Director, Channel Partnerships at Airwallex

San Francisco, California, United States

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$175,000 – $225,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Fintech, Payments, Financial ServicesIndustries

Requirements

Highly strategic and results-oriented leader with experience scaling channel growth efforts
Deep understanding of various market ecosystems, particularly US SME and mid-market companies focused on global expansion
Strong network to identify and establish high-impact partnerships
Proven ability to define, launch, and accelerate partnership strategies across verticals
Experience opening new partnership pillars with ERPs, Private Equity and Venture Capital companies, technology integrators, and accounting/bookkeeping firms
Ability to build, mentor, and grow a team of high-performing Channel Partnership Managers
Capability to identify white space opportunities within the partnership landscape
Based in San Francisco or New York City

Responsibilities

Define and drive channel strategy: Develop and implement comprehensive channel strategies to drive customer acquisition and revenue growth across various verticals and products, including FX, card issuing, payments acquiring, and spend management suite
Cultivate high-impact partnerships: Identify, qualify, negotiate, and close strategic partnerships with key players across ecosystems, prioritizing ERPs, PE/VC firms, and accounting/bookkeeping firms
Drive immediate revenue impact: Build and scale a high-velocity partner referral engine for consistent pipeline of qualified customer leads, and collaborate with the AE team for conversion
Design & scale innovative partner programs: Create, launch, and optimize programs including referral models, affiliate structures, co-marketing initiatives (webinars, events, content syndication), and technology integrations, tailored to partner types
Lead strategic channel evolution: Assess and evolve Airwallex's overall channel approach, identifying new verticals, partnership models, and product integration opportunities
Build and lead a high-performing team: Recruit, mentor, and empower a team of Channel Partnership Managers with specialized expertise in priority verticals
Drive cross-functional alignment: Collaborate with internal teams including Sales, Marketing, Product, Operations, and Legal for seamless execution

Skills

Key technologies and capabilities for this role

Channel PartnershipsPartnership StrategyBusiness DevelopmentERP PartnershipsPrivate EquityVenture CapitalTechnology IntegratorsAccounting FirmsPartner ProgramsSales LeadershipGlobal ExpansionSME PartnershipsMid-Market Sales

Questions & Answers

Common questions about this position

What is the salary range for the Director, Channel Partnerships role?

The salary range is $175K - $225K.

Is this position remote or hybrid, and where is it located?

This is a hybrid role based in San Francisco or New York City.

What key skills and experience are required for this role?

The role requires a proven leader with deep understanding of market ecosystems, strong networks, strategic thinking to define and drive channel strategies, ability to identify and close high-impact partnerships, and experience building and mentoring a team of Channel Partnership Managers.

What is the team and company culture like at Airwallex?

Airwallex has a team of over 1,700 bright and innovative people across 26 global offices, focused on ambitious work in building the future of global payments, with a collaborative environment empowering businesses worldwide.

What makes a strong candidate for this Director, Channel Partnerships position?

A strong candidate is a proven leader who can define and execute channel strategies, cultivate partnerships with ERPs, PE/VC firms, and accounting firms, drive revenue growth, and build/mentor a high-performing team.

Airwallex

Cross-border payment solutions for businesses

About Airwallex

Airwallex provides cross-border payment solutions for businesses of all sizes, including small to medium-sized enterprises and large corporations. The company offers a range of financial services such as multi-currency accounts, international money transfers, foreign exchange services, and payment gateway solutions. These services are designed to facilitate efficient and cost-effective international transactions. Airwallex uses advanced technology to ensure that these transactions are fast and secure. Unlike many competitors, Airwallex focuses on building financial infrastructure that supports the digital economy, allowing businesses to operate seamlessly across borders. The company's goal is to simplify global payments and make them accessible to businesses worldwide.

Eastern District, Hong KongHeadquarters

2015Year Founded

$877.4MTotal Funding

SERIES_ECompany Stage

FintechIndustries

1,001-5,000Employees

Benefits

Hybrid Work Options

Employee Equity Programs

Risks

Increased competition from fintech startups could erode Airwallex's market share.

Regulatory scrutiny in Asia-Pacific, especially China, may impact Airwallex's operations.

Volatility in foreign exchange rates poses a risk to Airwallex's revenue streams.

Differentiation

Airwallex offers a comprehensive suite of cross-border payment solutions for businesses.

The company integrates financial services into platforms, enhancing customer experience and efficiency.

Airwallex's global presence with ten international offices supports its expansive service offerings.

Upsides

Airwallex reported an 83% revenue increase in APAC, showcasing strong regional growth.

The partnership with Carwow enhances Airwallex's visibility and operational efficiency in the UK.

Airwallex's expansion in EMEA with new offices boosts its international market presence.

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