Director, Veterinary Software Partnerships & Ecosystem at IDEXX

You're a seasoned leader with at least 7 years of experience in SaaS partnerships, alliances, or business development, particularly skilled in building reseller

Work type: onsite

Location: Westbrook, ME

Type: Full-time

Summary

You're a seasoned leader with at least 7 years of experience in SaaS partnerships, alliances, or business development, particularly skilled in building reseller and co-sell programs. Experience with AI, automation, or emerging technology ecosystems is preferred, along with strong commercial and negotiation abilities for complex agreements. **What makes it worth a look...** This full-time, on-site Director role at IDEXX in Westbrook, ME, is focused on expanding their VetSoft portfolio through strategic reseller, co-sell, and AI partnerships. The position aims to accelerate revenue growth and strengthen IDEXX’s position as a central platform in veterinary workflows. **You might be a good fit if you...** * Have proven experience building reseller and co-sell partner programs. * Have worked with AI, automation, or emerging technology ecosystems. * Are familiar with APIs, integrations, and platform-based business models. * Possess strong stakeholder management and executive communication skills.

Job Description

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 IDEXX’s 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

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

• 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

• 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 IDEXX’s strategy to evolve from system of record to system of action

• 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

• 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

• Own partner-sourced and partner-influenced revenue targets


• Define and track KPIs including pipeline, adoption, and ROI


• Drive accountability across internal and external stakeholders

• 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

• 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

We’re 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 10,000 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.

Let’s 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.

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