Director, Channel Partnerships

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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

About The Team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

The Channel Partnerships team in Australia is responsible for expanding and managing Airwallex’s partner relationships, specifically across three core areas: Ecosystem integrations, referral partnerships & community partnerships. Airwallex’s partner relationships drive brand awareness, customer acquisition as well as various forms of product integrations and co-marketing opportunities. We are seeking a highly strategic, creative and data-driven Director, Channel Partnerships to lead the AU Partnerships team.

What you'll do

The Director, Channel Partnerships position will be responsible for cementing Airwallex’s reputation and relationship amongst partners in the Australian market. This candidate will come with deep experience in one or more of the team’s dedicated verticals and have a strong existing network of partners. Based in Australia, this role will work closely with other leaders in the SME Commercial organisation.

This role is based in Melbourne or Sydney.

Responsibilities

• Drive the strategy and execution of Airwallex’s ecosystem partnerships across key technology & software partners in the Australian ecosystem.
• Deliver a step-change growth in our referral partnership within our core sectors of accounting and agency partners.
• Set up Airwallex’s community partnership program with target communities across the start-up ecosystem and specific priority verticals (e.g. e-commerce).
• Collaborate with cross-functional leaders within Airwallex, including Commercial, Strategy, and Operations where required to deliver maximum impact through the partnerships program.
• Lead and help build a growing team of Channel Partnership Managers.
• Evaluate and report on performance of the Channel Partnerships team and communicate insights and opportunities for improvement.
  
  

Who You Are

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum Qualifications

• 10-15 years of experience in partnership, sales, marketing or business development. Experience in negotiation and partnership proposal development.
• 6+ years of experience in leading or managing a team.
• Experience in strategy or working in tech or a fast growing start-up.
• Demonstrated experience of working with cross-functional teams and delivering strong business results in previous roles.
• Existing relationships / strong network with referral partners in technology, e-commerce, accounting, or start-ups.
• You are personable and effective at communicating and managing relationships with external partners.
  
  

Preferred Qualifications

• You are results-driven and hold yourself accountable for delivering on growth targets.
• You are a proactive self-starter and can identify, plan and execute strategic partnership opportunities.
• You can navigate through ambiguity and change and are excited to be part of a fast-paced company that’s experiencing hyper-growth.
• You have excellent written, verbal, and in-person communication skills.
  
  

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.

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.