Director, Veterinary Software Partnerships & Ecosystem

Director Veterinary Software Partnerships & Ecosystem (Reseller Co-Sell & AI)

Role Overview

IDEXX is seeking a Director of Veterinary Software Partnerships & Ecosystem to lead strategic reseller co-sell and technology alliances across our VetSoft portfolio. This role is responsible for expanding market reach accelerating revenue growth and strengthening IDEXXs position as the central platform in veterinary workflows.

This leader will focus specifically on building and scaling partnerships across:

• Strategic resellers and channel partners
• Co-sell ecosystem partners
• Emerging AI partners including agentic AI and clinical scribe solutions

The role operates at the intersection of product commercial and platform strategyensuring IDEXX delivers integrated clinically relevant solutions that drive measurable outcomes for veterinary practices.

Key Responsibilities

Partnership Strategy & Growth

• Define and execute partnership strategy focused on reseller co-sell and AI ecosystem expansion
• Identify high-impact partners across veterinary healthcare and adjacent SaaS ecosystems
• Build scalable partner program frameworks including tiering incentives and governance

Reseller & Co-Sell Execution

• Develop and scale reseller and co-sell motions with clear value propositions
• Partner with Sales and Marketing to drive pipeline generation and revenue growth
• Enable field teams with partner-driven solutions and joint selling frameworks

AI & Technology Partnerships

• Establish and manage partnerships with AI providers including agentic workflow solutions and AI scribe vendors
• Evaluate build vs partner opportunities to accelerate time-to-market
• Ensure alignment with IDEXXs strategy to evolve from system of record to system of action

Alliance Management

• Build and maintain executive-level relationships with strategic partners
• Lead negotiation of complex commercial agreements and partnership structures
• Manage full partner lifecycle from onboarding through expansion

Product & Platform Integration

• Collaborate with Product and Engineering to align partner capabilities with roadmap priorities
• Advocate for API and platform enhancements to support ecosystem scale
• Ensure integrations meet IDEXX standards for performance security and clinical reliability

Revenue & Performance Management

• Own partner-sourced and partner-influenced revenue targets
• Define and track KPIs including pipeline adoption and ROI
• Drive accountability across internal and external stakeholders

Qualifications

• 7 years of experience in SaaS partnerships alliances or business development
• Proven experience building reseller and co-sell partner programs
• Experience working with AI automation or emerging technology ecosystems preferred
• Strong commercial and negotiation skills with experience in complex agreements
• Familiarity with APIs integrations and platform-based business models
• Excellent stakeholder management and executive communication skills
• Experience in healthcare or veterinary industry is a plus

Leadership Profile

• Strategic and execution-oriented leader who can operate at both executive and operational levels
• Strong cross-functional collaborator across Product Sales Marketing and Engineering
• Builder mindset with ability to create structure and scale programs
• Balances speed-to-market with long-term platform control and quality

Why IDEXX

Were proud of the work we do because our work matters. An innovation leader in every industry we serve we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy to ensure safe drinking water for billions and to help farmers protect livestock and poultry from diseases. We have customers in over 175 countries and a global workforce of over 10000 talented people.

So what does that mean for you We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery. At IDEXX you will be supported by competitive compensation incentives and benefits while enjoying purposeful work that drives improvement.

Lets pursue what matters together.

IDEXX values a diverse workforce and workplace and strongly encourages women people of color LGBTQ individuals people with disabilities members of ethnic minorities foreign-born residents and veterans to apply.

IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race color creed sex sexual orientation gender identity or expression age religion national origin citizenship status disability ancestry marital status veteran status