International Business/Channel Partner Development

Harris Computer; Singapore; Hybrid; SGD 120,000 - 180,000; Full time

Job summary

Harris Computer in Singapore is seeking an experienced Director of International Channel Development to lead expansion across Southeast Asia and the GCC. This role focuses on building distributor networks, negotiating agreements, and shaping market-entry strategies aligned with regulatory and procurement realities.

You will manage onboarding, certification, and training programs, drive partner-sourced pipeline, participate in tenders, and report with monthly KPI reviews.

Qualifications

• 8+ years of experience in healthcare IT or medical software.
• 5+ years managing international distributors or channel partners.
• Experience in SEA and GCC healthcare markets is preferred.
• Demonstrated ability negotiating channel agreements.
• Familiarity with government procurement processes and tenders.
• Strong understanding of healthcare workflows and clinical environments.
• Experience managing long sales cycles (9–24 months).

Responsibilities

• Develop and execute international channel expansion strategy focusing on Southeast Asia and GCC.
• Identify, source, and vet distributor and reseller partners with healthcare IT experience in SEA/GCC.
• Lead negotiation of channel agreements including territory protections and revenue targets.
• Collaborate with partners on market-entry strategies considering regulatory, procurement, and competitive dynamics.
• Implement structured onboarding, certification standards, and escalation pathways for support.
• Drive partner-sourced pipeline growth and support enterprise deals across target markets.
• Participate in tenders and RFI/RFP responses with partners.
• Document win/loss patterns and refine partner sales strategy based on insights.
• Coordinate with marketing on co-branded campaigns and market opportunities for SEA and GCC.
• Establish KPI tracking and conduct monthly business reviews with partners; provide forecasts.

Skills

Healthcare IT experience

International channel management

Negotiation

Regulatory market knowledge SEA/GCC

Tender/ RFI experience

Job description

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.

Right to Work Statement

Applicants must have the legal right to work in an APAC country. The company is not providing any sponsorship at this time for this role.

Data Privacy Notice (APAC-Compliant)

By applying for this role, you consent to the collection, use, and processing of your personal data for recruitment purposes in accordance with applicable data protection laws (e.g., PDPO in Hong Kong, PDPA in Singapore, PIPL in China, and other relevant regulations). Your information will be handled confidentially and retained only as long as necessary for hiring purposes.