Partner Development Manager, AMER Bank Partnerships

Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About the team

The Financial Partnerships team sits within the Global Partnerships organization and is a key component of Stripe’s success. Our team is responsible for developing and managing Stripe’s relationships with the global and regional banks, card networks, and money movement product partners that enable Stripe’s product strategy and deliver new capabilities to Stripe users. Our team executes on high-impact, cross-functional product partnership initiatives across existing products and early stage “up the stack” financial products. These partnerships have a significant impact on Stripe and are essential for us to offer products used by millions of our users.

What you’ll do

We are looking for a new member to join our team to develop and execute on high-impact initiatives and strategies with both new and existing AMER Financial Partners. As part of the role, you will work closely with Product to support our Financial Accounts, Issuing, and Capital businesses. This includes developing partner requirements, leading relationships with partners to execute on these requirements, and negotiating, signing, and managing relationships with global partners to support our growing business.

The role requires close coordination internally with cross-functional teams including Product as aforementioned plus Engineering, Legal, Finance, and Risk and externally with partners’ senior executives.

Responsibilities

• Manage Stripe’s critical bank partner relationships, with a focus on driving the execution of joint initiatives and launching new offerings to benefit Stripe users
• Ensure best-in-class, methodical partner and deal management rooted in milestone definition, thoughtful negotiation approach, and alignment on opportunities of mutual interest
• Leverage industry knowledge to craft thoughtful partnership and product strategies, and execute deals and initiatives that support Stripe’s strategy 
• Gather inputs from and coordinate with internal cross-functional stakeholders (including risk, compliance, product, engineering, treasury) to drive creation and execution of partner (and related product) strategy
• Identify partner stakeholders who will champion Stripe, educate them about Stripe’s value proposition, and build alignment between Stripe and our partner’s executive teams
• Manage strategic planning and negotiation/expansion with key partner 
• Manage multiple stakeholders with varying priorities and drive creative solutions and commitment to a shared goal
• Use strategic and product creativity to design and develop new models for money movement and extension of BaaS use cases to Stripe’s direct and platform users 
• Exhibit an operationally focused mindset, with an ability to lead teams through complex relationship management activities by setting a clear vision and running tight processes

Who you are

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. 

Minimum requirements

• 10+ years of experience in strategic partnerships, business development, corporate development or related field; experience across partner management or business development working with banking institutions in PSPs or fintechs enabling pay in/pay out, stored value and/or cross border money movement experiences
• Advanced knowledge of the banking and clearing landscape across multiple geographies with specific focus on transaction banking, e-money, safeguarding, multi currency, and cross border payments
• Experience building proprietary global issuing or collection and payout networks is ideal
• Experience negotiating commercial deals with bank partners, including scaling such deals across multiple partners
• Thorough understanding of fintech business models and associated best practices with regard to compliance and risk management
• A proven track record of working in a product centric environment with significant internal and external dependencies across product, engineering, legal, sales, risk and compliance. 
• Broad and deep experience executing industry-wide partnership strategies to build innovative product experiences and go to market models
• Strong negotiation skills and ambitious on what we should try to do with our partners and how Stripe creates value and differentiation
• An operationally focused mindset, with an ability to see challenging deals through to success, far beyond signing, leading teams through execution by using planning, metrics, and organizational structures
• Having a mindset of contributing to the success of the team and overall company, outside of individual goals and objectives