The organisation operates in the fintech and digital financial services industry, where commercial growth increasingly depends on strong relationships between technology providers, financial institutions, payment service providers, software platforms, and business customers. Strategic partnerships can extend product distribution, improve service integration, expand access to new customer segments, and create additional commercial opportunities.

Developing successful partnerships requires more than identifying potential collaborators. It involves evaluating strategic alignment, establishing mutual business objectives, negotiating suitable commercial arrangements, coordinating technical and operational requirements, and maintaining relationships that deliver value over time.

The organisation is seeking a Strategic Partnerships Manager to develop and manage relationships that support its commercial objectives. The successful candidate will help identify suitable partners, assess opportunities for collaboration, coordinate partnership development, and work with internal teams to turn agreements into operationally effective relationships.

Role Summary

The Strategic Partnerships Manager will be responsible for building a pipeline of potential partners, evaluating collaboration opportunities, negotiating commercial arrangements, and coordinating partnership activities from initial discussions through implementation and ongoing performance review.

The role will focus on developing relationships with relevant organisations such as payment providers, financial technology companies, software platforms, financial institutions, technology vendors, and other businesses whose capabilities or customer bases complement the organisation’s services.

The successful candidate will need to understand both the commercial and operational dimensions of partnerships. This includes evaluating the value a partner can contribute, identifying mutual customer opportunities, assessing dependencies, and coordinating with product, technical, legal, compliance, and operations teams before agreements are finalised.

The position is suited to a commercially minded professional who can manage complex stakeholder relationships, develop structured partnership proposals, and measure whether collaborations are producing meaningful business outcomes.

Key Responsibilities

• Partnership strategy: Identify and prioritise partnership opportunities that support customer acquisition, product distribution, geographic expansion, service integration, or additional commercial revenue.

• Partner identification: Research potential partners across the fintech, payments, software, financial services, and technology sectors, assessing their capabilities, customer segments, market presence, and strategic fit.

• Opportunity assessment: Evaluate potential partnerships based on commercial value, operational feasibility, customer demand, technical requirements, implementation effort, and relevant business risks.

• Relationship development: Build professional relationships with partner executives, business development teams, product leaders, commercial managers, and other relevant stakeholders.

• Partnership proposals: Develop structured proposals outlining collaboration objectives, target markets, customer value, expected commercial outcomes, responsibilities, and implementation considerations.

• Commercial negotiations: Lead or support discussions involving referral arrangements, distribution agreements, revenue-sharing models, integration partnerships, service terms, and other approved commercial structures.

• Agreement coordination: Work with legal, compliance, finance, and other relevant teams to review proposed terms, document obligations, and ensure appropriate internal approvals are obtained.

• Technical integration coordination: Collaborate with product and engineering teams to assess integration requirements, API dependencies, implementation timelines, testing needs, and ongoing support responsibilities.

• Joint go-to-market planning: Coordinate partner-led marketing, joint sales initiatives, customer introductions, product demonstrations, webinars, and other agreed commercial activities.

• Partner onboarding: Establish clear onboarding plans, communication channels, responsibilities, milestones, and escalation procedures for new partnerships.

• Performance management: Define and monitor appropriate partnership indicators, such as referred opportunities, activated customers, transaction activity, generated revenue, integration progress, and customer retention.

• Pipeline management: Maintain accurate records of partner prospects, negotiations, agreements, planned initiatives, outstanding actions, and expected commercial contributions.

• Stakeholder coordination: Align partnership activities with sales, marketing, product, compliance, operations, and customer support teams to ensure consistent execution.

• Risk identification: Identify potential commercial, reputational, operational, contractual, and dependency risks, escalating concerns through the appropriate internal processes.

• Market intelligence: Monitor changes in the payments ecosystem, fintech partnerships, competing solutions, and customer expectations to identify new collaboration opportunities.

• Relationship optimisation: Conduct regular partner reviews, resolve issues, identify opportunities for deeper collaboration, and recommend improvements where partnerships are not meeting expectations.

• Management reporting: Prepare partnership pipeline updates, commercial forecasts, performance summaries, and recommendations for relevant stakeholders.

Requirements and Qualifications

• Bachelor’s degree in Business Administration, Finance, Economics, Marketing, Technology Management, or a related discipline, or equivalent professional experience.

• Substantial experience in strategic partnerships, business development, channel partnerships, commercial alliances, or relationship management.

• Experience working with fintech companies, payment service providers, software platforms, financial institutions, or other technology-driven businesses is highly desirable.

• Strong understanding of partnership lifecycle management, from opportunity identification and evaluation through negotiation, onboarding, and performance measurement.

• Experience preparing commercial proposals, business cases, partnership plans, and stakeholder presentations.

• Ability to evaluate commercial models, including referral arrangements, distribution agreements, integration partnerships, and revenue-sharing structures.

• Familiarity with the operational and technical considerations involved in digital financial products, payment integrations, or API-based services.

• Understanding of contractual review processes, internal approval requirements, partner due diligence, and relevant compliance considerations.

• Strong negotiation, relationship-building, and stakeholder management skills.

• Ability to manage multiple partnership opportunities and coordinate activities across different teams.

• Commercial analytical skills, including the ability to assess expected value, implementation costs, performance indicators, and potential risks.

• Excellent written and verbal communication skills, including confidence engaging senior external stakeholders.

• Familiarity with CRM and partnership management tools, pipeline reporting, and commercial forecasting.

• Ability to work independently in a remote environment while maintaining clear communication and dependable follow-through.

• A collaborative mindset and the ability to balance partner expectations with organisational priorities, customer needs, and operational capacity.

Benefits

• Remote working opportunities within Estonia, subject to applicable employment and organisational requirements.

• Opportunity to develop strategic relationships across the financial technology and digital payments ecosystem.

• Exposure to partnership strategy, commercial negotiations, technology integrations, and joint go-to-market initiatives.

• Collaboration with product, engineering, sales, legal, compliance, and operations professionals.

• Opportunities to influence commercial growth through new alliances, distribution channels, and partner-led customer acquisition.

• Professional development opportunities in strategic relationship management, fintech partnerships, and commercial strategy, where available.

• A working environment that values clear communication, accountability, long-term relationship development, and measurable partnership outcomes.

• Opportunities to contribute to the design and improvement of partnership processes and commercial operating practices.

Application Instructions

Interested candidates should submit an up-to-date CV through the relevant recruitment platform or official hiring channel associated with the vacancy. Applications should demonstrate experience developing strategic relationships, negotiating commercial agreements, and coordinating partnerships across multiple stakeholders.

Candidates are encouraged to provide examples of partnerships they have developed or managed, explaining their contribution to partner acquisition, integration delivery, customer growth, or commercial performance. Applicants should ensure that any reported results accurately reflect their individual responsibilities and achievements.

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