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About the Role
The Channel Manager is responsible for executing the channel diversification strategy to deliver channel growth, activation, and performance outcomes. This involves identifying, onboarding, and nurturing relationships that drive meaningful lending volume and developing repeatable, operationally efficient models to support scale.
Responsibilities
- Execute channel strategy.
- Identify target channel segments and priority channels.
- Translate strategy into partner acquisition plans, activation roadmaps, and performance targets.
- Monitor delivery versus plan and escalate gaps.
- Identify, onboard, and activate new channel partners, including lead generation, referral partners, and strategic embedded partnership opportunities.
- Build and manage a pipeline of prospective partners.
- Build clear partner value propositions.
- Develop a repeatable onboarding and activation (GTM) framework.
- Ensure partners scale through systemized models.
- Drive and report on channel-level performance: volume, conversion, cost of acquisition.
- Drive continuous improvement in partner engagement and productivity, conversion rates, and speed to funding.
- Gather market data and partner feedback to inform solution development and positioning.
- Partner with Head of Broker and Broker BDM team to convert existing broker aggregator relationships into scalable, digitally-enabled distribution channels.
- Activate lead generation networks to drive qualified lead volume via digital channels.
Requirements
- Proven experience in channel, partnerships, or indirect distribution roles.
- Good understanding of legal, regulatory, and risk requirements impacting commercial constructs.
- Demonstrated experience exploring customer problem statements and identifying viable solutions.
- Experience scaling broker or aggregator channels.
- Experience scaling partnership or embedded distribution models.
- Demonstrated experience with embedded finance or API-based product integrations.
- Experience in financial services, lending, or fintech environments.
- Self-starter who can manage a pipeline with minimal oversight.
- Strong commercial structuring and negotiation capability.
- Ability to design and scale repeatable partner acquisition models.
- Experience building GTM, onboarding, and activation frameworks.
- Data-driven decision making and performance optimization.
- Strong stakeholder management across commercial and product teams and with external partners.
Skills
- Channel management
- Partnerships
- Indirect distribution
- Commercial structuring
- Negotiation
- GTM framework development
- Onboarding framework development
- Activation framework development
- Data-driven decision making
- Performance optimization
- Stakeholder management
- Embedded finance
- API-based product integrations
Location
- North Sydney
Work Type
- Flexible working environment
- Hybrid
Experience Level
- Proven experience
- Demonstrated experience
- Experience
Benefits
- Industry leading 26 weeks paid parental leave
- Range of benefits supporting physical, psychological and financial wellbeing
- Day off on your birthday
- Excellent end of trip facilities
About the Company
- Shift is a business specialist dedicated to helping Australian SMEs take control of their cashflow, streamline trade terms and choose the right financial products.
- We believe Australian businesses are the driving force behind our economy and are core to our communities.
- Our business expertise, focus on relationships, and market-leading technology is at the core of everything we do.
- We’ve helped solve the credit and payment pain points for more than 30,000 businesses, providing over $6 billion in aggregate funding.
- Our unique approach to product innovation combined with our collaborative culture means you can build your career in a supportive environment.
- You’ll be joining a diverse team of over 300 people who are always looking to deliver better outcomes for Australian businesses.