What We NeedCORPAY is currently looking to hire a VP, Strategic Partner Development, within our North America Partner division. This position falls under our ARCO Product Management line of business. In this role, you will accelerate growth through strategic partnerships with fuel retailers, convenience store networks, payment platforms, loyalty providers, and other distribution partners.
This leader will identify, develop, negotiate, and launch new partner programs that expand Corpay's commercial fleet card footprint, with a focus on high-value, multi-stakeholder opportunities similar to current initiatives with major retail fuel and technology partners. This role is ideal for a commercially driven partnership leader who can move from strategy to execution: sourcing prospects, building executive relationships, structuring economics, aligning internal stakeholders, driving partner-specific business cases, and ensuring opportunities successfully transition from deal concept to implementation.
You will report directly to the President of North America Partners and regularly collaborate with your team and departments.
How We WorkAs a VP, you will be expected to work in a virtual environment. CORPAY will set you up for success by providing:
- Assigned workspace in home office set up
- Company-issued equipment + remote access
Role ResponsibilitiesThe responsibilities of the role will include:
Partner Strategy and Pipeline Development- Develop and own a prioritized pipeline of new strategic partners across fuel, convenience retail, fleet services, card/payment technology, loyalty, marketplaces, and adjacent channels.
- Identify partners where Corpay can create value through co-branded or private-label fleet card programs, mixed fleet products, improved approval rates, merchant acceptance, digital experiences, or revenue-share models.
- Build senior-level relationships with prospective partners and represent Corpay's partner capabilities in executive conversations.
Deal Development and Commercial Structuring- Lead discovery with partners to understand store footprint, commercial diesel presence, sales force capacity, inbound/field seller mix, customer base, application flow, current provider limitations, and economics.
- Work with finance and analytics to develop business cases, including production assumptions, start rates, pumped volume, realization, bad debt, digital/product costs, seller funding, and partner economics.
- Structure commercial terms such as revenue share, rebates, thresholds, minimum guarantees, growth adjustments, reporting requirements, and settlement mechanics.
- Negotiate term sheets and partner agreements in partnership with Legal, Finance, Product, Credit, Operations, and executive leadership.
Internal Alignment and Execution Leadership- Serve as the commercial quarterback from prospecting through signed deal and launch readiness.
- Coordinate closely with Product, Technology, Credit, Risk, Marketing, Sales, Finance, Legal, and Operations to assess feasibility, economics, implementation effort, and timing.
- Help prioritize partner opportunities against finite technology and product capacity, including tradeoffs between new partner launches and existing roadmap commitments.
- Ensure clean handoff from business development to implementation/onboarding, with clear partner requirements, economics, success metrics, owners, and launch timeline.
Partner Launch and Growth- Support partner launch planning, seller enablement, executive business reviews, and early performance monitoring.
- Define partner KPIs, including applications, approvals, starts, activation, gallons/spend, revenue, realization, bad debt, seller productivity, partner-funded support, and profitability.
- Partner with account management and operations to identify expansion opportunities after launch.
Qualifications & Skills- Minimum bachelors degree with 10+ years of business development, strategic partnerships, corporate development, or enterprise sales experience, ideally in commercial payments, fleet/fuel cards, retail fuel, fintech, issuing/acquiring, loyalty, or B2B financial services.
- Demonstrated success sourcing and closing complex partnership deals involving commercial economics, technology integration, product configuration, legal negotiation, and executive alignment.
- Strong financial acumen; able to build and challenge business cases, understand partner economics, and identify the levers that drive profitable growth.
- Comfortable selling to and negotiating with C-level and senior executives at large enterprise partners.
- Strong cross-functional leadership skills; able to drive action across Product, Technology, Finance, Legal, Credit, Sales, and Operations without direct authority.
- Ability to translate ambiguous partner interest into a concrete deal structure, financial model, product requirements, and launch plan.
- Experience with co-branded/private-label card programs, fleet/commercial card products, merchant acceptance, rebates/revenue share, or partner-funded distribution is strongly preferred.
Benefits & Perks- Medical, Dental & Vision benefits available the 1st month after hire
- Automatic enrollment into our 401k plan (subject to eligibility requirements)
- Virtual fitness classes offered company-wide
- Robust PTO offerings including major holidays, vacation, sick, personal, & volunteer time
- Employee discounts with major providers (i.e. wireless, gym, car rental, etc.)
- Philanthropic support with both local and national organizations
- Fun culture with company-wide contests and prizes
