EHR Channel Development Executive

Overview

The EHR Channel Development Executive is a new, outbound-focused business development role created to aggressively expand DrFirst's footprint within the Electronic Health Record (EHR) ecosystem. This is a pure new-business acquisition role. The EHR Channel Development Executive is responsible for identifying, engaging, and closing net-new EHR integration and distribution partnerships — converting prospects into signed agreements that drive new revenue for DrFirst.

This role carries no account management or renewal responsibilities. Success is measured exclusively by new partnership logos signed and new revenue generated. The EHR Channel Development Executive reports directly to the Chief Commercial Officer.

Who Will Love This Job

• A hunter who works with purpose and intensity, building pipeline from scratch and driving deals from first contact to signed agreement.
• A trusted advisor who builds credibility quickly with VP and C-suite decision makers inside complex technology organizations.
• A builder who enjoys mapping whitespace in a market, designing outreach strategies, and closing agreements without a playbook handed to them.
• A collaborator who executes structured handoffs and works effectively with legal, product, and partner success teams to close and transition deals.
• A strategic operator who understands how EHR ecosystems work and positions DrFirst's integration value clearly against competing priorities.

Responsibilities

Prospect and Pipeline Development

• Proactively identify and pursue net-new EHR, HIT, and clinical technology partners with no existing DrFirst relationship.
• Own the full pipeline from initial outreach through signed agreement.
• Drive high-volume outbound activity including cold outreach, conference prospecting, and referral development to build a self-sourced pipeline of qualified opportunities.

Deal Structuring and Negotiation

• Lead commercial negotiations on new partnership agreements including integration terms, revenue share, and co-marketing commitments.
• Collaborate with Legal on contract execution and ensure deals are structured for long-term success.

Market Intelligence

• Continuously assess the EHR and HIT landscape to identify whitespace opportunities, competitive displacement targets, and emerging integration use cases relevant to DrFirst's solution portfolio.

Executive Engagement

• Engage at the VP and C-suite level within target EHR organizations to build relationships and drive buy-in for DrFirst partnerships.

Cross-Functional Handoff

• Upon close, execute a structured handoff to the Partner Success and Account Management team.
• This role does not retain ongoing account ownership post-close.

Qualifications

• 10+ years of outbound, hunter-focused business development or sales experience in healthcare IT or the EHR ecosystem.
• Demonstrated track record of sourcing and closing net-new partnership or distribution agreements independently, without reliance on inbound leads.
• Deep knowledge of the EHR vendor landscape (Epic, Oracle Health, athenahealth, eClinicalWorks, Veradigm, etc.) and how EHR integration partnerships are structured.
• Experience negotiating complex commercial agreements including integration, API, and co-distribution terms.
• Proven ability to engage and influence VP and C-suite decision makers at technology companies.
• Comfortable operating in a high-accountability, metrics-driven environment with clearly defined new-business targets.
• Experience with CRM pipeline management and disciplined forecasting.