Senior Manager, GTM Partnership, 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. About the team The SME & Growth team helps ambitious businesses start, scale and operate internationally. We work across acquisition, activation, retention and expansion to build a consistent, insight-led commercial engine for our customers. Our team operates in a fast-paced, highly collaborative environment, partnering closely with Sales, Account Management, Customer Success, Marketing, Operations and Product. You will have the opportunity to take ownership early, solve complex commercial problems and grow your scope as the Vietnam business scales. What you'll do 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. Responsibilities: - 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. Minimum qualifications: - 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. Preferred qualifications: - 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-sour