GTM Partnerships Lead: Vietnam Growth & Channel

Airwallex; United States; On-site; USD 90,000 - 120,000; Full time

Job summary

Airwallex in Ho Chi Minh City seeks a commercially minded Manager, GTM Partnerships to lead and develop the Channel Partnership Manager function for Vietnam. You will build an operating model turning partnerships into repeatable opportunities, activated customers and revenue, while balancing strategy with hands-on execution.

This hands-on leadership role requires coaching a team, optimizing partner pipelines and collaborating with Marketing to accelerate go-to-market efforts in a fast-paced

Qualifications

• At least 7 years of relevant experience in B2B sales, channel partnerships, partner management or related commercial roles.
• Experience leading or managing a sales/partnerships or business development team.
• Proven track record delivering commercial targets and improving pipeline or funnel performance.
• Experience managing partner acquisition, onboarding, activation, referral programs or channel-driven growth.
• Excellent communication, coaching, stakeholder management, negotiation and problem-solving skills.
• Strong analytical skills and comfort using data to drive decisions.
• Ability to balance strategic planning with hands-on execution in a fast-paced environment.
• Fluency in English and Vietnamese, written and spoken.

Responsibilities

• Own the strategy and execution plan for the Channel Partnership Manager function in Vietnam.
• Define partner segmentation, coverage models, engagement plans and success criteria.
• Build and manage a high-quality partner pipeline from onboarding to ramp-up and ongoing performance.
• Identify opportunities across ecosystems such as eCommerce, mobile gaming, tourism and technology platforms.
• Develop joint business plans with strategic partners including target segments and mutual success metrics.
• Develop referral, co-selling, event and activation programs to generate opportunities.
• Establish commercial and incentive models with internal stakeholders.
• Monitor partner productivity, referral quality, pipeline coverage and revenue contribution; take corrective actions.
• Build strong relationships with priority partners and act as escalation point for issues.
• Run regular partner business reviews and set team objectives and weekly priorities.
• Coach Channel Partnership Managers on partner acquisition, relationship management and growth.
• Create development plans and support career progression within the team.
• Establish dashboards and reporting for partner activity and revenue contribution.
• Use CRM and funnel data to diagnose performance issues and improve sales velocity.
• Collaborate with Marketing to improve partner marketing performance.

Skills

Leadership

Sales & partnerships

Analytical thinking

Negotiation

Stakeholder management

Team coaching

English & Vietnamese fluency

Tools

Salesforce

PartnerStack

Looker

Job description

Airwallex in Ho Chi Minh City seeks a commercially minded Manager, GTM Partnerships to lead and develop the Channel Partnership Manager function for Vietnam. You will build an operating model turning partnerships into repeatable opportunities, activated customers and revenue, while balancing strategy with hands-on execution.

This hands-on leadership role requires coaching a team, optimizing partner pipelines and collaborating with Marketing to accelerate go-to-market efforts in a fast-paced