Director of International Channel Development - Singapore
About the Company
We are helping our client, an established healthcare technology company, expand its international presence across Southeast Asia. The company develops specialized clinical software used by hospitals to support care delivery, clinical documentation, and decision-making in maternity and other highly regulated healthcare environments.
Its solutions are used by healthcare organizations across multiple international markets and are supported by the resources of a larger global software group. Following successful international expansion in other regions, the company is now entering Southeast Asia and is investing in a channel-led commercial model to build a sustainable presence across the region.
About the Role
In this role, you will lead the company's greenfield channel expansion across Southeast Asia, with Singapore as the base and an initial focus on Vietnam, Thailand and Malaysia. You will build the reseller ecosystem from the ground up by identifying, qualifying, contracting and launching healthcare-focused channel partners, then take ownership of partner performance, pipeline development and regional revenue growth.
This is a senior individual contributor position with no direct reports initially, combining hands-on commercial execution with regional strategy.
You will work directly with senior leadership and become the internal owner of Southeast Asian channel development, helping the company determine where and how to build its market presence rather than simply executing an established channel strategy.
Responsibilities:
- Develop and execute the channel expansion strategy across Southeast Asia, initially focusing on Singapore, Vietnam, Thailand and Malaysia.
- Identify, source, qualify and recruit high-quality reseller and distributor partners with relevant healthcare relationships and market access.
- Evaluate potential partners based on their healthcare software capabilities, hospital relationships, procurement knowledge, implementation capabilities and ability to generate demand.
- Lead channel agreement negotiations and establish appropriate commercial arrangements with selected partners.
- Develop and launch new reseller partnerships from initial identification through onboarding and sales activation.
- Manage and develop the reseller network, ensuring partners understand the solution, sales approach and market opportunity.
- Drive partner-sourced pipeline and revenue growth across the region.
- Support partners in winning complex enterprise healthcare opportunities, including government and private hospital opportunities, tenders, RFIs and RFPs.
- Manage partner performance through pipeline, sales, forecasting and revenue accountability.
- Coordinate with internal teams to support partner implementation, customer requirements and ongoing support.
- Develop the Southeast Asian market strategy together with senior leadership and challenge existing assumptions when market conditions require a different approach.
- Build strong relationships with healthcare, hospital and government stakeholders across the region.
- Travel regularly across Southeast Asia to develop partner relationships, support commercial opportunities and build market presence.
Requirements:
- 5+ years of experience in channel sales, partner development, reseller management or distributor management within a commercial B2B environment.
- Experience in healthcare IT, healthcare software, EHR, clinical systems, hospital information systems or related healthcare technology.
- Direct experience recruiting, qualifying and managing reseller or distributor partners.
- Experience building or significantly expanding a channel network, preferably in a greenfield or developing market.
- Experience in Southeast Asian markets, particularly Vietnam, Thailand, Malaysia and/or Singapore.
- Experience selling software or technology solutions to enterprise or institutional customers, particularly hospitals, healthcare systems or government organizations.
- Experience managing complex, consultative sales cycles involving multiple stakeholders and extended decision processes.
- Experience supporting government tenders, RFI processes, RFP processes or healthcare procurement is a strong advantage.
- Proven ability to generate commercial results through channel partners, including pipeline and revenue growth.
- Strong understanding of the healthcare ecosystem and procurement environment in at least one Southeast Asian market.
- Fluent English and proficiency in at least one additional Southeast Asian language.
- Willingness to travel extensively across Southeast Asia, including regular regional travel.
What the Company Offers:
- Permanent employment.
- Fully remote working model.
- Competitive base salary with additional commission opportunity.
- Health coverage and annual leave.
- Professional development support.
Core Skills
- Channel Sales
- Partner Management
- Channel Partner Development
- Business Development
- Reseller Management
- Distributor Management
- Healthcare IT
- Healthcare Software
- Pipeline Management
- Go to Market Strategy
