Director of Channel Development - Southeast Asia Healthcare Technology

Company Overview

Our client is an established healthcare technology company expanding its international footprint across Southeast Asia. They develop specialized clinical software tailored for hospitals to facilitate care delivery, clinical documentation, and decision-making in maternity and other regulated healthcare sectors. Their solutions are deployed internationally and backed by a larger global software group. Following successful expansions in other regions, the company is now focused on building a channel-driven commercial presence in Southeast Asia.

Role Summary

The Director of International Channel Development will spearhead the company's channel expansion efforts from Singapore, focusing initially on Vietnam, Thailand, and Malaysia. This senior individual contributor role involves building a reseller ecosystem by identifying, qualifying, contracting, and launching healthcare-focused channel partners. You will be accountable for partner performance, sales pipeline growth, and regional revenue generation. The position requires collaboration with senior leadership to shape and execute the Southeast Asian channel strategy.

Key Responsibilities

• Formulate and implement a channel expansion strategy across Southeast Asia, targeting Singapore, Vietnam, Thailand, and Malaysia.
• Identify and recruit reseller and distributor partners possessing strong healthcare connections and market access.
• Assess potential partners' healthcare software expertise, hospital relationships, procurement knowledge, implementation capabilities, and ability to generate demand.
• Negotiate channel agreements and establish commercial terms with selected partners.
• Onboard and activate new reseller partnerships from initiation through sales commencement.
• Manage and nurture the reseller network to ensure partner understanding of the product, sales strategy, and market dynamics.
• Drive pipeline development and revenue growth through partner-generated opportunities across the region.
• Assist partners in securing complex healthcare enterprise deals, including government and private hospitals, tenders, RFIs, and RFPs.
• Monitor partner performance using pipeline, sales, forecasting, and revenue metrics.
• Coordinate with internal teams to support partner implementation, address customer needs, and provide ongoing assistance.
• Collaborate with senior leadership to refine Southeast Asian market strategy, adapting to changing market conditions.
• Establish strong relationships with healthcare, hospital, and government stakeholders in the region.
• Undertake regular travel across Southeast Asia to cultivate partner relations, support commercial opportunities, and enhance market presence.

Candidate Requirements

• Minimum 5 years of experience in channel sales, partner development, reseller or distributor management within a commercial B2B setting.
• Background in healthcare IT, clinical systems, EHR, hospital information systems, or related healthcare technology sectors.
• Proven experience recruiting, qualifying, and managing channel partners.
• Track record of establishing or significantly growing a channel network, ideally in greenfield or emerging markets.
• Familiarity with Southeast Asian markets, especially Vietnam, Thailand, Malaysia, and Singapore.
• Expertise in selling software or technology to enterprise or institutional clients such as hospitals, healthcare systems, or government entities.
• Experience managing complex consultative sales cycles involving multiple stakeholders and extended decision timelines.
• Knowledge of government tenders, RFIs, RFPs, or healthcare procurement processes is highly advantageous.
• Demonstrated ability to deliver commercial results via channel partners, including pipeline and revenue growth.
• Detailed understanding of healthcare ecosystems and procurement regulations in at least one Southeast Asian country.
• Fluency in English and proficiency in at least one other Southeast Asian language.
• Willingness and availability to travel frequently across Southeast Asia.

Compensation and Benefits

• Permanent full-time employment with a fully remote work arrangement.
• Competitive base salary complemented by commission opportunities.
• Health insurance coverage and annual leave entitlement.
• Support for professional development initiatives.