About Payoneer
Founded in 2005, Payoneer is the global financial platform that removes friction from doing business across borders, with a mission to connect the world’s underserved businesses to a rising global economy. We’re a community with over 2,500 colleagues all over the world, working to serve customers, and partners in over 190 countries and territories.
By taking the complexity out of the financial workflows–including everything from global payments and compliance to multi-currency and workforce management, to providing working capital and business intelligence–we give businesses the tools they need to work efficiently worldwide and grow with confidence.
Role summary
Payoneer is seeking a seasoned, strategic, and results-driven Partnerships Manager to lead our Hong Kong hub market expansion and drive competitive displacement in one of APAC's most strategic offshore incorporation markets. This role will be instrumental in executing our partnership strategy in APAC, with a focus on competitive positioning.
This is a high-impact, high-visibility role reporting directly to the Head of Partnerships, APAC, with strategic influence over APAC's fast-growing corridor of opportunities. You'll be a key driver for Payoneer's market leadership in Hong Kong, building a world-class partnership ecosystem to capture partner growth & customer acquisition within APAC.
The ideal candidate is a seasoned partnerships professional with proven Hong Kong CSP (Corporate Service Provider) network with a strong quota carrying commercial background, who brings established relationships and competitive intelligence to accelerate market penetration. Someone comfortable engaging with CSP executives at C-level, navigating complex partnership negotiations, and driving systematic revenue growth in a competitive, fast-paced environmen
Hong Kong | Hybrid | Full-time
What you’ll do
- CSP Partnership Acquisition: Systematically build a Hunting Motion for Hong Kong CSP partnerships with tier-1 and tier-2 providers including Enterprise, Mid-Market CSPs, & Regional/Local Specialized CSPs
- Competitive Displacement Strategy: Execute targeted initiatives to displace competitors and other fintech incumbents through:
- Superior value proposition development (pricing, product features, service quality)
- Relationship-based competitive intelligence gathering
- Strategic CSP partnership negotiations leveraging competitor pain points
- Pipeline Development: Build and manage a robust CSP partnership funnel of new partnerships, tracking from initial outreach to partnership agreement execution to revenue ramp
- Partnership Agreements: Lead commercial negotiations for partnership terms, referral fee structures, SLAs, and co-marketing commitments with CSP partners
- Enablement & Training: Develop CSP partner enablement materials, conduct training sessions on Payoneer value proposition, and ensure partners can articulate differentiation vs. competitors
- Performance Management: Analyze partnership performance data (referral volume, conversion rates, customer LTV) and optimize underperforming partnerships through targeted interventions
Collaboration & Strategic Initiatives
- Regional Team Coordination: Work closely to establish corridor patterns within region to facilitate corridor-based customer handoffs
- Product & Compliance Alignment: Partner with Product, Compliance, and Operations teams to ensure customer requirements (compliance, banking, product availability, multi-currency support) are prioritized in roadmap
- Sales & Onboarding Support: Collaborate with Sales and Onboarding teams to ensure smooth customer acquisition from CSP referrals, addressing friction points in conversion funnel
- Competitive Intelligence: Monitor competitive activities in APAC CSP market; provide strategic recommendations to leadership on positioning responses
- Market Trends: Track APAC incorporation market trends (regulatory changes, CSP consolidation, new entrants) and adapt partnership strategy accordingly
- Thought Leadership: Represent Payoneer at events, industry conferences, and co-marketing initiatives to build brand awareness and partnership pipeline
Who you are
Partnership & Business Development:
- 8+ years of experience in partnerships, business development, or indirect channel sales in Payments, Fintech, Financial Services, and/or Corporate Services industries
- Hong Kong CSP network: Established relationships with Hong Kong incorporation service providers, corporate secretarial firms, or business services companies (CRITICAL REQUIREMENT)
- Competitive Background Preferred: Experience with similar fintech/payment companies with CSP partnership models
- Proven Track Record: Demonstrated success acquiring 10+ strategic partnerships annually with measurable revenue outcomes (e.g., $1M+ annual revenue)
- Corporate Service Expertise: Understanding of offshore incorporation drivers, multi-jurisdiction entity structures, and cross-border payment needs for founders incorporating in Hong Kong
Strategic & Analytical:
- Strategic Partnerships: Ability to develop long-term partnership strategies, negotiate complex commercial agreements, and structure win-win value propositions
- Data-Driven Decision Making: Strong analytical skills with experience using CRM tools (Salesforce), BI platforms (PowerBI, Tableau), and partnership performance metrics (referral volume, conversion rates, LTV)
- Competitive Positioning: Experience developing competitive displacement strategies, conducting competitive analysis, and executing market share capture initiatives
Communication & Leadership:
- Language Skills: Fluent in English with outstanding communication and presentation skills, with a preference for one additional Asian language is a plus
- Executive Engagement: High degree of comfort creating and delivering presentations at C-level to CSP executives, partner organizations, and internal leadership
- Relationship Building: Proven ability to develop and maintain senior executive relationships with partners, navigating complex stakeholder environments
- Cross-Functional Leadership: Demonstrated success orchestrating virtual cross-functional teams (Product, Compliance, Operations, Sales) to deliver on partnership initiatives
- Tools & Platforms: Expert experience with CRM tools (Salesforce), partnership management platforms, BI tools (PowerBI/Tableau), and project management tools
- Contract Negotiation: Experience negotiating partnership agreements, referral fee structures, SLAs, and commercial terms with legal review coordination
- Payment Technology: Understanding of payment infrastructure, PSP/payment gateway solutions, multi-currency payments, and cross-border transaction flows
Not a must but a great advantage:
- Fintech Background: Direct experience working similar competitor with Hong Kong CSP partnership responsibilities (HIGHLY PREFERRED)
- Enterprise CSP Relationships: Existing relationships with tier-1 Hong Kong CSPs
- Gaming/Tech Vertical Expertise: Experience with gaming, fintech, or SaaS verticals that frequently incorporate in Hong Kong
- Reseller Program Experience: Experience building and scaling reseller or affiliate programs in B2B fintech context
- Regulatory/Compliance Background: Experience navigating Hong Kong financial services regulations, AML/KYC requirements, or corporate compliance
Why This Role Matters
This position is critical to Payoneer's strategic expansion across APAC’s B2B & eCommerce markets. You'll work directly on strategic initiatives to drive systematic growth in APAC.
What You'll Gain:
- Senior Leadership Visibility: Direct reporting to Head of Partnerships, APAC with strategic influence over regional priorities and budget allocation
- Market Leadership Role: Autonomy to build partnerships, allocate resources, and drive competitive positioning
- Competitive Intelligence Advantage: Leverage your background to shape Payoneer's competitive strategy across APAC
- High-Impact Revenue Ownership: Direct accountability for partnership revenues with clear team influence, attribution and performance incentives
- Cross-Regional Exposure: Work with Global Team and influence across APAC with diverse partnership ecosystems
#LI-SL3
The Payoneer Ways of Working
Act as our customer’s partner on the inside
Learning what they need and creating what will help them go further.
Do it. Own it.
Being fearlessly accountable in everything we do.
Continuously improve
Always striving for a higher standard than our last.
Build each other up
Helping each other grow, as professionals and people.
If this sounds like a business, a community, and a mission you want to be part of, apply today.
We are committed to providing a diverse and inclusive workplace. Payoneer is an equal opportunity employer, and all qualified applicants will receive consideration for employment no matter your race, color, ancestry, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by law. If you require reasonable accommodation at any stage of the hiring process, please speak to the recruiter managing the role for any adjustments. Decisions about requests for reasonable accommodation are made on a case-by-case basis.
