Senior Manager, GTM Partnership, SME & Growth

The role

You will lead and develop the Channel Partnership Manager function in Vietnam. You will build an operating model to turn partnerships into qualified opportunities, activated customers, and revenue through strategy and execution.

What you will do

• Own the strategy and execution plan for the Channel Partnership Manager function
• Define partner segmentation, coverage models, engagement plans, ownership rules and success criteria
• Build and manage a high-quality partner pipeline
• Identify and prioritise partner opportunities across relevant ecosystems
• Develop joint business plans with strategic partners
• Develop referral, co-selling, event and activation programs
• Establish appropriate commercial and incentive models
• Monitor partner productivity, referral quality, pipeline coverage, conversion, activation, go-live performance and revenue contribution
• Build strong relationships with priority partners and act as an escalation point
• Run regular partner business reviews

Required 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
• 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

Nice to have

• 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

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.