About the team

The SMB team supports and enables growth for thousands of small-to-medium businesses across Australia. They expand our SMB network through outbound sales campaigns, inbound leads and relationship-based account growth, building direct customer relationships and fostering strategic partnerships to broaden our impact. 

The outcomes of this can be truly transformative for our customers, enabling them to securely take digital payments on the go, take their business online or deliver seamless instore experiences. By empowering these businesses through our payment solutions, the SMB team fuels our continued growth and solidifies our position as a key partner to Australian SMB.

Your Mission

As our Partnership Manager, your mission is to identify, develop and manage a diverse portfolio of strategic alliances that drive customer acquisition, enhance our market reach and add value to our Small to Medium Business customers. You will focus on building relationships with key industry associations, software providers and other ecosystem partners.

Reporting to the Head of Business Development Manager, Large Enterprise, you will be responsible for the end-to-end lifecycle of these partnerships, from initial engagement and negotiation through to activation and ongoing relationship management, ensuring they contribute effectively to our SMB growth objectives.

Day-to-day responsibilities

Partnership Identification & Development

• Identify and research potential strategic partners relevant to the SMB market.
• Develop compelling value propositions and business cases for new partnership opportunities.
• Lead the negotiation and structuring of partnership agreements, defining mutual benefits, commercial terms and operational commitments.
• Onboard new partners effectively, ensuring they have a clear understanding of our solutions and partnership programs.
• Develop and negotiate partnership agreements, defining commercial terms, integration requirements and joint go-to-market activities.

Partner Relationship & Program Management

• Manage and nurture relationships with a portfolio of strategic partners, acting as their primary point of contact.
• Develop and execute joint go-to-market plans, co-marketing activities and referral programs in collaboration with partners.
• Monitor, analyse and report on the performance of assigned partnerships, tracking key metrics and identifying areas for optimisation and growth.
• Ensure partners are equipped with the necessary information, training and resources to effectively promote our payment solutions.

Market Analysis & Internal Collaboration

• Stay informed about market trends, competitive partnership activities and emerging opportunities within the SMB ecosystem
• Collaborate with internal teams to ensure partnership activities are aligned with overall SMB strategies and that partner feedback informs our offerings.
• Contribute to the continuous improvement of our partnership program frameworks and processes.

Who are we looking for

Skills and Experience

• Extensive experience in strategic partnerships, business development or channel management, with a focus on the SMB market.
• Proven experience identifying, negotiating and managing a variety of strategic alliances that deliver tangible business results.
• Experience in creating and executing joint go-to-market strategies and co-marketing campaigns.
• Strong understanding of the needs and challenges of SMBs and how partnerships address them.
• Experience in the payments, fintech, SaaS or related technology sectors is desirable.
• Demonstrable experience building a successful portfolio of partnerships or new business.

Essential Attributes

• Excellent interpersonal, communication, and relationship-building skills, with a talent for fostering strong, collaborative partnerships.
• Strategic and commercially astute, with the ability to identify and articulate mutual value in partnership opportunities.
• Proactive, results-driven and skilled in managing multiple partnership initiatives simultaneously.
• Strong team player, able to work effectively with internal cross-functional teams to support partnership success.

Qualifications

• Tertiary qualification in Business, Marketing or a related field is preferred.
• Formal training in partnerships, business development or sales is an advantage.