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Senior Manager, GTM Partnership, SME & Growth

Airwallex· SME & Growth Business
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VN - Ho Chi Minh CityFull-timePosted 5d ago

About the role

Senior leadership role to build and lead the Channel Partnership Manager function in Vietnam, turning partnerships into a repeatable source of qualified opportunities, activation, and revenue. Onsite 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.

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.

Skills

Required:B2B sales and channel partnershipsLeadership and coachingStrategic planning and executionData analysis and CRM usage
Last updated Oct 22, 2026. Interested? Apply on the company site.
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Grow your business faster with Airwallex - global business accounts, high speed transfers, multi-currency cards, online payments, embedded finance, and more.

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