GTM Partnerships Manager, AU, SME & Growth

The role

You will build partnerships and go-to-market motions to grow the Australian SME market. You will manage a partner portfolio including accountants, bookkeepers, and venture capital networks.

What you will do

• Own and grow strategic partnerships across accountants, bookkeepers, virtual CFOs, business advisory firms, venture capital and startup networks, and e-commerce agencies.
• Build a healthy partner portfolio by acquiring, onboarding, enabling and activating new partners.
• Re-engage relationships that have become inactive.
• Develop joint go-to-market plans with partners.
• Coordinate with Sales, Marketing, Strategy, Operations, Finance, Legal and Compliance to move initiatives from idea through execution.
• Manage senior internal and external stakeholders.
• Negotiate commercial arrangements.
• Create clear plans that keep partners engaged and opportunities moving.
• Use partner, market and customer insights to identify new routes to growth, measure commercial impact and refine the partnerships strategy.

Required qualifications

• 3 to 8 years of experience in partnerships, business development, channel sales, strategic alliances or a related commercial role.
• A track record of building and managing external partnerships that deliver commercial or customer outcomes.
• Strong commercial judgment, with the ability to assess opportunities, structure proposals and negotiate effectively.
• Experience managing the partner lifecycle, including prospecting, contracting, onboarding, enablement, activation and ongoing portfolio management.
• Strong written, verbal and in-person communication and presentation skills, with the ability to influence senior internal and external stakeholders.
• Experience working cross-functionally with teams such as Sales, Marketing, Strategy, Operations, Finance, Legal and Compliance.
• Comfort working independently in an ambiguous environment and turning strategy into execution.

Nice to have

• Existing relationships across the Australian SME, accounting, bookkeeping, advisory, technology, fintech or startup ecosystem.
• Experience developing joint go-to-market strategies, co-selling, co-marketing or partner-led growth programs.
• Experience in fintech, payments, SaaS or another regulated or compliance-heavy environment.
• Experience using partner, pipeline or customer data to measure performance and refine go-to-market activity.
• Experience managing technology platforms, referral networks, resellers or integration partners.

About the company

Airwallex is an AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for over 675,000 businesses globally.