Go-To-Market 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 2,200 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 https://www.airwallex.com/us/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 As a Go-To-Market (GTM) Partnerships Manager, you will work closely with other members of the Vietnam Partnerships team and the sales team to nurture and grow both new and existing partners, and you will take ownership over the account management and continued growth of partners. This role can be based in Ho Chi Minh City or Hanoi. RESPONSIBILITIES: - Educate partners on the Airwallex product suite and the partner journey, activate partners to increase overall client referral activities, and manage the day-to-day operations and maintenance of partners. - Deepen relationships with key partners to strengthen executive relationships. - Devise initiatives and campaigns to drive scalable growth across different groups of partners. - Identify and resolve roadblocks/ objections to obtain buy-ins from partners and key stakeholders. - Coordinate with cross-functional teams within Airwallex, including strategy, operations and finance where required to deliver a seamless experience for our partners. WHO YOU ARE: - You are results-driven and hold yourself accountable for delivering on growth targets. - You are a relationship builder with strong partnerships and contacts to leverage from. - You are creative and are excited about delivering impactful partnerships in unique and strategic ways. - You have extensive experience with best-practice partnership management. - You are a proactive self-starter who can independently identify and execute new partnership opportunities. - You are comfortable with change. You can navigate through ambiguity and are excited to be part of a fast-paced company experiencing hyper-growth. - You are relatable and effective at communicating and managing relationships with external partners. REQUIREMENTS: - 4+ years’ experience in partnership, marketing or business development. - Experience in negotiation and partnership proposal development preferred. - Experience in sales or working in tech or a fast-growing start-up would be advantageous. - Excellent communication skill that enables close working relationships with key leaders internally and externally. - Excellent written, verbal and in-person communication skills (Vietnamese & English) - Strong analytical skills with experien