Senior Principal Relationship Management and Business Development Manager

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Cultivate and manage relationships with existing and potential acquiring, merchant, and payment enablement partners.

• Broaden the Discover Network presence throughout Central America and the Caribbean.

• Implement territory strategy, oversee regional business development, ensure sales pipeline delivery, and manage partner relationships.

• Directly oversee senior-level partner relationships to foster regional volume growth and manage agreement renewals.

• Collaborate with product and marketing teams to enhance partner adoption of cardholder-experience products.

• Execute business development strategies aimed at increasing merchant-acquiring market share in targeted markets.

• Create territory and prospect plans and engage processor partners for lead generation opportunities.

• Analyze transaction data and acceptance metrics to pinpoint processing gaps, areas lacking coverage, and potential expansion opportunities.

• Represent Discover Network at regional trade shows, industry forums, and partner events.

• Monitor partner performance against key performance indicators (KPIs) and address any operational underperformance.

• Lead contract negotiations and establish commercial terms for new partnerships and renewals.

• Advance acceptance expansion in sectors such as Airlines, Hospitality/Hotels, Restaurants, Retail, and Tour/Travel Operators.

• Identify, evaluate, and finalize enablement partnerships across Card Present, Card-Not-Present, and regional ATM channels.

• Assist with partner onboarding, ensure technical readiness, and support operational launches for new products and network enhancements.

• Ensure adherence to AML, EDD, and global network compliance policies.

• Monitor competitor activities, regulatory changes, and acquiring trends within the Caribbean, providing actionable insights as needed.

⛳️ Requirements

• High School Diploma, GED, or equivalent certification.

• Minimum of 7 years of experience in business development, sales, or partner relationship management within payments, fintech, or merchant acquiring sectors.

• Proven track record in managing key enterprise relationships in financial services or the payments industry.

• Strong strategic consulting and relationship management skills.

• Capable of agile problem-solving and self-discipline in a remote work environment.

• Innovative, highly organized, and able to drive business results through collaboration while providing exceptional partner service.

• Willing and able to travel up to 50% of the time within the region.

• Preferred: Bachelor’s Degree.

• Preferred: Over 4 years of experience in people leadership and performance management.

• Preferred: More than 8 years of experience in business development, sales, or partner relationship management specifically in merchant acquiring, payment gateways, or card networks.

• Direct experience in managing payments partnerships across the Caribbean and surrounding Latin American markets.

• Demonstrated ability to negotiate partner contracts independently and achieve portfolio revenue and acceptance growth.

• Proficient in both Spanish and English.

• Applicants must not require employer immigration sponsorship or related support.

🏝️ Benefits

• Performance-based incentive compensation, which may include cash bonuses and/or long-term incentives (LTI).

• Comprehensive, competitive, and inclusive health, financial, and other benefits that support total well-being.

• Reasonable accommodations available for applicants who require them.