Conduct full needs assessments with current and potential Wealth customers and recommend appropriate banking, investment and insurance products and services to meet individual needs, based on objectives, risk tolerance and proper asset allocations.

Represent the Company in community organisations and activities to enhance the Company's image and maintain and grow a referral network for additional relationship opportunities while maintaining an active prospect pipeline.

Key qualifications for success in this role include:

• Bachelor's degree in business, finance, or related field or equivalent experience

• Series 7, 63, 65 or 66 (or 63 and 65) required

• Life and Health insurance licenses required (License must be acquired within 90 days of hiring)

• Additional language skills (Mandarin and/or Cantonese fluently)

• Meaningful experience in wealth and investment product sales, providing client recommendations and increasing sales, and building and maintaining valuable relationships with high-net-worth client portfolios

• Expert knowledge in wealth planning and wealth products, the impact of macroeconomics/microeconomics/local market developments, and of external regulatory framework relevant to wealth management

• Strong client focuses and ability to deliver needs-based solutions through effective communication, influencing, and sales skills

• Ability to demonstrate strong relationship deepening skills with existing client base to build and grow relationships and develop referral sources

• Strong business development skills to work with outside COIs to develop self-sourced business

• Self-Motivated and Self-driven individual with strong relationships and communications skills

• Good understanding of how to work with Compliance, Credit & Risk and Internal Control to ensure a balanced risk operating environment

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You will conduct full needs assessments with current and potential Wealth customers and recommend appropriate banking, investment, and insurance products and services to meet individual needs, based on objectives, risk tolerance, and proper asset allocations.

As a representative of the Company, you will represent HSBC in community organisations and activities to enhance the Company's image and maintain and grow a referral network for additional relationship opportunities while maintaining an active prospect pipeline.

To succeed in this role, you will need meaningful experience in non-traditional banking financial sales, providing client recommendations and increasing sales, and building and maintaining valuable relationships with high-net-worth client portfolios.

You will also require expert knowledge in wealth planning and wealth products, the impact of macroeconomics/microeconomics/local market developments, and of external regulatory frameworks relevant to wealth management.

Additionally, you will need strong client focus and ability to deliver needs-based solutions through effective communication, influencing, and sales skills.

You will also be responsible for demonstrating strong relationship deepening skills with existing client bases to build and grow relationships and develop referral sources.

You will work with outside COIs to develop self-sourced business and require self-motivation and self-driven individual with strong relationship and communications skills.

You will also need a good understanding of how to work with Compliance, Credit & Risk, and Internal Control to ensure a balanced risk operating environment.

Finally, you will require Series 7, 63, 65, or 66 (in lieu of 63 and 65) Life and Health insurance licenses.

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Your responsibilities will include providing financial solutions and opportunities to your portfolio of clients, increasing wallet share of existing clients, and identifying product opportunities within the business. You will conduct full needs assessments with current and potential Wealth customers and recommend appropriate banking, investment, and insurance products and services to meet individual needs, based on objectives, risk tolerance, and proper asset allocations.

As a representative of the Company, you will also represent HSBC in community organisations and activities to enhance the Company's image and maintain and grow a referral network for additional relationship opportunities while maintaining an active prospect pipeline.

To succeed in this role, you will need meaningful experience in non-traditional banking financial sales, providing client recommendations and increasing sales, and building and maintaining valuable relationships with high-net-worth client portfolios. You will also require expert knowledge in wealth planning and wealth products, the impact of macroeconomics/microeconomics/local market developments, and of external regulatory framework relevant to wealth management.

You will need strong client focus and ability to deliver needs-based solutions through effective communication, influencing, and sales skills. You will also need to demonstrate strong relationship deepening skills with existing client base to build and grow relationships and develop referral sources. Additionally, you will need strong business development skills to work with outside Centres of Influence (COIs) to develop self-sourced business.

A self-motivated and self-driven individual with strong relationship and communications skills is required. You will also need a good understanding of how to work with Compliance, Credit & Risk and Internal Control to ensure a balanced risk operating environment.

Series 7, 63, 65 or 66 (in lieu of 63 and 65), Life and Health insurance licenses are required.

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. You will also receive a competitive pay and benefits package, including a robust Wellness Hub, all in a welcoming and inclusive work environment.

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This is a foundational, global role sitting at the intersection of Partnerships, Finance, and Legal. You will serve as the point of resolution for questions of deal attribution, incentive eligibility, and channel conflict, and codify decision criteria so the program scales consistently.

Responsibilities:

• Design and own the commercial framework spanning all partner channels and geographies , incentive structures, discount and margin frameworks, eligibility criteria, rules of engagement, and deal registration protection

• Run quarterly incentive qualification and governance: validate threshold attainment, resolve attribution disputes, and determine payout eligibility before handoff to Finance

• Adjudicate channel conflict, contested deal registrations, and dual-partner claims against documented criteria - and evolve those criteria as new edge cases surface

• Govern partner investment programs (market development funds, co-investment funds, and similar), deciding eligible activity, matching ratios, and at-risk vs. opportunistic deployment

• Track bilateral obligations with strategic partners , both what Anthropic has committed and what partners owe back , and trigger cure, renegotiation, or escalation when commitments slip

• Act as the primary commercial interface to Legal and Finance, translating partner business needs into contract terms, rebate structures, and localised commercial instruments

• Maintain the authoritative source document for partner commercial terms, holding the line against ad-hoc carve-outs while knowing when the framework genuinely needs to evolve

• Codify decision criteria so that exception handling scales beyond you as the partner program grows

Ideal candidate has owned multi-channel partner commercial frameworks end-to-end - designing them, running the quarterly governance, and maintaining a single source of truth through rapid growth. Experience architecting partner incentive strategy, standing up MDF or co-investment programs, or running a commercial deal desk is strongly preferred.

The annual compensation range for this role is £195,000-£225,000 GBP.

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This role will oversee all market-building activities in Japan, managing the full client pipeline from origination to deal closure, while cultivating strategic relationships with leading enterprises, institutions, partners, and regulators.

In addition to driving business development, you will also play a critical role in shaping our brand in Japan. This includes supporting marketing initiatives, participating in flagship conferences, and establishing thought leadership through an active offline presence.

As the face of LayerZero in the market, you will represent our vision to the local ecosystem, ensuring we are viewed as the leading interoperability infrastructure provider in Japan.

This role requires versatility, combining business development, partnership management, brand-building, and operational execution. Success will require entrepreneurship, critical thinking, and a high degree of ownership to adapt and execute in a complex and evolving environment.

Our team leaves egos at the door, works hard, has big ambitions, and is passionate about building the infrastructure operability layer of tomorrow. We expect the same from you.

The working environment is fast-paced with plenty of ambiguity, change, and odd hours. You have to be okay with that as we continue to grow and mature as an organization.

Responsibilities

• Market Leadership: Lead our Japan operations, developing and executing a strategy to expand adoption of our solutions across multiple verticals.

• Pipeline Ownership: Manage the entire sales pipeline from prospecting to deal closure, ensuring consistent growth opportunities.

• Client Management: Build and maintain strategic relationships with enterprises, ecosystem partners, and regulators in Japan.

• Deal Execution: Structure, negotiate, and close deals that drive adoption and long-term partnerships.

• Brand & Marketing: Support local marketing and partnership initiatives in collaboration with our marketing team, building our brand presence and ensuring consistent messaging in Japan.

• Thought Leadership: Represent the company at flagship conferences and industry events, becoming a visible and credible voice for LayerZero in Japan.

• Stakeholder Engagement: Contribute to ecosystem development by engaging with regulators, industry bodies, and thought leaders.

• Cross-functional Collaboration: Work closely with global BD, product, and marketing teams to ensure alignment and client success.

• Market Development: Identify and pursue new opportunities across Web3, financial services, and enterprise sectors, operating with entrepreneurial drive.

Requirements

• 6+ years of professional experience, ideally with exposure to technology, fintech, or Web3.

• Strong understanding of Japan’s business and regulatory environment, with networks across relevant industries.

• Proven ability to manage end-to-end business development, from origination to deal closure.

• Demonstrated success in managing senior-level relationships with enterprises, partners, and regulators.

• Experience supporting marketing campaigns and brand-building activities, including event and conference participation.

• Strong strategic thinking, sales acumen, and operational execution skills.

• Ability to thrive in ambiguity and take ownership in a fast-moving environment.

• Excellent communication and negotiation skills, with the ability to influence at the executive level.

• Entrepreneurial mindset, comfortable wearing many hats and acting as the face of the company in the market.

• Professional proficiency in both Japanese and English is required.

• A passion for building at the intersection of technology, finance, and innovation.

Benefits

Equal Opportunity Employer LayerZero Labs is committed to fostering a diverse and inclusive workplace. LayerZero Labs is an equal opportunity employer and does not discriminate on the basis of race, national origin, religion, gender, gender identity, sexual orientation, marital status, protected veteran status, disability, age, or any other legally protected status.

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The Senior Partner Manager's responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the Singapore region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations.

Responsibilities:

• Executive Relationships: Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the Singapore region.

• Sales Management: Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution.

• Market Development: Work with the specified partners' business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market.

• Business Cadence: Execute, manage and deliver Singapore pipeline and revenue growth cadence tied to the specified partners' strategies and initiatives.

• Strategy: Help shape and evolve Elastic's partner strategy, while implementing plans and execution in the Singapore region.

• Partner Ecosystem: Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships.

• Communication: High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic's partner ecosystem, strategy & programs.

• Educate: Ensure partners' stakeholders understand Elastic's value proposition and how our technology fits into their overall GTM strategy and portfolio.

Requirements:

• 8 + years in Partner Management roles.

• Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies.

• Executive presence; executive selling, communication and business development skills.

• Proven performance, personally leading to measurable revenue results through strategic partnerships.

• Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process

• Strong skills in analysis, organization, and managing projects. You must be able to make quick, informed decisions that can lead to smart risks. Your choices will have a direct impact on financial investments, revenue increases, and the performance of the teams you are part of.

• Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization.

• Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment.

• Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act

• Accountability and a bias for action

• High energy, great attitude, collaborative approach, and a learning mindset

• Willingness to travel (up to 20%)

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This is a foundational, global role sitting at the intersection of Partnerships, Finance, and Legal. You'll serve as the point of resolution for questions of deal attribution, incentive eligibility, and channel conflict, and codify decision criteria so the program scales consistently.

Responsibilities:

• Design and own the commercial framework spanning all partner channels and geographies , incentive structures, discount and margin frameworks, eligibility criteria, rules of engagement, and deal registration protection

• Run quarterly incentive qualification and governance: validate threshold attainment, resolve attribution disputes, and determine payout eligibility before handoff to Finance

• Adjudicate channel conflict, contested deal registrations, and dual-partner claims against documented criteria - and evolve those criteria as new edge cases surface

• Govern partner investment programs (market development funds, co-investment funds, and similar), deciding eligible activity, matching ratios, and at-risk vs. opportunistic deployment

• Track bilateral obligations with strategic partners , both what Anthropic has committed and what partners owe back , and trigger cure, renegotiation, or escalation when commitments slip

• Act as the primary commercial interface to Legal and Finance, translating partner business needs into contract terms, rebate structures, and localised commercial instruments

• Maintain the authoritative source document for partner commercial terms, holding the line against ad-hoc carve-outs while knowing when the framework genuinely needs to evolve

• Codify decision criteria so that exception handling scales beyond you as the partner program grows

You may be a good fit if you have

• 12+ years in partner operations, channel operations, commercial strategy, deal desk, or pricing - with direct ownership of multi-channel commercial frameworks across system integrators, resellers, and/or marketplace partners

• Hands-on experience managing market development funds, partner co-investment programs, or equivalent partner funding vehicles

• A track record of running incentive governance at a regular cadence, where your calls held up under pushback from both sales teams and partners

• Commercial and legal fluency: you've drafted commercial terms, rebate structures, and discount frameworks, and worked as the translator between business needs and Legal/Finance constraints

• Demonstrated ability to scale exception handling , turning one-off judgment calls into documented criteria that others can apply consistently

• Comfort operating as a global individual contributor across time zones, with occasional travel to partner and regional team locations

• Sound judgment and a calm, decisive approach when two parties both have a reasonable case and someone has to make the call

Strong candidates may also have

• Experience standing up partner commercial frameworks from zero at a high-growth technology company

• Background in consumption-based or usage-based business models and the incentive design challenges they create

• Exposure to international partner programs requiring localised pricing, legal instruments, and currency/payment terms

• Familiarity with partner relationship management (PRM) systems and how commercial rules get operationalised in tooling

• Interest in the responsible deployment of frontier AI and how partner ecosystems shape who gets access to it

The annual compensation range for this role is £195,000-£225,000 GBP.

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