SMB Channel Manager at Zip Co

SMB, Permanent, Sydney sydney
Posted 3 months ago

Who is Zip?

Zip is one of Australia’s fastest growing Fintechs and the company behind popular products such as Zip Pay, Zip Money, Zip Business and PocketBook.  Zip offers buy now pay later solutions and longer dated credit solutions for both online and in-store, connecting partners (i.e. merchants / retailers) with consumers, helping them ‘own’ the way they pay.

We use technology and data to deliver simple, fast and fair payments to empower customers to own the way they spend their hard-earned money with greater flexibility and convenience.

Our strategic focus is enabled by an aligned high-performance team, a reliable, secure and scalable platform, wide acceptance amongst merchants and more consumers using Zip every day.

We are currently experiencing an exciting period of exponential growth.  Our vision is to see the Zip logo at every checkout allowing consumers to choose Zip for all their payment needs.  Zip is also expanding rapidly in new markets like the UK and having acquired PartPay (now Zip) in New Zealand Zip has interests in South Africa (PayFlex) and the United States (QuadPay).

Most importantly, we have an amazing culture and our team is proud to work hard to provide innovative solutions to our valued customers and partners.  We have five standards of behaviour that define our culture: Customer First, Stronger Together, Own it and Do It, Change the Game and Be Right.

To help drive this growth we are looking for a Senior Partner Manager to sit in our SMB vertical  to own the relations with our partners, from implementation, product adoption and advocacy.

In this role, you are directly responsible for the engagement of identified large and strategically important channel partners across ecommerce and payments. You will be responsible for driving TTV by working with these partners to acquire new merchants and nurture these partnerships to drive long term strategic growth. 

You will be a commercial and results-driven strategic partnerships professional who is passionate about the way Zip can work with technology partners and businesses to build valuable solutions for Australia’s small businesses. As we continue to grow, you will also create the processes and tools for unearthing the voice of all our partners and integrate this into Zip’s strategy and planning rhythms. 

What does a day look like

  • Develop and execute Channel Partner account plans to accelerate new merchant acquisition and revenue growth delivering win-win partnerships between Zip and partner companies
  • Lead the process of identifying, qualifying and delivering on a pipeline of strategic partner opportunities based on go-to-market, strategy and product team priorities
  • Manage the pipeline of partner opportunities to launch, implementing the commercial model, supporting the ‘go live’ process, and working with sales teams to realise the benefit of the new partnerships 
  •  Drive the process of negotiating agreements with input from product, legal, finance and key internal teams
  • Work cross-functionally with Product, Sales, Legal, Marketing, and PR to launch new products and partnerships
  • Maintain direct and active relationships with partners, including proactively resolving business and technical issues and serving as an internal advocate
  • Represent Zip and provide thought leadership in external meetings with executives from other companies
  • Cultivate a fun, rewarding, innovative and results-driven culture that lives and breathes our Zip values and building empathy for and understanding of your partners, customers, and market.
  • You are commercially minded and have the ability to create and oversee service agreements with ease.
  • What you need to succeed

  • 5 years+ experience developing Sales strategies and successfully growing a Channel network, ideally in the SaaS or IT Solutions space
  • Deep understanding of the Australian payments and ecommerce ecosystem, bringing with you relationships and a track record for delivering mutually beneficial outcomes
  • Demonstrated senior account management or related experience with a focus in B2B or B2B2C organisations
  • Strong understanding of SaaS and APIs, and the ability to translate partners’ needs into a complete solution
  • Proven experience collaborating with a diverse stakeholders and partners to realise commercial outcomes
  • You operate at the bleeding edge of innovation around tools and technology to maximise channel effectiveness and look ahead at how to propel the use of the channel forward 
  • You must be able to function in a fast-moving entrepreneurial environment
  • A strategic thinker yet focused on execution; able to roll up your sleeves to get things done
  • Significant commercial awareness and adept at prioritising most impactful tasks/projects
  • Excellent verbal and written communication skills. Humble yet confident, with good self-awareness