Senior GtM Partnerships Manager, SME & Growth

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

About the Role

The Platform Channel Manager is responsible for building strategic partnerships. You will work as the primary resource for developing strategic platform relationships and drive go-to-markets initiatives with platforms.

Your focus will be sourcing, recruiting and managing new and existing strategic partners and platforms in order to generate subsequent revenues. It includes the full life cycle of the platform integration from prospecting through to commercial and contractual negotiation and signing, followed by nurturing the relationship with those partners.



Job Description

1. The Platform Channel Manager will focus on key strategic platforms and partners .

2. Recruit new partners/platforms, creating new and profitable channels in the market.

3. Mentor and enable relevant partners to accomplish Airwallex’s channel goals.

4. Work in close collaboration and partnership with the Sales team and other departments (e.g. Legal, Finance, Marketing, Product).

5. Provide sales enablement to the partner across all relevant disciplines.



Requirements

1. Bachelor’s degree from an established undergraduate institution

2. 8+ year working experiences in channel/distributor/partnership management position with top internet companies (e.g, Alibaba ICBU), cross-border SaaS companies (e.g., ) or relevant finance firms

3. Strong indirect platform management core skills, being able to deliver key goals based on platform requirements.

4. Be able to communicate and work with multiple stakeholders across different teams and areas

5. Be optimistic and good in self-emotion control, with hunger for achievement but humble personality

6. Fluent in both Mandarin and English, capability of excellent data analysis will be a plus

关于该职位

平台渠道经理负责建立战略合作伙伴关系。作为开发战略性平台关系的主要负责人，您将与各平台共同推动合作计划。您的核心工作包括开拓、招募和管理新的及现有的战略合作伙伴与平台，以创造持续收入。这涵盖了平台整合的完整生命周期——从潜在客户挖掘到商业合同谈判签约，再到后续合作伙伴关系的维护与发展。

职位描述

1. 平台渠道经理将专注于关键的战略性平台及合作伙伴。

2. 招募新的合作伙伴/平台，在市场中开辟全新且盈利的渠道。

3. 指导并赋能相关合作伙伴，以实现Airwallex的渠道目标。

4. 与销售团队及其他部门（如法务、财务、市场、产品）紧密协作。

5. 为合作伙伴提供跨所有相关领域的销售赋能支持。

任职要求

1. 本科及以上学历。

2. 8年以上在顶级互联网公司（如阿里巴巴国际站）、跨境SaaS公司或相关金融机构担任渠道/分销/合作伙伴管理职位的工作经验。

3. 具备强大的间接平台管理核心技能，能够根据平台要求达成关键目标。

4. 能够与跨团队、跨领域的多方利益相关者进行有效沟通和协作。

5. 性格乐观，善于情绪管理，对成就充满渴望同时保持谦逊。

6. 中英文流利，具备优秀的数据分析能力者优先。

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

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.