Partnerships Manager

About Zeller

At Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up reimagining business banking and payments.

We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we’re hard at work building the tools to make it happen.

Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a supportive and high performing team to inspire change in the outdated banking solutions. If you are passionate about innovation, thrive in dynamic environments, embrace new possibilities, hate bureaucracy, and can’t think of anything more exciting than evolving the status-quo, then read on to learn more. 

About the role

As a Partnerships Manager, you will be responsible for accelerating Zeller’s growth through our network of Resellers, POS Platforms, Integrators, Developers, and Distributors. These partners will help you generate new leads, build qualified pipeline, and deliver upon the complex product and integration requirements of Zeller’s most important customers. 

This end-to-end role suits an up-and-coming Partnerships Manager with experience generating new partner pipelines through cold outreach, networking, and relationship building. You’ll identify mutually beneficial and technically feasible commercial opportunities, confidently lead commercial renegotiations, and execute effective partner GTM programs across PR, co-marketing, events, and sales enablement. You’ll form a clear view of each partnership’s potential, understand the approach to technical integration, and work closely with Zeller’s product and engineering teams to manage integrations from requirements through delivery. Day-to-day, your KPIs will focus on building and maintaining a wide-ranging partnership pipeline through proactive outreach and business development tactics, and generating new leads / customers from the partners and resellers you manage.

The ideal candidate brings hands-on experience in partnership pipeline and management, commercial acumen, project leadership, and technical implementation experience. You’ll operate with a growth mindset and a “move fast” mentality , while using strong communication skills to build and deepen relationships internally and externally.

Role responsibilities

• Build new and grow relationships with a network of POS, accounting, and eCommerce partners who integrate their solutions with Zeller
• Support and grow Zeller’s Australian network of resellers
• Create and healthy pipeline of new partners to integrate with Zeller, managing the relationship from technical discovery through integration and launch 
• Project manage partner implementation, including positioning the right SDK from the  Zeller Developer Suite, ensuring smooth timelines from contracting to agreement to integration delivery
• Develop strong commercial models with partners to mutually incentivise both parties to meet shared objectives 
• Execute effective GTM campaigns with partners to generate new business leads from their databases via co-marketing, PR, events, and more 
• Continually monitor and manage partner program performance, ensuring overall payback, ROI, and profitability
• Identify opportunities to undertake joint partnership promotional opportunities and execute work to support this 
• Regularly strengthen and grow relationships across all partners through networking, communications, and relationship-building, ensuring Zeller is their preferred partner of choice

Skills and experience

• 3 years of experience working in SaaS channel, distribution, or reseller partnerships
• An experienced commercial mindset, with customer-facing experience generating pipeline, negotiating, and winning deals
• A process-driven mindset, where you can succinctly map out process, operational workflows, and project manage across multiple stakeholders / teams (internal and external) to guide them towards a common objective 
• Demonstrated experience in managing stakeholders across different teams (commercial, technical, marketing, product) and seniority 
• Ability to lead complex, cross-functional projects (opportunity identification, decision-maker targeting and relationship development, commercial negotiation and deal closure, technical integration, product development and GTM) across one or multiple organisations
• You can understand information and system flows between infrastructures and organisations
• Have an eye for detail and are able to ‘drill-in’ to minutia, while still synthesising and communicating information in a succinct manner
• Understand the bigger picture and what product levers will drive growth, cost, efficiency, effectiveness and scale
• Comfortable working under pressure and being incredibly hands-on
• An understanding of the payments or POS ecosystem is a plus, but not a requirement!

How we work

At Zeller, we thrive on the energy and fast pace that comes from in-person collaboration and this role is based in our Melbourne CBD office with a general expectation of 4 days on-site per week with an option of 1 day WFH.

Like the rest of the team, you’ll benefit from

A competitive salary package, including equity;

A balanced, progressive, and supportive work environment;

Excellent parental leave and other leave entitlements;

A fantastic office environment;

Endless learning and development opportunities;

Plenty of fun and social opportunities - we love to come together as a team;

An ability to influence and shape the future of Zeller as our company scales both domestically and globally;

Being part of one of Australia’s most exciting scale-ups.

At Zeller, we celebrate diverse perspectives and experiences, and strongly encourage people of all backgrounds and identities to apply to join our team.

We want you to be able to show up at your best during the recruitment process. Please, let us know if you require any accommodations during your interview process with us.