Role Description The Territory Business Manager will report into their respective Regional Director of Sales and will serve as a key member of the Industrial Channel Distributor focused sales team. The primary mission of this individual is to maintain and manage distributor relationships at the local level. This person must have the ability to learn and express the value of IPG’s multiple product lines, “THE BUNDLE”. - Act as the “Quarterback” at the distributor promoting IPG program and product solutions to effectively sell the bundle to our distributor partners within assigned territory. - Accountable for Revenue and Net CM$ for ALL distributors and all products within the assigned territory, while working with partner Inside Sales Reps and Territory Account Representatives that support the territory. - Primary customer contact for local distribution within territory driving the benefits of our Program. - Act as the tape expert for the territory. - Provide the necessary resources and act as a liaison to our distributors to enable them to promote and grow IPG’s full product suite. - Develop our distribution partners through training of their DSR’s, making joint end user calls, and broadening their support of the IPG product offering. - Manage distributor health and conduct quarterly business reviews to maintain and develop existing relationships. - Work with our Business Development Specialists and Technical Application Specialists to aid distributors and end-users in finding the correct solution to meet their individual needs. - Run product trials and evaluations through sales cycle. - Strict adherence to CRM software in a routine and timely manner with quality targets, initiatives and other appropriate sales activities. - Keep management up-to-date with competitive information such as new products, competitive price books, and price increase and decrease letters. - Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours. - Ensure that the implementation and compliance of major and national accounts initiatives and plant audits are completed in a timely fashion. Qualifications - Bachelor’s degree in Business Administration, Marketing or related Field. - 6-7 Years of Sales Experience in Industrial/Packaging or related industry. - Core competence on all product lines is required. - Ability to think ahead and plan over 1-2 year time span. - Ability to organize and manage multiple priorities. - Sales and service systems development and deployment. - Problem analysis and problem resolution at both a strategic and functional level. - Technical skills in strategic planning and sales planning. - Distributor training and development. - Strong customer orientation. - Excellent interpersonal and communication skills including presentation skills. - High performance teams and a strong team player. - Commitment to company values. - Highly skilled with CRM usage and Sales Tracking. - Professional appearance and behavior while representing IPG. Benefits - Competitive pay. - Extensive benefits that support you and your family. - Exciting career development opportunities. - Ongoing training and support to enhance skills or advance your career.

• Lead Cloud Alliance Strategy: Act as Pigment’s dedicated alliance lead for GCP (and future providers), owning the relationships, revenue motions, and end-to-end co-sell execution to drive measurable pipeline. • Drive Partner Ecosystem Growth: Develop and execute strategic business plans to achieve pipeline, revenue, and delivery goals, including recruiting and managing strategic consulting partners to expand market coverage. • Manage Marketplace & Operations: Own GCP Marketplace presence end-to-end—including ACE hygiene, program enrollment, and marketplace integration platform management—to ensure operational compliance and seamless deal flow. • Pipeline & Sales Acceleration: Drive sourced and influenced revenue by coordinating joint account planning, opportunity registration, and partner-led sales motions with cloud field teams. • Cross-Functional Collaboration: Partner closely with Sales, Solutions Consultants, Marketing, and Partner teams to enable field teams on partner capabilities and execute co-branded campaigns that strengthen market positioning. • Performance & Stakeholder Management: Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews. • Program Optimization: Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact. • Product Innovation: Collaborate with product, engineering and technical stakeholders to drive co-innovation and cloud provider integration roadmap for the benefit of our joint customers.

• 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.