Regional Channel Development Director

Responsibilities:

• 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.
• 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.
• Willingness to travel extensively across Southeast Asia, including regular regional travel.