Partner Manager - Retail
Why Tyro?
At Tyro, we’re into business big time. Through our integrated payments, banking and lending solutions, we’re here to ensure nothing stands in the way of Australian business success. With over 21 years' experience under our belt, we know what it takes to build something great, which is why we combine the best people, technology, and partners to deliver simplified payments and seamless business banking to our customers. We’re proud to power more than 76,000 merchants across Australia and to work with almost 800 partners to create seamless experiences for hospitality, retail, services and health providers.
It starts with You.
Just like our customers, we’re obsessed with the success of our people. So, when you come onboard, we’ll give you all the support you need to do your best work. Our close to 600 Tyros are a highly collaborative team, so you’ll get to work with smart, motivated and friendly people across Tyro. We are fast paced and innovative and strive to live our values everyday – commit to greatness, stay hungry, wow the customer, be good and win together! We are big enough for you to have opportunities to have a career at Tyro and small enough that you can have a real impact. As we continue our mission to shake things up and make payments the easiest part of doing business, you’ll have the opportunity to learn new skills with hands-on experience, further your career, and help unleash the potential of our customers, one payment at a time.
🎥 Step inside life at Tyro here.
About the role
The Partner Manager is responsible for managing, growing and expanding Tyro's Retail partner ecosystem. The role owns relationships with key Retail partners, including referral partners, POS providers, software platforms and integrated technology partners, and is accountable for driving partner-sourced growth, partner engagement and product adoption.
This is a hands-on commercial role with both partner management and partner business development responsibilities. The Partner Manager will protect and grow existing strategic partners while also identifying, qualifying, onboarding and activating new partners that can support Tyro's Retail growth objectives.
Working closely with Sales, Product, Marketing, Operations and Support, the role will help partners refer suitable merchants, support key integrations, promote relevant Tyro capabilities and assist Business Development Executives in converting partner-referred opportunities.
What you'll do
Strategic Partner Relationship Management
Own and manage a portfolio of strategic Retail partners, including referral partners and integrated technology partners.
Build strong relationships across partner organisations, including commercial, operational, technical and senior stakeholders.
Develop a clear understanding of each partner's business model, customer base, product roadmap, referral behaviour and commercial priorities.
Maintain simple partner plans for priority partners, covering growth opportunities, referral targets, product adoption, key contacts, risks and next actions.
Strengthen Tyro's position with existing partners by improving engagement, referral consistency, integration support and commercial alignment.
Partner Business Development and Onboarding
Identify, qualify and pursue new Retail partner opportunities with strong referral, integration or commercial potential.
Build a targeted partner pipeline across relevant Retail ecosystems, including POS, eCommerce, retail software, loyalty, franchise and technology platforms.
Assess prospective partners against clear criteria, including merchant reach, Retail relevance, referral potential, integration opportunity, commercial fit and expected value to Tyro.
Coordinate onboarding for new partners, including commercial setup, internal approvals, Salesforce records, referral process, enablement, training and launch planning.
Own the early activation plan for newly onboarded partners, with a focus on securing engagement, early referrals and clear next steps.
Partner Growth and Referral Performance
Drive growth in qualified referrals, applications, MSV, gross profit and revenue from existing and newly onboarded Retail partners.
Work with partners to improve referral consistency, referral quality, merchant fit and speed of opportunity progression.
Identify declining partner performance early and implement practical recovery plans.
Ensure partners receive timely feedback on referred opportunities so they remain engaged and confident referring merchants to Tyro.
Use partner performance insights to identify campaigns, enablement or commercial actions that can unlock further growth.
Product, Integration and Partner Enablement
Drive awareness and adoption of relevant Tyro products and capabilities across Retail partners.
Support partner understanding of Tyro's Retail proposition, including in-store payments, online payments, embedded payments, Payment Links, loyalty, card matching, omnichannel refunds and reporting APIs where relevant.
Maintain visibility of integration health for key partners, including technical contacts, support requirements, product roadmap alignment and escalation pathways.
Identify and manage partner risks, including declining referrals, disengagement, competitor activity, technical issues or reduced support for Tyro integrations.
Develop partner-specific enablement, including product updates, training, sales collateral, launch support and agreed go-to-market activity.
Sales Collaboration, Reporting and CRM Discipline
Work closely with Business Development Executives to support conversion of partner-referred opportunities.
Facilitate partner introductions, stakeholder alignment, deal escalation and partner influence where it can improve conversion outcomes.
Provide regular reporting on partner health, referral performance, new partner pipeline, product adoption, integration risks and opportunity outcomes.
Maintain accurate Salesforce records for partner contacts, activity, opportunities, source attribution, partner plans, product adoption, risk status and next actions.
Share partner insights with Sales, Product, Marketing, Operations and Support to improve the partner and merchant experience.
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Strategic partner-sourced applications, MSV, gross profit and/or revenue against agreed targets.
Growth in qualified referrals from existing strategic Retail partners.
New strategic or high-potential Retail partners identified, qualified, onboarded and activated.
New partner pipeline health, including target accounts, qualified prospects, active conversations, onboarding status and launch readiness.
First referral, first application and/or first merchant activated from newly onboarded partners.
Average applications or qualified referrals per active strategic partner.
Strategic partner health, including engagement cadence, stakeholder coverage, partner satisfaction and risk status.
Adoption of relevant Tyro products and capabilities by strategic partners.
Quality and progression of partner-referred opportunities, including pipeline velocity, stale opportunity management and BDE support.
Salesforce hygiene and process discipline, including accurate partner plans, contacts, source attribution, activity history, risk status and next actions.
What you'll bring
Experience in partner management, channel sales, business development or strategic account management.
Experience in payments, fintech, SaaS, POS, eCommerce, retail technology, integrated software or technology partnerships is highly regarded.
Proven ability to grow partner-sourced revenue, qualified referrals, applications or other commercial outcomes.
Experience identifying, qualifying, onboarding and activating new partners in a B2B environment.
Strong relationship management skills across commercial, operational, technical and senior stakeholders.
Commercial understanding of referral partnerships, integrated payments, software ecosystems or merchant acquiring is advantageous.
Strong CRM discipline, preferably with Salesforce, including pipeline, activity and performance reporting.
Undergraduate degree in Business, Marketing, Commerce or a related field is advantageous but not essential.
Readiness to travel as required.
Commercially minded, with the ability to turn partner relationships into measurable business outcomes.
Balanced partner manager and business developer who can grow existing partners while opening new partner relationships.
Structured and proactive, with strong follow-through, planning discipline and attention to detail.
Strong communicator who can explain product, integration and commercial concepts simply.
Comfortable influencing partners and internal teams without direct authority.
Collaborative team player who works closely with Sales, Product, Marketing, Operations and Support.
Results-focused, resilient and comfortable operating in a fast-moving growth environment.
What’s in it for you?
We’ve worked hard to create an environment that’s big on diversity, inclusion, and flexibility, and one that suits the changing needs of team members across Australia. Here are just some of the things Tyros tell us they love about working here.
You’ll also receive:
A mix of in-office and remote working (3 days in the office)
Learning and career development opportunities
18 weeks paid primary carers leave
12 weeks paid secondary carers leave
Annual team-based volunteer day
Birthday Leave
Power Up Day (Additional day of leave)
Weekly team social events, snacks, craft beer and wine, ping pong and video games
Taco Tuesdays
Mental health and wellness initiatives
Novated leasing
Tyro is committed to a diverse, inclusive workplace where everyone thrives. We welcome applicants of all backgrounds and are an equal opportunity employer. If you need accommodations or adjustments at any stage of the recruitment process, simply inform our Talent team during your conversation with them.
Still with us?
If you’ve got this far, then you might just be a great fit for us. Don’t tick all the boxes above? That’s ok, apply anyway and our Talent team will review your profile - you might be a fit for future roles.
#LI-Hybrid
- Locations
- Sydney
- Remote status
- Hybrid
