Regional Channel Development Director

TALENTSOURCE CONSULTING PTE. LTD.; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

TALENTSOURCE CONSULTING PTE. LTD. seeks a seasoned channel sales leader to drive regional expansion across Southeast Asia.

You will identify and recruit reseller and distributor partners, evaluate their healthcare software capabilities, and negotiate channel agreements to create a scalable partner network. You will manage partnerships end-to-end, activate new partnerships from onboarding to sales enablement, and drive partner-sourced pipeline while supporting bids for government and hospital

Qualifications

• 5–10 years of experience in channel sales and partner management in B2B.
• Experience in healthcare IT and healthcare software.
• Experience recruiting and managing reseller or distributor partners.
• Experience expanding channel networks in greenfield or developing markets.
• Experience in Southeast Asian markets (Vietnam, Thailand, Malaysia, Singapore).
• Experience selling software to enterprise or institutional customers, especially hospitals/government.
• Experience managing complex, multi-stakeholder sales cycles.
• Willingness to travel across Southeast Asia.

Responsibilities

• Develop and execute the channel expansion strategy across Southeast Asia.
• Identify, source, qualify and recruit partner network.
• Evaluate potential partners based on capabilities and market access.
• Lead channel agreement negotiations and commercial arrangements.
• Launch and onboard new reseller partnerships.
• Manage and develop reseller network and ensure understanding of solution.
• Drive partner-sourced pipeline and revenue growth.
• Support partners in winning government and hospital opportunities, tenders, RFIs and RFPs.
• Manage partner performance through pipeline, forecasting and revenue accountability.
• Coordinate with internal teams to support implementation and ongoing support.

Skills

Channel sales

Partner development

Reseller management

Distributor management

Healthcare IT

Healthcare software

EHR

Clinical systems

Hospital information systems

Enterprise sales

Consultative sales

Stakeholder management

Job description

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.