Xpate·19 days ago
19 days ago
Banking Partnerships Manager
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What you'll do
- Map our current coverage across markets, currencies, rails and products, and build a pipeline of banks, EMIs, payment institutions and BaaS providers that fills the gaps.
- Reduce our single points of failure by adding backup routes for the channels we depend on most.
- Open doors through your own network and reach the people who can decide.
- Stay close to the market: who's opening up to EMIs, who's derisking, who just launched a new rail.
- Own the commercial terms of our existing partnerships and work them actively: pricing, fees, FX spreads, limits, settlement cycles.
- Review partner performance and service quality on a regular cycle, and reopen terms when volumes, market rates or our leverage change.
- Grow current relationships into new markets, currencies, rails and products before we go looking for a new partner.
- Benchmark what we pay against what the market offers, and know where we're overpaying.
- Evaluate partners on coverage, products, pricing, limits, licensing, reputation and financial standing.
- Learn early what each partner will and won't accept on client risk, before we invest three months in them.
- Lead commercial discussions and negotiate pricing, fees, FX, limits, SLAs and contract terms with senior stakeholders.
- Build the internal case: what a partner costs, what it unlocks, what we give up.
What they're looking for
- You bring an established network across banks, EMIs, PSPs or other financial institutions, with counterparts who will take your call.
- You have 5+ years in payments, banking or fintech, working directly with financial institutions.
- You've opened banking or payment partnerships from a cold start.
- You've renegotiated live commercial terms and improved them, and you know how to build the case, pick the moment and push without damaging the relationship.
- You've worked hands-on with SEPA, SWIFT, Faster Payments or local payment rails.
- You have experience with IBAN and account products, FX or cross-border payments.
- You've built relationships with regulated financial institutions in Europe and/or the UK.
- You're comfortable discussing pricing, fees, volumes, limits and contract terms with senior counterparts.
- You're organised enough to hold several partner tracks at once, and you've taken a partnership from first call through due diligence, contract and go-live yourself.
- You take ownership.
Nice to have
- You've done this on the EMI or PSP side and had to earn credibility with banks.
- You've handled partner due diligence from the applicant's side and know what banks want to see.
- You've worked in a fast-growing fintech where the processes were still being built.
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Company
Xpate
Cyprus
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