Channel Expansion Manager

Since we opened our doors in 2009 the world of commerce has evolved immensely and so has Square. After enabling anyone to take payments and never miss a sale we saw sellers stymied by disparate outmoded products and tools that wouldnt work together.

So we expanded into software and started building integrated omnichannel solutions to help sellers sell online manage inventory offer buy now pay later functionality book appointments engage loyal buyers and hire and pay staff. Across it all weve embedded financial services tools at the point of sale so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth enabling sellers to capture the next generation shopper increase order sizes and compete at a larger scale.

Today we are a partner to sellers of all sizes large enterprise-scale businesses with complex operations sellers just starting as well as merchants who began selling with Square and have grown larger over time. As our sellers grow so do our solutions. There is a massive opportunity in front of us. Were building a significant meaningful and lasting business and we are helping sellers worldwide do the same.

The Channel Expansion Manager leads the delivery of our third party sales channels Independent Consultants and Resellers across international markets.

The role has two equally important halves. One is launching channels in new markets. The other is taking the channels we already have many of them still immature and manually run and making them streamlined and ready to scale. That second half means finding where a channel is breaking down building the processes that dont yet exist and fixing the operational problems that cap how fast a market can grow.

This isnt a planning role. Youre the connective tissue between Channel Sales and every function expansion depends on and youre judged on what actually ships.

Youre someone who:

• Builds where theres nothing Youre a structured thinker who thrives in ambiguity and is comfortable designing a process from scratch
• Ships and fixes You take more satisfaction in landing a change than in writing the plan for it
• Is commercially curious You want to know whats driving the numbers not just what the numbers are
• Gets things done through others You deliver through teams you dont manage and youre good at it
• Is tenacious Youll chase challenge and push for a decision rather than wait for one
• Operates independently Youre proactive and highly organized and you dont need to be managed closely

Scaling existing markets

• Own a portfolio of improvement programs that take early-stage manually run channels and make them scalable
• Diagnose where a channel is breaking down using performance data partner feedback and frontline input separating root causes from symptoms
• Design document and implement the processes that dont yet exist across partner onboarding deal registration lead routing escalation and support handoffs
• Remove the manual workarounds bottlenecks and single points of dependency that cap growth
• Prioritise the improvement backlog by impact on partner productivity revenue and operational risk
• Land changes properly: train the teams affected document the new way of working and confirm the fix has held

Launch delivery & market readiness

• Run the end-to-end delivery of channel launches translating expansion decisions into live sales channels
• Turn agreed priorities into executable market plans with clear owners milestones dependencies and dates
• Turn the channel proposition into a market-ready go-to-market plan covering target partner profile recruitment onboarding and enablement
• Coordinate everything needed to go live partner collateral training incentive mechanics and support models
• Close out market-specific regulatory legal and compliance requirements with Legal Risk and Compliance including partner contracting and due diligence
• Hand over cleanly to the teams running each market day to day and feed learnings back into the global playbook

Operating model systems & data

• Work with Sales Support and Tooling to decide how the channel should run operationally onboarding workflows deal registration quoting commission and payout contract administration then partner with Sales Operations Finance and the regions to implement it
• Define the reporting that gives leadership visibility of partner pipeline activation and productivity by market and channel working with F&S and Data Science to build it
• Surface risks to channel targets early working with the regions who own their pipeline and forecast

Alignment & unblocking

• Act as the single point of coordination for channel expansion across Product Sales Operations Finance Legal Risk Compliance Marketing and Enablement
• Line up the stakeholders each programme depends on secure their commitment and hold them to agreed deliverables and dates
• Identify blockers early resolve them directly where you can and escalate with a clear recommendation where the decision sits above you
• Broker trade-offs between competing functional priorities and communicate progress risks and results to senior stakeholders

Market analysis

• Input into the analysis behind market-level pricing commission structures and incentive models with Channel Sales Product and Finance
• Research market and competitor channel programs turning insight into decision-ready recommendations and business cases
• Develop new ideas into briefs that frame the opportunity the options the commercial case and your recommendation to a standard that can go to GTM leadership

Required:

• Proven experience in sales operations business operations program management or channel-related roles
• Demonstrated experience designing and implementing commercial processes from scratch and improving processes that arent working
• A track record of diagnosing operational problems and delivering fixes that stuck ideally somewhere scaling quickly or lacking existing structure
• Ability to run multiple complex cross-functional programs concurrently and to a deadline

Preferred:

• Strong commercial acumen and analytical skills with confidence working across performance data and financial models
• Experience supporting market entry or international expansion
• Familiarity with channel sales models partner programs or indirect distribution
• Experience with commission incentive or partner payout processes
• Experience in technology payments financial services or platform-based businesses
• Experience across multiple European markets or across APAC and the US and comfort working across time zones

• Reports to: Head of Expansion
• Level: Individual contributor
• Coverage: All third party channels Independent Consultants and Resellers across all markets
• Location: London United Kingdom
• Hours: Full-time with flexibility required to work across time zones
• Equipment: Computer and necessary software provided

Every market we open and every partner we sign depends on someone making the channel actually work the onboarding that doesnt stall the deal registration that doesnt get lost the launch that goes live on the date it was promised. Thats this role. If you like walking into something half-built and leaving it running properly this ones for you.