• Develop a business plan outlining target revenues and objectives • Drive partner revenue growth through planning and execution with key alliance partners • Maintain relationships with senior executives at partner organizations • Collaborate with internal teams for partner success • Develop a technical enablement strategy that supports channel sales strategy • Strategize with marketing on programs/events/campaigns for partners

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 200,000 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, 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. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next. 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. What you'll do Airwallex aspires to serve the fastest growing businesses globally. The SME & Growth team focuses on bringing in new startups and small-to-mid-market businesses across Southeast Asia onto the Airwallex platform. You will leverage your skills in pitching, solutioning, and negotiating with customers to grow our business in Vietnam while helping business owners, finance teams, and e-commerce teams improve their financial operations. We are looking for someone who has a passion for building relationships, selling, and negotiating, and a desire to revolutionize the way companies transact globally. If you have a customer-first mentality, are solution-focused, obsessively curious about everything, and have the desire to make an impact and grow yourself, our market, and our customers, then you have found your calling! This role can be based in Hanoi or Ho Chi Minh City. Responsibilities: - Identify high-potential prospects in the Vietnam market and use effective strategies to generate leads that drive revenue growth - Develop and implement scalable sales strategies to drive new customer acquisition within Vietnam - Identify and understand prospects' pain points within the Vietnamese market to propose solutions, owning the full sales cycle from prospecting to close - Lead commercial negotiations to increase customer revenue - Develop strategies to maximize acquisition of new revenue and market share within the Vietnam market - Ensure the best onboarding process and customer experience for new customers, working cross-functionally to solve customer pain points and improve our product - Maintain a database of current and potential customers using our CRM Who you are We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - 3+ years of sales experience, preferably selling a complex product with a track record of top performance - Passionate about sales with the ability to develop and execute strategies for the Vietnam market - Experience identifying and influencing key decision makers and stakeholders from finance managers to CEOs, with strong presentation and communication skills - Proven ability to lead complex negotiations involving multiple products - Ability to operate in a highly ambiguous and fast-paced environment - Strong interest in technology/financial services and a deep understanding of the Vietnamese market and fintech landscape - Fluency in Vietnamese (both spoken and written) is essential to communicate effectively with key stakeholders and partners. - Success-oriented and are willing to "go the extra mile" in your work as needed to achieve results Preferred qualifications: - Experience working in fast-paced start-up payments organization Applicant Safety Policy: Fraud and Third-Party Recruiters To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page. 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. 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.

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. - Identify, qualify, onboard, and activate new GSI relationships in the region, with a focus on partners that can create strategic enterprise access, services pull-through, and scalable delivery capability. - Create business cases, activation plans, and joint business plans for named GSIs, covering value proposition, target accounts, solution focus, enablement requirements, and pipeline goals. - Partner closely with regional sales leaders, account executives, partner sales, and solutions teams to show how GSIs can unlock larger deals, improve win rates, and increase coverage in strategic and enterprise accounts. - Lead account mapping, joint account planning, and opportunity planning between Atlassian sellers and partner teams. - Work with Partner Solutions, solution engineers, and partners' practice leaders to build differentiated offerings on the Atlassian platform aligned to market demand in India. - Drive internal awareness and field confidence so sales teams see GSIs not as peripheral relationships, but as force multipliers in customer pursuits. - Orchestrate cross-functional execution with marketing, enablement, operations, finance, legal, and customer-facing teams to move partners from signed agreements to active market impact. - Track partner performance using clear metrics such as accreditations, practice readiness, joint pipeline, influenced and sourced ACV, account engagement, and time-to-first-win. - Run regular business reviews and governance cadences with partners and internal stakeholders to maintain momentum and accountability. - Act as the voice of the India market by feeding back partner insights, competitive dynamics, and customer needs into regional and global strategy. Success in this role looks like turning a small set of priority GSIs into active, credible, solution-led Atlassian practices that generate pipeline, open executive doors, and deliver customer outcomes. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. This role requires a builder mindset. The successful candidate will establish Atlassian's distribution channel in India and SE Asia from the ground up - selecting the right distributors, defining the operating model, deploying targets and incentives, and building a scalable engine for partner recruitment, activation, and maturity progression. Pipeline Creation - Build a pipeline engine through distribution - design and deploy the model by which distributors recruit, enable, and activate partners who generate qualified pipeline for Atlassian. - Set pipeline targets with distributors - deploy NNACV and pipeline creation targets via MOU, with milestone-based incentives tied directly to deal registration volume, pipeline quality, and conversion. - Drive deal flow - ensure distributors and their recruited partners are generating deal registrations, creating qualified opportunities, and feeding pipeline into Atlassian's sales motion consistently. - Measure what matters - own pipeline and contribution forecasts for the distribution channel. Track partner recruitment - activation - pipeline creation - conversion at every stage. Use data to tell the story and course-correct fast. Teaming & Partner Value - Prove partner value to the field - work relentlessly to demonstrate that distribution partners are force multipliers for AEs. Make it easy for field teams to see, trust, and lean into partner-sourced pipeline. - Embed partners into the sales motion - train AEs on sell-with for Distribution, drive account mapping and lead flow between distributors, their partners, and Atlassian's field teams. Make teaming the default, not the exception. - Build co-sell confidence - create visible wins early. Celebrate partner-sourced deals loudly. Ensure every field leader in India and SE Asia can point to distribution partners as a pipeline source they rely on. - Orchestrate cross-functional teaming - coordinate with Partner Sales Managers, Partner Solutions Architects, marketing, and enablement to surround distribution partners with the support they need to create pipeline and close deals together. Building the Engine - Identify, qualify, and onboard distributors - select regional and global distributors with the reach and appetite to recruit and activate Atlassian resellers at scale across India and SE Asia. - Build a training-at-scale engine - partner with enablement and distributors to deliver train-the-trainer programs, pre-sales support, and post-sales coverage in local time zones - all in service of partners being able to create and progress pipeline independently. - Codify the playbook - document what works so it can be replicated. Give distributors a concrete playbook and measure them on partner recruitment, activation, maturity progression, and pipeline quality. What Success Looks Like - Pipeline created - measurable, growing partner-sourced pipeline from the distribution channel quarter over quarter. - Deals sourced - deal registrations flowing consistently from distribution-recruited partners into Atlassian's sales motion. - Field confidence - AEs and sales leaders in India and SE Asia actively seeking out and teaming with distribution partners because they see the value. - Partner activation - partners progressing from onboarded - enabled - pipeline-generating within defined timelines. - Scalable model - a documented, repeatable operating model that proves distribution works and can be extended to other emerging regions. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .