and report key commercial metrics, including pipeline by source, channel-attributed revenue, partner engagement health, partner conversion rates, forecast movement, and new capability adoption.
• Model executive-level leadership behaviors, including change advocacy, strategic thinking, business acumen, innovation, empowerment of others, and influence across internal and external stakeholders.
• Travel may be required for customer meetings, partner meetings, conferences, and company meetings.

Requirements

• Bachelor's degree in business, healthcare administration, marketing, or a related field, or equivalent practical experience; advanced degree preferred.
• 10+ years of progressive B2B sales, business development, channel management, partnerships, or strategic account experience in healthcare technology.
• Demonstrated record of quota attainment in complex, consultative, multi-stakeholder sales environments.
• Experience managing, coaching, and developing sales professionals or commercially focused team members.
• Demonstrated experience designing and leading new go-to-market models, channel programs, partnership structures, embedded/OEM motions, referral programs, or co-sell models.
• Familiarity with healthcare workflows at the intersection of pharmacy, medication management, clinical decision support, healthcare technology platforms, and physician communication.
• Experience engaging senior executives, technology partners, product leaders, and cross-functional stakeholders in commercial strategy and partnership discussions.
• Experience working with Product, Marketing, Sales Enablement, Finance, and Legal to advance commercially viable market development initiatives.

Skills

• Executive presence and ability to represent FDB credibly in customer, partner, and internal leadership discussions.
• Strong consultative selling, business development, negotiation, and relationship management skills.
• Ability to build, evaluate, and scale channel programs, partner engagement models, referral motions, and co-sell strategies.
• Strong business acumen, including ability to build business cases, evaluate partnership economics, and connect channel investments to revenue impact.
• Ability to translate clinical, technical, and product differentiation into commercially compelling value propositions and sales messaging.
• Strong pipeline management, forecasting discipline, CRM hygiene, and commercial metrics orientation.
• Ability to influence without direct authority across Sales, Product, Marketing, Sales Enablement, Finance, Legal, and executive stakeholders.
• Clear written and verbal communication skills, including ability to produce executive summaries, partner proposals, account strategies, and go-to-market materials.
• Strong coaching, talent development, prioritization, problem-solving, and decision-making skills.

Pay

In accordance with applicable law, the reasonable estimate of the compensation for this role if hired in San Francisco or North Carolina is $200,000 to $265,000. The salary range may vary for candidates outside these locations. A final decision on the successful candidate’s starting salary will be based on skills, experience, training, certifications, and education.

Benefits

• Medical, dental, vision, life, and disability insurance.
• 401(k) retirement plan with company match.
• Flexible spending savings account.
• Paid holidays and paid time off.
• Employee assistance program.
• Additional company benefits.