GTM Partnerships Manager, SME & Growth, CN
At a glance
Mid-level Channel & Partnerships role at Airwallex. Shenzhen · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and manage channel and agency relationships that produce qualified leads and revenue
- Find, recruit, and develop partners across the full channel sales cycle, including contracts and commercial negotiations
- Train partner teams to understand the product and position it for their customers
- Help partners reach channel targets while providing sales support across relevant areas
- Coordinate with sales, legal, finance, marketing, and product teams on partner work
What you bring
- A bachelor's degree or higher is required
- Background managing channels and agents in the cross-border industry, including nationwide local partners
- Experience designing channel models, segmenting partners, recruiting them, and supporting sustainable growth
- Strong indirect-channel management skills, with a record of delivering sales through other people
- Fluent Mandarin and English, plus the ability to work with stakeholders across teams
Who this fits
This role suits a channel partnerships manager who can build partner networks and deliver sales through intermediaries. You should be comfortable managing local partners across China, working across multiple functions, and communicating fluently in Mandarin and English. Optimism, emotional self-control, ambition, and humility are part of the stated profile. Strong data analysis would be an advantage.
From the employer
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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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. 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.
岗位职责：
渠道经理负责建立合作伙伴网络并通过渠道和代理机构实现销售成果。您将作为发展商业合作伙伴和发展关系的主要资源，并负责教育我们的渠道及其销售团队了解 Airwallex 所提供的产品以及如何向合作伙伴的客户定位我们的产品。
您的重点是寻找、招募和管理新老渠道合作伙伴，以产生高质量的潜在客户和后续收入。它包括渠道合作伙伴销售的整个生命周期，从潜在客户开发到商业和合同谈判和签署，然后培养与这些合作伙伴的关系。
1. 跨行业合作，以建立网络、开发和管理渠道并推动创收活动。
2. 招募新合作伙伴，在市场上创建新的盈利渠道。
3. 指导并帮助相关合作伙伴实现渠道目标。
4. 与销售团队和其他部门（如法务、财务、市场、产品）密切合作。
5. 为所有相关领域的合作伙伴提供销售支持。
招聘要求：
1. 本科或以上学历
2. 在跨境行业内承担过渠道及代理商管理工作，包括全国本地渠道 （代理）商管理，建立渠道的商业模式、通过渠道商画像、分层运营、招育渠道商，推动渠道商的可持续发展
3. 强大的间接渠道管理核心技能，能够通过他人实现销售成果
4. 能够与不同团队和领域的多个利益相关者沟通和合作
5. 乐观向上，善于自我情绪控制，渴望成就但性格谦逊
6. 普通话和英语流利，优秀的数据分析能力将是一个加分项
Applicant Safety Policy: Fraud and Third-Party Recruiters
To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.
Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.
Equal opportunity
Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.
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