About this role
- KEY RESPONSIBILITIES:
- Review, update, and manage the business development sales pipeline, tracking the status of ongoing negotiations with prospective fintechs, merchants, and strategic partners.
- Lead meetings and negotiations with prospective partners to structure commercial terms, revenue-sharing models, pricing tiers, and service agreements.
- Coordinate closely with Product, Engineering, Legal, and Compliance teams to align on integration requirements, technical scoping, and regulatory approvals for active partner onboarding.
- Conduct market research, identify emerging ecosystem opportunities, and proactively reach out to target enterprise clients, utility providers, and aggregators to pitch digital financial services.
- Review daily and weekly transactional metrics, throughput volumes, and active user growth across existing partner channels to ensure performance aligns with strategic targets.
- Ensure seamless operational handover by creating standard operating procedures (SOPs), training support teams, and establishing Tier-2/Tier-3 support escalation channels.
- Track post-launch product metrics (transaction success rates, system latency, user adoption, transaction volumes) during the hyper care phase.
- Define and execute the comprehensive business development and partnership strategy for Digital Financial Services (Mobile Money, Digital Wallets, Merchant Acquiring, Open Banking, and Value-Added Services).
- Identify, evaluate, and prioritize strategic alliance opportunities with key market players, including fintech startups, utility providers, e-commerce platforms, and enterprise merchants.
- Lead end-to-end partnership lifecycles from initial outreach and pitch development to strategic alignment and pilot testing.
- Lead high-value commercial, financial, and legal negotiations with prospective partners, structuring revenue-sharing models, pricing tiers, and SLA agreements.
- Collaborate closely with Legal, Risk, and Compliance teams to draft watertight partnership contracts, Memorandums of Understanding (MoUs), and service agreements.
- Optimize existing partner relationships to continuously improve commercial terms, drive higher transaction throughput, and expand joint service offerings.
- Work together with DFS Product Management, and Project teams to scope out integration requirements for new partners and embedded finance channels.
- Champion open banking and API monetization strategies by onboarding third-party developers and corporate clients onto the organization's developer portal.
- Coordinate go-to-market (GTM) campaigns, joint promotional activities, and PR rollouts alongside Marketing and PR departments for newly launched partnerships.
- Own the DFS revenue targets, gross margin contributions, and transaction volume KPIs tied to partnership ecosystems.
- Maintain a robust business development pipeline, conducting regular performance reviews, forecast modelling, and competitive market analysis.
- Monitor market trends, competitor offerings, and regulatory shifts in the digital payments space to identify emerging business opportunities.
- DAILY RESPONSIBILITIES:
- Screen strategic fintech, merchant, and ecosystem partner pipelines; evaluate business models against revenue potential and compliance fit.
- Draft term sheets, negotiate revenue-share models, and align joint GTM terms with partner executive teams.
- Shepherd partnership agreements through Legal, Risk, Compliance, and Credit committees to ensure regulatory alignment before signing.
- Track key joint metrics, transaction volumes, partner-led customer acquisition, and API integration milestones to address underperformance early.
- Maintain high-level relationships with active partner C-suites while briefing internal business heads to ensure resource backing for ongoing integrations.
- CHALLENGES:
- Internal legal, risk, and regulatory review cycles take months, causing fast-moving partners to lose interest or drop out.
- Business Development closes ambitious partnership deals, but internal engineering backlogs and legacy API limits block or delay execution.
- Fintechs demand low-margin, high-volume revenue splits, while bank risk committees push for high-margin, zero-risk terms.
MINIMUM POSITION QUALIFICATION REQUIREMENTS
- Academic & Professional
Particulars
Detail
Specific Field or Qualification
Need Type[1]
Education
Bachelor’s degree
Economics, Finance or Business-related course
RQ
Professional Qualifications
- Business Development Senior Certified Professional
- Negotiation Certification
- Agile certified Practitioner
RQ
Master’s degree
Economics, Finance or Business-related course
AA
- Experience
Total Minimum No of Years Experience Required
7
Detail
Minimum No of Years
Need Type[2]
Banking & Financial services
4
DE
Senior leadership
2
ES
Regulatory exposure 1
ES