About the company
Our client is an innovative, global commercial IoT and digital payment hardware technology leader. Present in over 200 countries and regions with a global ecosystem of tens of thousands of partners and software developers, they empower merchants across retail, F&B, supply chain, and service sectors to digitize their operations.
By combining cutting-edge hardware design with a robust cloud and software enablement ecosystem, they deliver seamless, end-to-end payment and merchant management solutions worldwide.
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About the Role
We are seeking a high-performing Channel Sales to lead, expand, and manage our strategic partner ecosystem across the Greater China region (Mainland China, Hong Kong, Taiwan, and Macau).
In this role, you will build strategic alliances with key channels—including System Integrators (SIs), Independent Software Vendors (ISVs), e-commerce platforms, acquiring banks, and fintech facilitators—to drive market adoption of our hardware-enabled payment gateways, commercial IoT devices, and merchant acquiring solutions.
Key Responsibilities
- Partner Acquisition & Strategy: Identify, negotiate, and onboard new channel partners (ISVs, SIs, SaaS platforms, financial institutions) to integrate and distribute our payment terminals and commercial solutions across Greater China.
- Ecosystem Growth: Manage high-value partner relationships to ensure activation, developer engagement, ongoing merchant onboarding, and joint go-to-market (GTM) execution.
- Revenue Ownership: Own and exceed regional channel revenue targets, device shipment volumes, and partner-driven merchant growth metrics.
- Cross-Border Expansion Support: Assist Mainland merchants expanding globally and international brands entering Greater China in navigating payment hardware integration, localization, and technical compliance.
- Partner Enablement: Work alongside product, engineering, and marketing teams to provide technical enablement (APIs, SDKs), sales training, and joint marketing initiatives for partner teams.
- Market Intelligence: Track competitive trends, regulatory developments, and emerging payment habits (Alipay, WeChat Pay, UnionPay International, credit card processing, local APMs) across Greater China markets.
Qualifications & Requirements
- Experience: 3+ years of B2B channel sales, business development, or strategic partnership experience within Payments, Smart POS / Commercial IoT Hardware, SaaS, or Merchant Acquiring industries.
- Regional Expertise: Proven track record of managing channels and driving revenue across Greater China (Mainland China, HK, TW). Deep understanding of retail, F&B, or e-commerce merchant ecosystems is highly valued.
- Network: Established network of contacts across commercial software vendors, SaaS platforms, acquiring banks, and retail/hospitality SIs in the region.
- Technical Aptitude: Solid understanding of Android-based POS architectures, payment gateway APIs, acquiring flows, and omni-channel payment integration.
- Languages: Native-level fluency in Mandarin and professional proficiency in English (Cantonese is a strong plus).
