Vivian Tawhara
Sydney
Summary
✅ Channel Partnerships & Ecosystem Expansion – Secured 33 new partnerships, driving merchant acquisition and market penetration.
✅ Payments Strategy & Digital Commerce Expertise – Developed end-to-end partnership strategies to expand PayFac, PSP, and financial institution networks.
✅ Data-Driven Decision-Making – Leveraged BI dashboards and analytics to optimize payment flows and partnership performance.
✅ Revenue Growth & Sales Leadership – Increased partnership revenue by 12.4%, aligning go-to-market execution with strategic business goals.
Overview
16
16
years of professional experience
Work History
Head of Channel Partnerships + Executive Director
Ventii
11.2024 - Current
- Established and led Ventii, a strategic partnerships consultancy focused on helping businesses scale through alliances with PSPs, ISVs, fintechs, and payment facilitators.
- Designed and implemented scalable partnership models that enabled payment providers to expand their merchant ecosystems and increase revenue.
- Developed tailored partnership strategies, aligning partner priorities with business goals to maximize long-term growth and retention.
- Led negotiations and commercial discussions with financial institutions, technology providers, and acquirers to create high-impact partnerships.
- Acted as a trusted advisor to clients, helping them optimize go-to-market strategies and partnership execution frameworks.
Head of Channel Partnerships (ISV's, Fintech, PSP)
ANZWL Payment Solutions
03.2022 - 11.2024
- Secured a step change in new partner acquisition driving a 12.4% increase in revenue and over 1000 new merchant customers.
- Led a high-performing partnerships and sales team, aligning with product, data, and commercial teams to execute market-leading payment solutions.
- Designed and implemented partner analytics and insights frameworks, leveraging BI dashboards and payment metrics to drive strategic decision-making.
- Negotiated large-scale commercial partnerships, aligning partner priorities with ANZWL’s growth objectives and increasing payment volume.
- Spearheaded new revenue opportunities by expanding partnerships across PayFacs, PSPs, POS systems, and financial institutions.
- Formulated and executed the partnership strategy for ANZWL in collaboration with ANZ Bank, including the integration of new partner operations and process flows across business teams + analysis of back book payments data
- Product Pipeline and Team Leadership: Developed a pipeline of referral partnerships across fintech and digital payments landscape and led a new team to enhance the partnership network in lockstep with product delivery teams
- Product, Operational & Data Management: Managed both partner and joint venture requirements in alignment with the target operating model, ensuring effective coordination and execution
- Revenue Growth: Created and maintained plans to drive revenue growth in new partnership verticals, with a focus on Payfacs, PSP's, POS partnerships, and financial institutions
- Partner Product Relations: Oversaw internal and external partner relations, including responding to RFPs and overseeing the team to address any issues that arise
- Forecasting and Budgeting (P&L): Provided accurate and timely forecasting and budgeting, including the rebalancing of budgets to meet strategic goals and owning P&L
- Executive Reporting: Contributed to the executive leadership team with weekly and monthly financial and performance reports
- Team Leadership and Coordination: Served as the primary point of contact for day-to-day leadership, oversight, and coordination of the partnership team's activities
- Partner Satisfaction: Ensured optimal partner satisfaction through effective issue tracking and resolution, handling customer service, complaints, and service failures
- Stakeholder Engagement: Fostered continuous dialogue with partners and joint venture stakeholders to maintain cohesive and productive relationships
- Relationship Management: Managed deep customer relationships, including progress reporting, performance evaluation, and operational issue resolution
- Global Product Liaison: Coordinated with Worldline global staff to ensure that partner commitments were met on time, to agreed standards, and to partners' expectations
Director - Digital Partnerships
VISA
01.2016 - 11.2022
- Led Visa’s digital partnerships strategy, onboarding key fintech and PSP partners to expand network tokenization and payment processing capabilities.
- Drove digital commerce innovation, leading go-to-market efforts for Visa Installments and BNPL solutions, enhancing adoption across enterprise merchants and acquirers.
- Optimized payment flows by leveraging data insights, improving conversion rates, and expanding Visa’s market share in digital commerce.
- Managed high-value CXO negotiations, securing landmark agreements with global digital players like Uber, Facebook, PayPal, and Amazon.
- Empowered Key Partners & Key Visa Products: Fostered growth for Visa's key acquirers and merchants by leveraging Visa's assets to drive their business expansion
- Innovated Payment & Product Solutions: Collaborated with partners to co-create innovative payment solutions across various domains, including loyalty, network tokenization, real-time payments, prepaid, and debit/credit card solutions
- Managed White Label and Co-Brand Programs: Directed white-label and co-brand programs, working closely with product teams to discover and capitalize on portfolio enhancement opportunities
- Oversaw Complex Portfolios: Managed strategic merchant agreements, product deployments, and card programs, ensuring effective execution and alignment with business goals
- Developed Strategic Offerings: Conducted analysis and profit modeling to craft strategic commercial offerings, navigating senior financial approval processes to secure successful outcomes
- Negotiated at C-Level: Engaged in high-stakes negotiations with global digital partners and local stakeholders at the CEO/C-level, driving impactful agreements
- Executed Merchant Sales & Solutions Strategy: Implemented the Merchant Sales & Solutions strategy for Australia, boosting Visa's merchant sales volume, market share, data processing revenues, and enhancing acquirer, merchant, and consumer preference for Visa
- Directed Internal Product Operations: Coordinated internal Visa operations to address specific merchant or acquirer requests, ensuring the delivery of critical business support and advancing Visa's share of wallet through the usage of Visa products
- Led Product Workshops: Investigated and developed product-led workshops with co-creation teams to identify challenges and devise MVP solutions using innovative design methods
- Contributed to Market and Product Strategies: Participated in market analysis and local business development; developed and submitted account and product plans to senior executives
- Advocated within Fintech Community: Acted as a liaison within the fintech community and championed the Visa developer platform
Business Development Leader & Digital Partnerships
VISA
01.2016 - 02.2022
- Client Relationship Leadership: Spearheaded client relationships with payment gateways and new payment partners across AUNZSP and APAC, fostering strong partnerships
- Digital Capabilities Enablement: Led efforts to implement Visa's digital capabilities, including serving as the go-to market lead for the Visa Installments Solution
- Commercialization Journey: Guided enterprise merchants and acquirers through the commercialization process for Visa's Installments Solution, and navigated its integration with other BNPL platforms
- Portfolio & Product Management: Oversaw complex portfolios involving strategic partnership agreements, data analysis, product deployment, and card programs
- Strategic Analysis and Profit Modelling: Conducted analysis and profit modelling to create strategic commercial offerings, including navigating senior financial approval processes
- CXO Negotiations: Engaged in complex negotiations with global and local digital partners at the CEO/C-level, driving impactful agreements
- Internal Operations Coordination: Directed internal Visa operations to address specific merchant or acquirer requests, ensuring business support aligned with Visa's growth objectives
- Business Development and Implementation: Coordinated and presented business development and product implementation opportunities to clients, driving forward Visa's goals
- Product Development Workshops: Led product workshops with co-creation teams to identify challenges and develop MVP solutions using human-centered design methods
- Market and Business Development Strategy: Contributed to market analysis and local business development strategies; prepared and submitted account and product plans to senior executives
- Fintech Community Liaison: Acted as a liaison within the fintech community and an advocate for the Visa developer platform
- Partnership Growth Recommendations: Recommended strategies for Visa to expand fintech and B2B partnerships, enhancing Visa's market presence
- Strategic Payment Flows: Developed strategies for new payment flows across AUNZSP, creating new revenue opportunities for Visa
Enterprise Development Leader (Ecommerce, Retail)
PAYPAL (Braintree Division)
01.2013 - 12.2016
- Launched Braintree in Australia, developing strategic partnerships with fintechs, ISVs, and enterprise merchants to drive market penetration.
- Led channel partner engagement with Uber, Airbnb, Airtasker, and other high-growth digital commerce platforms, enabling seamless payment integrations.
- Developed go-to-market and commercial strategies for Braintree’s developer platform, positioning it as a leading solution for fintechs and startups.
- Managed Key Partnerships: Oversaw end-to-end relationships with major digital partnerships, ensuring effective integration and service delivery for Braintree's payment platform
- Enhanced Processing Capabilities: Improved processing solutions for significant players in the gig economy, including Uber, Airbnb, and Airtasker, driving innovation in payment experiences
- Co-Created Payment Solutions: Collaborated on internal and external platform interfaces to identify and develop groundbreaking payment experiences
- Engaged C-Level Clients: Promoted the capabilities of Braintree's developer platform to C-suite executives, discussing opportunities with CTOs to enhance their existing payment systems
- Built C-Level Relationships: Developed and maintained relationships with new and existing C-level managers, creating and expanding sales opportunities
- Guided Integration and Implementation: Assisted clients through the integration and implementation of Braintree's software, ensuring smooth transitions
- Strategized with Leaders: Worked closely with regional and global leaders to shape Braintree's strategy and analyze the competitive landscape
- Facilitated Merchant Account Setup: Provided support for clients setting up merchant accounts, streamlining the onboarding process
- Negotiated Contracts and Pricing: Conducted extensive negotiations with large digital partners and startups to finalize contracts and pricing agreements
- Explored Commercial Opportunities: Identified and pursued new commercial opportunities with non-traditional partners, expanding Braintree's market reach
- Developed Fintech Engagement Strategy: Collaborated with regional counterparts to refine the overall fintech engagement strategy and position Braintree as a market leader
- Market Analysis and Partnerships: Continuously reviewed the market landscape to identify and develop partnership or acquisition opportunities, enhancing Braintree's market position
Channel Partnerships Sales Leader
FISERV
01.2009 - 12.2013
- Alliance Strategy Management: Developed and managed key alliance strategies and relationships to drive growth in the retail sales sector
- End-to-End Sales Cycle: Oversaw the complete sales cycle for merchant and acquiring services, ensuring effective execution and customer satisfaction
- Team Leadership: Led and developed a team of 12 mid-level business development professionals, focusing on nurturing, empowering, succession planning, and providing leadership support
- Strategic Plan Development: Created and implemented strategic plans to acquire and retain market share with key channel partners, specifically financial institutions in Australia
- Channel Partner Management: Managed and developed relationships with channel partners and their sales teams to maximize referrals and support the retail sales team
- Sales Campaign Design: Designed and implemented channel-specific sales campaigns, training programs, and process improvements to enhance performance
- Relationship Building: Cultivated strong relationships with channel partners, evolving First Data's acquiring business in Australia by identifying and integrating new partners
- Demand Creation: Drove demand through targeted promotions and lead generation activities, contributing to overall sales growth
- Issue Resolution: Addressed and resolved escalations efficiently, ensuring smooth operations and client satisfaction
- Process Improvement Champion: Led efforts to improve channel and ISO strategies, enhancing operational efficiency and effectiveness
- Marketing and Sales Campaign Coordination: Collaborated with team management and marketing to drive sales campaigns and develop relevant marketing materials for channels
- Market Feedback and Innovation: Provided market insights and suggested improvements to enhance team performance and strategy
- CRM Standards and Management: Ensured adherence to CRM standards using Salesforce and provided guidance to the telesales manager on motivational tools
- People and Budget Management: Managed team performance, set KPIs, developed plans, and handled budget management
Education
MBA - Business Admin Innovation
The University of Sydney
Sydney10-2023
Dip Commerce Marketing - Business & Commerce
North Sydney Tech College
North Sydney10-2001
HSC -
St Catherine's High School
Sydney12-1998
Skills
✅ Strategic Partnerships & Business Growth – Developing and executing scalable partnership models to expand client ecosystems
✅ Revenue Generation & Commercial Strategy – Driving revenue growth through innovative go-to-market strategies and value-aligned partnerships
✅ Client Advisory & Consulting – Providing expert guidance on partnership execution, market expansion, and business scaling
✅ Negotiation & Stakeholder Management – Leading high-impact commercial negotiations with PSPs, ISVs, fintechs, and financial institutions
Languages
English
Full Professional
Spanish
Professional Working
Italian
Limited Working
Interests
Passionate about business innovation, fintech, and strategic partnerships, I thrive on exploring emerging trends in digital payments, e-commerce, and financial technology I enjoy networking within the payments and fintech ecosystem, mentoring future leaders, and contributing to industry discussions through thought leadership and public speaking
Outside of work, I am actively involved in community initiatives, supporting OzHarvest, homelessness programs, and student mentorship I have a strong interest in business strategy, leadership development, and fostering high-performing teams
I also enjoy traveling, staying active, and exploring new cultures, which provides fresh perspectives on global commerce and market expansion strategies
Timeline
Head of Channel Partnerships + Executive Director
Ventii
11.2024 - Current
Head of Channel Partnerships (ISV's, Fintech, PSP)
ANZWL Payment Solutions
03.2022 - 11.2024
Director - Digital Partnerships
VISA
01.2016 - 11.2022
Business Development Leader & Digital Partnerships
VISA
01.2016 - 02.2022
Enterprise Development Leader (Ecommerce, Retail)
PAYPAL (Braintree Division)
01.2013 - 12.2016
Channel Partnerships Sales Leader
FISERV
01.2009 - 12.2013
MBA - Business Admin Innovation
The University of Sydney
Dip Commerce Marketing - Business & Commerce
North Sydney Tech College
HSC -
St Catherine's High School
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