About The Role

Key Responsibilities

Develop and execute international channel expansion strategy with primary focus on Southeast Asia and secondary, future focus on the GCC (UAE, Saudi Arabia, Qatar, Kuwait, Bahrain, Oman)

Partner Recruitment & Contracting

Identify, source, and vet high-performing distributor and reseller partners with proven healthcare IT experience across SEA and GCC markets
Lead negotiation of channel agreements, including territory protections, revenue targets, and commercial terms
Collaborate with partners on market entry strategy, tailoring approach to country-level regulatory, procurement, and competitive dynamics

Onboarding, Certification & Training

Implement structured partner onboarding programs to accelerate time-to-first-deal
Establish and enforce partner certification standards across sales competency, clinical workflow understanding, and technical integration capability
Oversee implementation quality standards and establish structured escalation pathways for Level 2/3 support

Sales Enablement & Pipeline

Drive partner-sourced pipeline growth and support enterprise-level deal strategy across target markets
Participate in key tender processes across government and private health systems; support partners in RFI/RFP responses
Document and analyze win/loss patterns across partner-sourced deals — including insights on pricing, product fit, and competitive dynamics — and apply findings to refine partner sales strategy
Participate in national and regional conferences, trade events, and user groups to build brand presence and partner network

Partner Management & Reporting

Establish KPI tracking and enforce performance accountability across active partners; conduct monthly business reviews
Monitor revenue targets and pipeline metrics by region; provide monthly forecast analysis and quarterly business reviews to executive leadership
Develop and maintain a regular partner communications cadence — including channel updates on product developments, market opportunities, and program changes — to keep partners engaged between formal review cycles
Coordinate with internal marketing on partner-facing channel initiatives, including co-branded materials, go-to-market campaigns, and industry-specific use cases for SEA and GCC healthcare sectors

Travel Requirements

Up to 40–50% international travel
Regular travel across:
Southeast Asia (Malaysia, Thailand, Indonesia, Vietnam, Philippines, Singapore)
GCC (UAE, Saudi Arabia, Qatar, Kuwait, Bahrain, Oman)
Occasional travel to other international markets as opportunities arise

Required Qualifications

8+ years of experience in healthcare IT or medical software
5+ years managing international distributors or channel partners
Experience in target region required, secondary regions favorable:
ASEAN/Southeast Asia healthcare markets (required)
GCC healthcare markets (favorable)
Demonstrated experience negotiating channel agreements
Familiarity with Government procurement process and experience supporting government or large enterprise tenders
Strong understanding of healthcare workflows and clinical environments
Experience managing long sales cycles (9–24 months)

Preferred Qualifications

Experience with clinical software, EHR, interoperability, or medical device integration
Prior experience expanding into Southeast Asian markets
Multilingual capabilities - Southeast Asian languages
Familiarity with in-country medical device or software regulatory requirements across SEA markets (e.g., Malaysia MDA, Thailand FDA, UAE MOHAP, Saudi SFDA)

Key Competencies

Strategic thinker with execution discipline
Strong cross-cultural communicator
Skilled negotiator
Financially literate (margin, channel economics, forecasting)
High accountability orientation
Comfortable operating with autonomy

Success Metrics

New partner recruitment in target markets
Certified partner readiness completing certification within 6 months of signing
International pipeline creation exceeding sales targets
Revenue growth by region
Partner performance compliance
Successful tender participation (benchmark target established after onboarding)
Time-to-first-deal per new partner (benchmark target established at onboarding)

Why This Role Matters

This position is critical to accelerating international growth while maintaining clinical quality, brand integrity, and operational excellence. The Director of International Channel Development will serve as the primary architect of our international channel infrastructure and long-term regional expansion strategy across Southeast Asia and the GCC.

Employment Type & Compensation

Employment Type: Full-Time, Permanent

Base Compensation: [INSERT SALARY BAND, e.g., SGD 120,000 – 160,000 per annum]

Commission: This is a commission-eligible role. Variable compensation is tied to partner-sourced pipeline creation and regional revenue performance. Full commission structure details will be provided during the interview process.

Benefits: Competitive benefits package including health coverage, annual leave, and professional development support. Details vary by location.

Working Conditions

Work Schedule: Standard full-time hours with flexibility required to accommodate meetings across multiple time zones (SEA and GCC). This role operates across varied time zones and may require early morning or evening availability at times.

Travel: Up to 40–50% international travel required across Southeast Asia and GCC markets (as detailed in Travel Requirements above).

Work Location: Based in Singapore (preferred); remote/hybrid working arrangements may be considered for exceptional candidates based elsewhere in Southeast Asia.

Equal Employment Opportunity Statement

We are an equal opportunity employer and prohibit discrimination or harassment of any kind. Employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, religion, gender, age, national origin, disability, or any other protected status under applicable laws across the Asia-Pacific region.