VP/Strategic Partnerships

Location: Nationwide
Job Type: Full-Time | Exempt | Remote Eligible
Salary Range: $175,000 - $185,000 per year

Job Summary

The Strategic Partnerships role is responsible for driving growth within the Bank's Payment Solutions division by developing and managing key partner relationships. This position focuses on sourcing and establishing new partnerships with Independent Sales Organizations (ISOs), Independent Software Vendors (ISVs), Financial Institutions (FIs), agents, merchants, Payment Facilitators (PayFacs), and other strategic partners through proactive business development efforts.

This role plays a critical part in expanding the Bank's payments platform across merchant services and integrated payment channels while building a strong pipeline and maximizing revenue opportunities. The incumbent collaborates closely with cross-functional teams, including Risk, Compliance, Operations, and Product, to deliver tailored payment solutions that align with client needs and the Bank's regulatory and risk standards. Success in this role requires strong relationship management, strategic thinking, and the ability to manage the full client lifecycle from origination through ongoing portfolio growth.

Essential Duties and Responsibilities

Business Development & Strategic Partner Growth

• Identify, recruit, develop, and manage new Wholesale Independent Sales Organizations (ISOs), Agents, Independent Software Vendors (ISVs), Payment Facilitators (PayFacs), Financial Institutions (FIs), and other strategic partner relationships through self-generated leads and business development efforts.
• Build, activate, and grow new sales partners, with a focus on achieving revenue, payment volume, and portfolio growth targets during the first 12 months and beyond.
• Develop and maintain strong relationships with clients, prospects, referral partners, and executive-level stakeholders to drive long-term business growth and maximize revenue opportunities.
• Expand revenue within existing partner and client portfolios through consultative and value-based selling techniques.
• Attend industry conferences, meetings, and networking events to generate leads, strengthen relationships, and increase market presence.
• Maintain an active pipeline of prospects, ensuring accurate forecasting, activity tracking, and sales reporting.

Solution Development & Deal Execution

• Assess client and partner business needs and recommend appropriate merchant acquiring, integrated payments, embedded payments, and PayFac solutions.
• Demonstrate expertise in the Bank's payments products, services, and affiliate offerings to deliver tailored solutions and secure additional business.
• Structure and negotiate partner agreements, contracts, pricing schedules, and related documentation in collaboration with Legal, Product, Risk, and other internal stakeholders.
• Coordinate internal approval processes and ensure all transactions meet profitability objectives, operational requirements, and policy standards.

Risk Management, Due Diligence & Compliance

• Facilitate client and partner onboarding by gathering and reviewing due diligence documentation, including financial statements, ownership structures, processing history, and other required information.
• Partner closely with Risk, Compliance, Underwriting, and Operations teams to support onboarding, underwriting, approval, and monitoring processes.
• Identify, assess, and escalate potential risk concerns, unusual processing activity, or client exposure issues as appropriate.
• Ensure all client and partner engagements comply with applicable regulatory requirements, including BSA/AML, KYC/KYB, Customer Identification Program (CIP), Customer Due Diligence (CDD), and internal policies and procedures.

Portfolio Management & Client Lifecycle Oversight

• Manage the ongoing performance of assigned partner and client portfolios, including transaction volume, revenue growth, profitability, and risk profile.
• Conduct periodic business reviews and identify opportunities for cross-selling, upselling, relationship expansion, and retention.
• Collaborate with Operations and Service teams to resolve client issues and ensure a high-quality customer experience throughout the relationship lifecycle.

Cross-Functional Leadership & Operational Excellence

• Partner effectively with Product, Treasury Management, Operations, Risk, Compliance, Legal, and other internal teams to deliver cohesive client solutions and support strategic initiatives.
• Provide market intelligence, competitive insights, and client feedback to support product development and business strategy.
• Exercise sound judgment and decision-making within established authority limits while ensuring adherence to organizational policies and procedures.
• Promote a culture of integrity, accountability, diversity, inclusion, and ethical business practices.
• Perform additional duties and responsibilities as assigned.

Minimum Qualifications

These specifications are general guidelines based on the minimum experience normally considered essential to the satisfactory performance of this position. The requirements listed below are representative of the knowledge, skill and/or ability required to perform the position in a satisfactory manner. Individual abilities may result in some deviation from these guidelines.

Required

• Minimum 8-10+ years of experience in payments, merchant services, fintech, or financial services
• Demonstrated experience in business development, client relationship management, and deal execution
• Working knowledge of payments products, including ACH, card acquiring, and/or PayFac or integrated payment models
• Experience working within or alongside regulated financial institutions or bank-aligned environments

Preferred

• Experience with ISO, ISV, SaaS, or platform-based payments partnerships
• Familiarity with underwriting processes, risk evaluation, and compliance frameworks
• Bachelor's degree in Business, Finance, or related field

Benefits & Perks

• Competitive employer contribution to medical, dental and vision coverage
• 401k plan with employer match
• Flexible Spending Accounts (FSA) and Dependent Care Accounts
• Employee Assistance Program (EAP)
• Employer provided Calm subscription
• Employer provided mental health benefits through Teladoc
• Life, AD&D and disability insurance
• Minimum 15 Days of Vacation, 11 Paid Federal Holidays, Paid Time off to Volunteer
• Online discount program
• Tuition Reimbursement Program

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