Head of Partnerships - SaaS Ecosystem

⚠️ What This Role Is and Isn't ⚠️

We're being direct about this, because it's the part people most often read differently.

This is an ecosystem and platform role, not a channel role.

It's judged on the quality and depth of what we integrate with, not on the number of partners signed or a co-sell pipeline.

❌ If your strongest work is reseller networks, referral programmes or alliance revenue targets, this probably isn't the right fit

✅ If you think in terms of platforms, workflows, APIs and which partners genuinely deserve to be part of an ecosystem, this is a role built for you.

🌎 About Us

At Henry Schein One UK, we are a tech company with a mission to redefine dental care, creating a future where personalised, AI-driven treatment and intelligent practice management come together to enhance patient care and build a thriving dental practice.

We’re innovators, relentless in our pursuit of customer success and constantly pushing the boundaries of the possible to create world-class SaaS products.

🤩 Our Culture

As one of the ‘Sunday Times UK's Best Places to Work’ companies for 4 consecutive years, our culture as an inclusive and forward-thinking company means we are committed to creating an environment that values diversity and flexibility and promotes equal opportunities for everyone. We are problem solvers, not ticket takers, and we champion creative problem-solving. Customer success is at the heart of everything we do. We strive to ensure that each member of our team, regardless of their department or role, prioritises the success of the customer in every interaction. From our Commercial teams right through to Operations, every area of our business plays an instrumental role in shaping the value of our user’s experience.

🦷 What We Do

Dentally, solves real-world problems across three core areas.

Clinical; AI‑powered diagnostics and note-taking, giving dentists an extra set of expert eyes on every x‑ray, further detecting subtle signs across conditions and boosting clinical accuracy in seconds.

Practice Management - Automating everything, ensuring dental practices get admin done quicker! Payments, Workflows & Patient Management, 3rd Party Integration, Reporting and Staff Instant Messaging.

Patient Experience - A digital-first experience that empowers patients to manage appointments, complete medical forms, and make payments - all from their own device. No more old-school phone calls and paper forms.

🚀 Your Impact

We're looking for a Head of Partnerships to define and scale our marketplace and partner ecosystem. You'll work at the intersection of Product, Engineering, Customer Success and Commercial teams to decide where partnerships create greater value than building internally, which integrations matter most to customers, and how the ecosystem evolves over time.

This isn't a role focused on signing as many partners as possible. Success is measured by ecosystem quality, customer value, integration adoption and long-term platform growth.

🛠️ Your Focus

Ecosystem Strategy & Growth

You'll set the long-term direction for the Dentally ecosystem and marketplace, ensuring it supports both our product strategy and our customers' evolving needs.

• Define the vision, operating model and multi-year roadmap for the Dentally marketplace and partner ecosystem
• Shape our marketplace portfolio strategy, identifying the partner categories and investment priorities that deliver the greatest customer value
• Evaluate build, buy or partner opportunities and make recommendations based on customer impact, strategic fit, technical feasibility and commercial value
• Identify where partnerships can strengthen workflows, accelerate innovation and expand the value of the Dentally platform

Marketplace & Ecosystem Governance

You'll ensure our ecosystem scales in a deliberate, high-quality and sustainable way.

• Own the governance and performance framework for the marketplace and partner ecosystem
• Define standards for API usage, partner onboarding, selection, tiering and ongoing participation
• Establish clear operating standards and performance measures across the partnership portfolio
• Ensure ecosystem investments and priorities remain aligned to business objectives

Cross-Functional Leadership

Partnerships don't succeed in isolation. You'll work closely with Product, Engineering, Customer Success, Sales, Marketing and regional leadership teams to align priorities and deliver measurable outcomes.

• Coordinate execution across multiple teams and regions
• Align stakeholders around shared commercial, customer and product goals
• Manage the partnerships budget, investment strategy and resource allocation
• Build senior relationships across the wider technology and healthcare ecosystem
• Represent Dentally and Henry Schein One externally with key partners and industry stakeholders

Building a High-Performing Team

You'll lead and develop a talented partnerships team capable of scaling the ecosystem alongside the business.

• Lead, coach and develop team members
• Create a culture of accountability, collaboration and continuous improvement
• Ensure team members hve clear development goals, regular feedback and career support
• Hire exceptional talent as the team grows
• Champion an inclusive and values-led team culture

🦾 What You'll Bring With You

We're less interested in a specific career path and more interested in how you think.

You'll likely have experience in strategic partnerships, product partnerships, ecosystem management or platform-focused SaaS environments.

• Experience building and growing ecosystems, marketplaces or strategic partnership functions within SaaS
• A track record of creating scalable operating models, governance frameworks and performance measures
• The ability to translate strategy into clear roadmaps, priorities and measurable outcomes
• Strong people leadership experience, with a passion for coaching and developing others
• A solid understanding of APIs, integrations and platform ecosystems
• Sound commercial judgement and the ability to assess partnership opportunities through both customer and business lenses
• Strong product instincts, with a bias towards solving real customer problems
• The ability to influence senior stakeholders and align teams around a shared vision
• Comfort operating in fast-moving, ambiguous environments where structure needs to be created rather than inherited

🌳 Diversity

Diversity at Henry Schein One is all about you being you. Diversity and inclusion are integral to every aspect of our business, we push boundaries fuelled by a diverse set of voices and a desire to make a difference. We are proud to be an equal-opportunity employer. All qualified candidates are considered without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age. We welcome everyone to our team; we foster creativity and ambition throughout our business. We’re making a difference every day and you can too.

🏆 Our Values

Everyone at Henry Schein One is encouraged to live and demonstrate our core values:

• Working as one
• Making it easy
• Caring about care
• Making it happen