VP, Business and Channel Development

In Some Jobs You Take Orders. In This One, You Write History. 

Join the healthcare information technology team that’s turning drug and medical device data into knowledge used by thousands of hospitals; the majority of U.S. health plans, retail pharmacies, and pharmacy benefit managers; and millions of healthcare decision makers throughout the world. Partnering with our information system developer and healthcare institution customers, you’ll help evolve leading-edge thinking into reality and make a measurable difference in improving human health. 

We’re looking for people who are: Intelligent. Productive. Committed. Willing and able to go above and beyond. Passionate about making a difference. Innovative. Energized. And want to play an essential role in a successful company’s continued growth.

 Are you ready for this exciting challenge? 

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First Databank (FDB) is currently seeking a Vice President, Business and Channel Development in the Sales department. 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. The Vice President leads and develops assigned sales talent while personally owning partnership- and channel-sourced revenue opportunities across FDB's product portfolio.

This role 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. The 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; anticipated travel frequency should be confirmed by the hiring leader.

Required 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.

Required Experience:

• 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.

• No required licensure or certification. Relevant healthcare technology, sales leadership, strategic partnerships, channel management, or CRM certifications are a plus.

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About FDB:

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 our 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 help improve patient safety, operational efficiency, and healthcare outcomes. For a complete look at our solutions and services, please visit www.fdbhealth.com or follow us on and LinkedIn.

We value Integrity, Respect, Responsibility, Teamwork, and Creativity. Our offices in South San Francisco and Indianapolis have been awarded with Top Workplaces honors by The Bay Area News Group and the Indy Star, since 2016 (the Top Workplaces honors are based solely on the results of an employee feedback survey by a leading research firm that specializes in organizational health and workplace improvement). FDB offers competitive salaries and extensive benefits – including medical, dental, vision, long term disability, life insurance, and matching 401k.
 
We are an Equal opportunity employer – vets/disabled. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law.

First Databank, Inc. (FDB) endeavors to make www.fdbhealth.com accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please email [email protected]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.

For more information about our commitment to equal employment opportunity, please visit EEO is the Law, EEO is the Law Supplement,  Pay Transparency, and FDB EEO/AA Statement.

In accordance with applicable law, Hearst is required to include a reasonable estimate of the compensation for this role if hired in San Francisco or North Carolina. The reasonable estimate is $200,000 to $265,000. Please note this information is specific to those hired in location. If this role is open to candidates outside of location, the salary range would be aligned to that specific location. A final decision on the successful candidate’s starting salary will be based on a number of permissible, non-discriminatory factors, including but not limited to skills and experience, training, certifications, and education.

This role is also eligible for a competitive benefits package that includes medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending savings account; paid holidays; paid time off; employee assistance program; and other company benefits.