Job Description

Position Overview

The Strategic Partnership Manager will own, scale, and optimize our strategic referral ecosystem. Reporting directly to the Vice President of Operations, you will design the engagement strategy for our highest-value institutional relationships (including major banking partners, Payroll and HR outsourcing partners, and back-office integrations partners). This is a high-impact, executive-level relationship management and business development role. You will manage complex, multi-million-dollar revenue-share programs, drive active referral pipelines, and source new institutional partners. Your efforts will directly accelerate the distribution of our B2C fintech payment solutions, including Paycard, Tip Programs, Earned Wage Access (EWA), and digital payout programs.

Key Responsibilities

Strategic Relationship Management (60%)
• Define Engagement Strategies: Architect and execute tailored engagement playbooks for high-value banking and enterprise partners to maximize active lead generation.
• Executive Influence: Serve as the primary executive point of contact, navigating complex governance structures to maintain alignment with partner executives.
• Optimize Portfolio Performance: Monitor, analyze, and optimize partner referral metrics, ensuring portfolios meet scaling targets.
• Manage Complex Payouts: Oversee the governance of large-scale revenue-share models, ensuring accurate tracking of annual payouts ranging from six to seven figures.

New Partner Acquisition & Negotiation (20%)
• Pipeline Development: Identify, map, and target new institutional referral partners (banks, payroll providers, and enterprise networks) matching our strategic profile.
• Deal Structuring: Support end-to-end negotiation of complex partnership agreements, aligning incentives around revenue-share structures.
• Cross-Functional Launch: Partner with Legal, Compliance, Product, and Integration teams to seamlessly onboard new institutional partners.

Enablement & Go-To-Market (20%)
• Partner Enablement: Create and deliver co-branded collateral, training programs, and sales enablement toolkits for partners' internal sales forces.
• Market Feedback Loop: Gather competitive intelligence and product feedback from partners to influence our core B2C payout product roadmap.

Key Performance Indicators (KPIs)
• Referral Revenue Growth: Total revenue generated from partner-referred clients.
• Partner Funding Rate: Percentage of funded clients to clients submitting as qualified leads.
• New Partner Acquisition: Number of new institutional agreements signed annually.

Qualifications & Experience

Required Experience
• Fintech or Payments Expertise: 7+ years of experience in business development, strategic partnerships, or channel management within Fintech, corporate banking, or merchant services.
• Institutional Relationship Management: Documented success managing and scaling relationships with major banks, payroll providers, or Saas integration providers..
• Executive Gravitas: Proven track record of presenting to, negotiating with, and influencing executives.
• Complex Deal Negotiation: Hands-on experience structuring high-dollar commercial contracts and multi-million-dollar revenue-share models.

Knowledge & Technical Skills
• Product Familiarity: Understanding of B2B2C payment ecosystems, specifically Earned Wage Access (EWA), payroll card solutions, tip management, and digital payouts.
• CRM & Tooling: Daily proficiency utilizing Salesforce to track referral pipelines, manage partner contacts, and log relationship milestones.
• Productivity Suites: Understanding of both G-Suite and Microsoft Office for executive reporting, presentations, and communication.
• Data Analytics: Basic analytical capabilities to review partner performance metrics, track revenue shares, and interpret financial trends.

Travel & Location Requirements
• Travel: Ability to travel up to 25% of the time for onsite relationship reviews, partner events, and corporate site visits.

What we offer you:

A career at FIS is more than just a job. It's the change to shape the future of fintech. At FIS, we offer you:

• A voice in the future of fintech
• Always-on learning and development
• Collaborative work environment
• Opportunities to give back
• Competitive salary and benefits

FIS is committed to providing its employees with an exciting career opportunity and competitive compensation. The pay range for this full-time position is $156,060.00 - $265,300.00 and reflects the minimum and maximum target for new hire salaries for this position based on the posted role, level, and location. Within the range, actual individual starting pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Any changes in work location will also impact actual individual starting pay. Please consult with your recruiter about the specific salary range for your preferred location during the hiring process.
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Sourcing Model

Recruitment at FIS works primarily on a direct sourcing model; a relatively small portion of our hiring is through recruitment agencies. FIS does not accept resumes from recruitment agencies which are not on the preferred supplier list and is not responsible for any related fees for resumes submitted to job postings, our employees, or any other part of our company.

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