Partnerships Manager

We're Osome - an international fintech startup making the lives of entrepreneurs easier. We help thousands of businesses kick admin, accounting and bookkeeping out of their day-to-day, so they can spend more time on what's important to them. We've developed a unique solution that combines SaaS with a human-in-the-loop approach to provide full-fledged services in real-time.
We're experiencing rapid growth in both client base and team, which now comprises around 500 people across our offices worldwide. As we continue to scale, we're looking for more bright minds who are excited to make a real impact by solving complex problems.
What To Expect

• You'll handle real client accounts, not dummy data
• Accuracy matters — mistakes don't hide for long
• You'll communicate with clients and internal teams regularly
  

If you want to build confidence, judgement, and ownership, it will be.
What You'll Do

• We're looking for a Partnership Manager to build and own Osome's partnership function in Greater China. You'll be responsible for identifying, recruiting, and growing a network of partners who drive revenue for Osome - managing a mix of channel, referral, and ecosystem partners.
  

What makes this role distinct is the market: we're ideally looking for someone who already understands China's startup and founder ecosystem, and ideally already has a network of contacts within it - accelerators, founder communities, and complementary tech/SaaS players - that we can tap into to win in this market faster.
There are two main parts to this role:

• Channel & referral partnerships - acquiring and onboarding channel partners such as corporate service providers, accounting and audit firms, company incorporation agents, law firms, and tax and immigration advisory firms. This covers both proactive outbound recruitment and converting inbound partner leads.
• Ecosystem partnerships - building Osome's presence and network within China's startup ecosystem (accelerators, incubators, founder communities, VC firms, banks, fintech providers, and complementary tech/SaaS players) to build brand awareness and generate warm introductions to mainland Chinese founders and businesses looking to expand outside of China into our markets (Hong Kong, Singapore, the UK, and the UAE).
  

Tasks (what does the role do on a day-to-day basis)

• Identify, recruit, and onboard channel partners in Greater China - including corporate service providers, accounting and audit firms, company incorporation agents, law firms, and tax/immigration advisory firms - through both outbound prospecting and converting inbound leads.
• Build and expand Osome's ecosystem partner network across Greater China (accelerators, incubators, founder communities, VC firms, banks, fintech providers, and complementary tech/SaaS players), leveraging relationships within the local startup and founder community.
• Manage partner relationships to ensure long-term engagement and satisfaction.
• Develop and execute the partnership growth strategy for Greater China.
• Oversee the partner-sourced pipeline of mainland Chinese clients looking to expand into Osome's core markets (HK, Singapore, UK, UAE), from first referral through to close.
• Take on additional responsibilities as required in a fast-paced startup environment.
• Reach out to prospective channel partners and convert inbound channel partner leads to active partners quickly and efficiently
• Handle day-to-day partner and client communication - enquiries, sales support, and onboarding
• Work closely with Operations to ensure a seamless customer experience and high service quality.
• Collaborate with cross-functional teams to resolve partner issues and remove operational blockers.
• Gather partner and customer feedback to help improve Osome's products, processes, and customer experience.
• Represent Osome at trade shows, networking events, webinars, and founder community events across Greater China, building an understanding of the local startup landscape and key players in the process.
  

Who You Are

• Experience in partnerships, channel sales, or business development, ideally in tech, SaaS, or professional services would be highly preferable
• Existing understanding of and network within China's startup/founder ecosystem (accelerators, founder communities, VC-backed startups) would be highly preferable
• Strong relationship-building and negotiation skills
• Comfortable working autonomously in a fast-paced, remote-first environment
• Fluent in Mandarin and English
  

You'll leave this role better than you started. That's the goal.
Key competencies for position and level

• People Leadership: Proven ability to manage, coach, and inspire a team member, balancing task delegation with hands-on support. Also, lead by influence where needed with SDRs and AEs.
• Deep Understanding of China Ecosystem: Deep, practical knowledge of the Chinese landscape
• Bilingual Communication: Native-level Mandarin and fluent English are mandatory to navigate local markets and collaborate with global teams.
• Data-Driven Decision Making: Strong analytical skills with the ability to translate complex data sets from ad managers and CRMs into actionable growth strategies.
• Strategic Agility: An entrepreneurial mindset that allows you to seamlessly shift from high-level planning to granular execution.
• China Online-Marketing Literacy: Practical familiarity with how China's key digital channels (WeChat, Douyin, Xiaohongshu, Baidu) work, sufficient to coach a marketing executive and troubleshoot online campaigns when they hit platform, content, or compliance obstacles.
• Channel Sales Acumen: Proven ability to negotiate partner agreements and manage a partner-sourced referral pipeline through to closed revenue.
• Relationship Building: Excellent interpersonal skills for negotiating with external partners and influencing internal stakeholders across different regions and time zones.
• Networking aptitude: Strong ability to establish networks and relationships with potential partners
  

Key behaviours we expect to see
Role
In addition to demonstrating our Osome Values (Care for customers and teammates, Continuous improvement, Transparency, Attention to detail), the role holder will be expected to demonstrate the following:

• Outstanding communication and interpersonal skills
• Excellent organizational and time management skills
• Relationship building and management skills
• Strategic thinker
• Networking aptitude
• Great multitasking skills
• Attention to detail
  

Our Benefits
Osome grows alongside you, but we already have a few perks:

• The opportunity to join a goal-driven startup with big ambitions
• An open, inclusive working environment, with founders deeply-rooted in the startup space
• An agile working model focused on goals and performance
• International environment with diverse culture
• Competitive remuneration package
• Training and professional growth allowance
• Remote-first and flexible working arrangements
• Flexible medical benefits scheme
  

Equal Opportunity Statement
At OSOME, creating a culture where individuals of all backgrounds feel comfortable really matters.
Everyone who applies will receive fair consideration for employment. We do not discriminate based upon race, colour, religion, sex, sexual orientation, age, marital status, gender identity, national origin, disability, or any other applicable legally protected characteristics in the location in which the candidate is applying. We want to ensure that we represent the diversity of talent in the society we live in today.
If you have any accessibility requirements that would make you more comfortable during the application and interview process, please let us know so that we can support you.
We believe that entrepreneurs are society's problem solvers. They see opportunities in complexities and drive us towards progress. Osome doesn't want entrepreneurs to be distracted from the important task of searching for the best solutions. By letting us handle all the routine tasks, entrepreneurs can focus on driving their business forward.