Job Overview

The Channel Manager is responsible for executing the channel diversification strategy defined by the Small Business Division to deliver channel growth, activation, and performance outcomes in line with defined targets. This involves identifying, onboarding, and nurturing relationships that drive meaningful lending volume, and developing repeatable, operationally efficient models to support scale. The role sits at the intersection of business development, relationship management, and product collaboration.

Main Duties & Responsibilities

- Channel strategy execution
- Identify target channel segments and priority channels
- Translate strategy into partner acquisition plans, activation roadmaps, and performance targets
- Monitor delivery versus plan and escalates gaps

- Partner Acquisition & Development

- 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 using a disciplined, targeted approach, driven by solving the underlying customer need and alignment to strategic direction
- Build clear partner value propositions that demonstrate how Shift solves for the customer need
- Develop a repeatable onboarding and activation (GTM) framework
- Ensure partners scale through systemised models, not bespoke agreements

- Channel Performance & Growth

- Drive and report on channel-level performance: volume, conversion, and 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

- Broker Channel Optimisation

- Partner with the 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

Skills & Experience Required

- Proven experience in channel, partnerships, or indirect distribution roles
- Good understanding of legal, regulatory, and risk requirements that impact commercial constructs
- Demonstrated experience exploring the customer problem statement and identifying viable solutions

Experience Scaling

- Broker or aggregator channels
- 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
- Robust 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 optimisation
- Strong stakeholder management across commercial and product teams and with external partners

Key Advantages

- Collaborative teams – a flat structure means everyone can learn from colleagues and senior leaders around the business
- Be involved – come together with all of your colleagues every 100 days to share the product and technology roadmap and business strategy
- Adaptable working environment – we’re headquartered in North Sydney with state‑based workplaces and offer a flexible work policy
- Family support – industry‑leading 26 weeks paid parental leave
- Purpose built spaces within our office – designed for collaboration, brainstorming, socialising, and focused work
- Range of benefits supporting your physical, psychological, and financial wellbeing. From a day off on your birthday to excellent end‑of‑trip facilities

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📌 Channel Partner Manager (North Sydney Council)
🏢 Shift
📍 North Sydney Council