Channel Manager -E-commerce Acquiring

PingPong Payments; Hong Kong; On-site; HKD 600,000 - 900,000; Full time

Job summary

PingPong Payments seeks an experienced Ecosystem Partner Acquisition & Recruitment professional to lead end-to-end partner recruitment, design collaboration models, and drive pipeline generation with partners. The role emphasizes enablement, joint marketing, and quarterly business reviews to optimise channel performance.

You will manage relationships with ecommerce platforms, advertising agencies, and cross-border service providers, leveraging your negotiation and data-analysis skills to grow

Qualifications

• 3-8 years of experience in channel/partner management, BD, or ecosystem partnerships.
• At least 1 year in cross-border payments, e-commerce SaaS, advertising agencies, or cross-border e-commerce service industries.
• Understand the cross-border DTC ecosystem and be familiar with e-commerce website building tools.
• Understand digital advertising logic and agency operating models.
• Articulate PingPong's acquiring product advantages to partners.
• Existing relationships with Shopify ecosystem providers, advertising agencies, or cross-border SaaS partners is a plus.
• Strong skills in business negotiation, cross-functional collaboration, data analysis, and English proficiency.

Responsibilities

• End-to-end partner recruitment: lead generation, business outreach, partnership proposal design, contract negotiation, and onboarding.
• Partnership model design: create differentiated collaboration options (referral fee, MDF, co-selling, white-label reseller).
• Pipeline generation: deliver a defined number of qualified leads per month via partners to the BD team.
• Partner enablement: develop sales toolkits and trainings to improve referral-to-conversion rates.
• Joint marketing: co-plan offline salons, webinars, and events with partners.
• Relationship management: establish partner tiering and conduct quarterly business reviews.
• Performance tracking: monitor leads, conversion rate, and GMV; publish channel health dashboards.
• Competitive defense: monitor competitors' channel policies and adjust incentives.

Skills

Channel management

Partnership development

Cross-border payments

Sales enablement

Data analysis

Job description

I. Ecosystem Partner Acquisition & Recruitment

• Focus on recruiting three types of partners: E-commerce website builders, Traffic & performance marketing agencies, and E-commerce SaaS/Tech solution providers.
• End-to-end partner recruitment: Independently manage the entire process, including lead generation, business outreach, partnership proposal design, contract negotiation, and partner onboarding.
• Partnership model design: Design differentiated collaboration models based on partner type (e.g., referral fee, MDF (Market Development Fund), co-selling, white-label reseller).

II. Channel Pipeline Generation & Conversion Enablement

• Pipeline generation targets: Deliver a defined number of qualified leads per month to the BD team via partners, and track conversion rates from lead to closed deal.
• Partner enablement: Develop sales toolkits for partners (product overviews, case studies, competitive battle cards) and organize trainings (product features, payments industry knowledge, sales techniques) to improve partner referral-to-conversion rates.
• Joint marketing activities: Co-plan offline salons, webinars, and industry events with partners to acquire potential merchants at scale.

III. Partner Relationship Management & Performance Tracking

• Lifecycle management: Establish a partner tiering system (Core / Standard / Trial). Conduct 1-on-1 quarterly business reviews with core partners and develop joint growth plans.
• Data-driven performance tracking: Track each partner’s contribution volume (leads), conversion rate, and GMV closed. Regularly publish a channel health dashboard to identify high-performing and low-performing partners.
• Competitive defense: Monitor competitors' channel policy updates and adjust PingPong's partner incentive strategy accordingly.

Qualifications:

I. Experience:

3-8 years of experience in channel/partner management, BD, or ecosystem partnerships, with at least 1 year in cross-border payments, e-commerce SaaS, advertising agencies, or cross-border e-commerce service industries.

II. Industry knowledge:

• Understand the cross-border DTC (direct-to-consumer) ecosystem, and be familiar with e-commerce website building tools and their service provider landscape.
• Understand digital advertising logic and agency operating models.
• Have a basic understanding of Payment Acceptance / Acquiring - be able to clearly articulate PingPong's core acquiring product advantages to partners.
• Existing partner relationships (plus): Existing relationships with Shopify ecosystem service providers, advertising agencies, or cross-border SaaS partners are a strong plus.
• Strong skills in business negotiation, cross-functional collaboration, data analysis, and language (English proficiency required as a working language).