Airwallex - Senior Manager, GTM Partnership, SME & Growth
Requirements
• At least 7 years of relevant experience in B2B sales, channel partnerships, partner management, business development, inside sales or a related commercial function. • Experience leading, coaching or managing a sales, partnerships or business development team. • A strong track record of delivering commercial targets and improving pipeline or funnel performance. • Practical experience managing partner acquisition, onboarding, activation, referral programs or channel-driven growth. • Excellent communication, coaching, stakeholder management, negotiation and problem-solving skills. • Strong analytical skills and comfort using data to make decisions and hold teams accountable. • Ability to move between strategic planning and hands-on execution in a fast-paced environment. • Ability to build trust with external stakeholders and influence cross-functional internal teams. • Customer-first mindset, high ownership and a bias toward action. • Fluency in English and Vietnamese, written and spoken. • Experience creating joint go-to-market plans, partner enablement programs or co-selling motions. • Experience in fintech, payments, SaaS, e-commerce, technology platforms or professional services. • Experience managing referral fees, revenue share models, campaign funding or other partner incentive programs. • Familiarity with partner relationship management, CRM and reporting tools such as PartnerStack, Salesforce or Looker. • Experience using partner-sourced pipeline, conversion, activation, go-live and revenue metrics to manage performance and inform commercial decisions. • Existing relationships across Vietnam’s eCommerce, technology, agency, advisory, tourism or cross-border business ecosystems. • Applicant Safety Policy: Fraud and Third-Party Recruiters • To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page. • Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. • Equal opportunity • Equal opportunity
Responsibilities
• We are looking for a commercially minded Manager, GTM Partnerships to lead and develop our Channel Partnership Manager function in Vietnam. You will build the operating model that turns partnerships into a repeatable source of qualified opportunities, activated customers and revenue. • This is a hands-on leadership role. You will move between strategy and execution, shaping partner coverage, coaching the team, engaging priority partners, improving referral and sales processes, inspecting performance data and removing obstacles across the customer funnel. • This is an onsite role based in Ho Chi Minh City. • Ho Chi Minh City. • Own the strategy and execution plan for the Channel Partnership Manager function, aligned with Vietnam market opportunities and Airwallex’s company growth priorities. • Define partner segmentation, coverage models, engagement plans, ownership rules and success criteria. • Build and manage a high-quality partner pipeline from partner identification and qualification through onboarding, activation, ramp-up and ongoing performance management. • Identify and prioritise partner opportunities across relevant ecosystems, including eCommerce, mobile gaming, tourism, technology platforms, professional services and cross-border business networks. • Develop joint business plans with strategic partners, including target segments, value propositions, activities, referral goals and mutual success measures. • Develop referral, co-selling, event and activation programs that generate qualified opportunities and improve partner time-to-revenue. • Establish appropriate commercial and incentive models in partnership with relevant internal stakeholders. • Monitor partner productivity, referral quality, pipeline coverage, conversion, activation, go-live performance and revenue contribution. Take corrective action when performance is below plan. • Build strong relationships with priority partners and act as an escalation point for commercial, operational and customer issues. • Run regular partner business reviews to assess performance, identify opportunities and agree on actions for improvement. • Set team objectives, individual targets and weekly execution priorities. • Coach Channel Partnership Managers on partner acquisition, relationship management, joint planning, commercial conversations, negotiation and partner growth. • Create development plans, support career progression and build a culture of accountability, collaboration and continuous improvement. • Establish dashboards and reporting for partner activity, referral volume, lead quality, pipeline progression, conversion, activation and revenue contribution. • Use CRM and funnel data to diagnose performance issues, improve sales velocity and prioritise interventions. • Partner with Marketing to improve campaign, event and partner-marketing performance.
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