Channel Account Manager focusing on software sales revenue in India for AVEVA. Responsible for growth through assigned partners and emphasizing customer facing sales efforts.
About the role
- Director of GTM Partnerships overseeing partnerships strategy for Australia and New Zealand. Leading cross-functional collaboration to enhance revenue through a differentiated partner ecosystem.
Responsibilities
- Define and own the ANZ partnerships strategy, aligned to Airwallex’s commercial and product priorities.
- Set clear priorities across partner types, including accounting, e-commerce, SaaS platforms, start-ups, and strategic distribution partners.
- Design scalable partner motions, moving beyond one-off referral relationships to long-term, integrated partnerships.
- Drive partner-sourced pipeline, revenue, and customer acquisition with clear accountability for outcomes.
- Structure, negotiate, and close strategic partnerships, including commercial models, incentives, and joint go-to-market plans.
- Ensure partnerships are commercially viable, measurable, and integrated into core GTM execution.
- Work closely with Product and Engineering to influence roadmap priorities where partnerships require deeper integrations or embedded finance capabilities.
- Shape partner-led product use cases and value propositions in collaboration with Product, Marketing, and Sales.
- Partner closely with Sales, Marketing, RevOps, Finance, and Operations to ensure partnerships are well-governed and effectively executed.
- Act as the senior internal owner for partnerships, setting operating rhythm, reporting, and performance standards.
- Lead, develop, and scale a high-performing team of GTM Partnership Managers, setting clear objectives, performance expectations, and development plans.
- Build a strong execution culture with a focus on accountability and impact.
- Represent Airwallex as a senior leader in the ANZ partner ecosystem, building and maintaining long-term strategic relationships with senior executives and founders at partner organisations.
Requirements
- Senior, commercially minded partnerships leader comfortable operating at director level.
- Experienced in building and scaling partnerships in payments, fintech, SaaS, or high-growth technology businesses.
- Strategic but hands-on, with a strong bias toward execution and measurable outcomes.
- Credible with senior internal and external stakeholders, including product, engineering, and executive leadership.
- Comfortable navigating ambiguity and building structure in fast-growing environments.
- 10–15+ years’ experience in partnerships, business development, sales, or GTM roles.
- Strong background in payments, fintech, SaaS platforms, or high-growth technology companies.
- Proven track record of designing and executing partnership strategies that deliver material revenue impact.
- Deep understanding of commercial models, partner economics, and GTM execution.
- 6+ years of people leadership experience, including building and scaling teams.
- Existing senior network across ANZ ecosystems such as accounting, e-commerce, SaaS, fintech, or technology platforms.
Benefits
- Applicant Safety Policy: Fraud and Third-Party Recruiters
- Equal opportunity employer
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Location requirements
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