• Ownership of an account portfolio where you are accountable for the performance of each customer • Manage the full customer journey, from onboarding and adoption to renewal and expansion, to ensure your customers are successful at every stage • Develop and maintain strong, strategic relationships with decision-makers and key stakeholders with your accounts • Proactively identify customer risks by monitoring key metrics and risk signals and develop tailored mitigation plans for each identified risk, considering the specific context and needs of the customer • Identify growth opportunities within your portfolio to drive up- and cross-sell and strategically grow the account • Develop, deliver, and execute success plans and strategic account development plans to drive value realization and account expansions • Work closely with internal stakeholders across our sales, success services, and product teams to ensure customer satisfaction and success

• Own Vendor Relationships End-to-End: Serve as primary contact for assigned vendors across datacenter, colocation, and connectivity providers. Manage the full lifecycle — onboarding, contract negotiation, renewals, escalations, and offboarding. • Lead Commercial Negotiations: Negotiate pricing, contract terms, SLAs, and NRC/MRC structures. Develop comparison frameworks and present recommendations with clear trade-offs. • Run RFQ Processes: Design and manage RFQ/RFP workflows for new vendor evaluations and expansion projects. Collect, normalize, and analyze vendor proposals to support sourcing decisions. • Manage Network & Connectivity Procurement: Source and negotiate IP transit, private point-to-point circuits, wavelengths, dark fiber, and cross-connects alongside datacenter/colocation deals. • Track & Report Vendor Performance: Maintain contract databases, track SLA compliance, and produce regular reporting on vendor spend, renewal timelines, and performance against commitments. • Manage Vendor Escalations: Own incident and escalation workflows — coordinate RFO/RCA processes, drive resolution with vendors, and ensure contractual remedies are pursued. • Cross-Functional Coordination: Work with network engineering, legal, finance, and procurement on vendor-related initiatives, contract reviews, and infrastructure planning. • Process Improvement: Identify and implement improvements to vendor management workflows, tracking systems, and operational playbooks.

About AirwallexAirwallex 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 ValueWe 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 Role We are seeking a dynamic and detail-oriented Associate GTM Partnerships Manager (Partner Success Specialist) to join our team. This role is operationally focused and involves troubleshooting, partner enablement, and acting as a liaison between partner and internal teams including sales and operations. You will play a critical role in ensuring our clients have a smooth and successful experience with Airwallex. This position is Hong Kong based and resides in the GTM Partnerships Team. Responsibilities: - Partner Enablement: Assist partners in understanding and utilizing our products and services effectively to foster long-term referral relationships with partners - Troubleshooting: Act as the primary point of contact for partner escalations and ad-hoc issues, ensuring a timely and satisfactory resolution to retain and increase partner loyalty - Communication Liaison: Work closely with the partner, partnerships manager and internal teams to identify customer needs, facilitate a clear communication and proactively improve the success metrics - Operational Support: Provide support for operational tasks and ensure that processes are followed efficiently and correctly. - Relationship Management: Build and maintain strong relationships alongside the channel partnerships team to foster long-term partnerships, communicate partner feedback and insights to internal teams to drive product and service improvements 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: - Bachelor’s degree or above - > 1 experience in customer service or sales support environment - Proven experience in managing client communication and escalations - Strong verbal and written communication in both Cantonese & English required - Strong problem-solving and communication skills - Ability to work collaboratively in a fast-paced environment - Attention to detail and the ability to multitask, prioritize, and meet deadlines - Familiarity with Salesforce, and Google Suite is a plus - Start-up & Fintech experience is preferred Applicant Safety Policy: Fraud and Third-Party RecruitersTo 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 opportunityAirwallex 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.

About AirwallexAirwallex 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 ValueWe 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. What you’ll doAs an Account Manager at Airwallex, you will work cross functionally, engaging with many teams across Airwallex including sales, product, engineering, marketing, finance and strategy. This role will predominantly focus on upselling, cross-selling & building multi-stakeholder relationships with your portfolio of SME customers. We are looking for a technology-minded, Fintech enthusiast who is driven by learning the ins and outs of our platform so that you are equipped with the knowledge to solve complex problems. This will allow you to work with customers to understand their needs and how Airwallex can further add value to their business. This role is based in Hong Kong. Responsibilities: - Build deep relationships with your portfolio to best understand their needs & provide value based solutions utilising our range of products and services - Be an advocate for Airwallex and ensure our Business Account (SME) customers are using our services to their full potential - Achieve revenue targets by focusing on input metrics to deliver the relevant outputs - Forecast & build out a pipeline within Salesforce to accurately track numbers for the business to understand how/when/what success you’re driving - Build relationships with internal stakeholders to share insights from customers & help build out the roadmap of products from this Minimum qualifications: - You have experience – at least 3+ years of B2B experience managing and growing technology/Fintech relationships with SME accounts - Strong verbal and written communication in English - You have worked previously with complex sales, feeling comfortable selling to C-level executives - You are a relationship builder – you build meaningful, collaborative relationships with all people that you work with, both internally and externally - You can speak to anyone – you should have exceptional communication skills and be comfortable conversing with people of all backgrounds and domains - You are a problem solver – you look for creative solutions and understand new products and ask the right questions before figuring out a solution. You can easily simplify complexity for others - You are success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets - You are technically minded and have prior experience working in API B2B sales or account management for a similar organisation Applicant Safety Policy: Fraud and Third-Party RecruitersTo 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 opportunityAirwallex 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.