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Airwallex is an AI-native financial operating system serving over 675,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. The company operates as the regulated backbone for global payments across North America, Europe, the Middle East, and Asia-Pacific, with 2,300+ employees across 27 offices.
The SME & Growth team drives customer acquisition, activation, retention, and expansion through a collaborative, insight-led commercial engine. This role leads the Channel Partnership Manager function in Vietnam, building a repeatable model that converts partnerships into qualified opportunities, activated customers, and revenue.
As a hands-on manager, you will balance strategy and execution: defining partner segmentation and coverage models, building and managing a high-quality partner pipeline from identification through performance management, identifying opportunities across eCommerce, mobile gaming, tourism, technology platforms, and professional services ecosystems, and developing joint business plans with strategic partners. You will establish referral, co-selling, and activation programs; develop commercial and incentive models; monitor partner productivity and revenue contribution; and run regular partner business reviews.
You will lead and coach Channel Partnership Managers on acquisition, relationship management, joint planning, and negotiation. You will set team objectives, create development plans, and build a culture of accountability and continuous improvement. You will establish dashboards and reporting for partner activity, pipeline progression, and revenue contribution, using CRM and funnel data to diagnose issues and prioritize interventions. You will partner with Marketing to improve campaign and event performance and act as an escalation point for commercial, operational, and customer issues.
This is an onsite role based in Ho Chi Minh City.
REQUIREMENTS:
- At least 7 years of relevant experience in B2B sales, channel partnerships, partner management, business development, inside sales, or related commercial function
- Experience leading, coaching, or managing a sales, partnerships, or business development team
- 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 bias toward action
- Fluency in English and Vietnamese, written and spoken
PREFERRED:
- 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 partner incentive programs
- Familiarity with partner relationship management, CRM, and reporting tools (PartnerStack, Salesforce, Looker)
- Experience using partner-sourced pipeline, conversion, activation, go-live, and revenue metrics
- Existing relationships across Vietnam's eCommerce, technology, agency, advisory, tourism, or cross-border business ecosystems
