GTM Partnerships Manager, SME & Growth

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full. WHAT YOU'LL DO You will work closely with other members of the GTM partnerships team and the sales team to nurture and grow both new and existing partners, and you will take ownership over the account management and continued growth of partners. This is a great opportunity to join that team and help shape the next phase of Airwallex’s growth in the Hong Kong region. RESPONSIBILITIES: - Recruit, qualify, and onboard new channel partners to generate client referrals. - Educate partners on the Airwallex product suite and the partner journey, activate partners to increase overall client referral activities, and manage the day-to-day operations and maintenance of partners. - Uncover partners' motivations and devise initiatives and incentives to drive scalable growth across different groups of partners. - Identify and resolve roadblocks/ objections to obtain buy-ins from partners and key stakeholders. - Coordinate with cross-functional teams within Airwallex, including strategy, operations and finance where required to deliver a seamless experience for our partners. WHO YOU ARE: - You are results-driven and hold yourself accountable for delivering on growth targets. - You are a relationship builder with strong channel partnerships and contacts to leverage from. - You are creative and are excited about delivering impactful partnerships in unique and strategic ways. - You have extensive experience with best-practice partnership management. - You are a proactive self-starter who can independently identify and execute new partnership opportunities. - You are comfortable with change. You can navigate through ambiguity and are excited to be part of a fast-paced company experiencing hyper-growth. - You are relatable and effective at communicating and managing relationships with external partners. WHAT YOU WILL BRING: - 4+ years’ experience in partnership acquisition or business development. - Experience in negotiation and partnership proposal development preferred. - Experience in sales or working in tech or a fast-growing start-up would be advantageous. - Excellent communication skill that enables close working relationships with key leaders internally and externally. - Excellent written, verbal and in-person communication skills (Cantonese & English mandatory, Chinese good-to-have) - Strong analytical skills with experience with tools including Excel, PowerPoint, etc. - Bachelor’s degree or equivalent. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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 Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.