Develop and execute the channel expansion strategy across Southeast Asia.
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.
Requirements:
At least 5-10 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.
