Fintech Partnerships & Growth Manager

Member Driven Technologies•Farmington Hills, MI

5d•Hybrid

About The Position

Build and grow MDT's fintech partnerships by strengthening existing relationships, finding new revenue opportunities, helping fintech companies connect to MDT, and keeping MDT informed about changes in the market. This role manages assigned partnership programs and vendor relationships, serves as the first business contact for fintech companies interested in MDT integration services, and works closely with other MDT teams to move opportunities from discussion to delivery.

Requirements

B.S. or equivalent experience and training.
Five or more years of experience in partnerships, business development, partner or channel sales, vendor management, account management, fintech, technology services, or a related field.
Demonstrated success building business relationships, negotiating agreements, identifying revenue opportunities, and moving opportunities from discussion to commitment.
Knowledge of the credit union, financial services, fintech, or technology markets, including common vendor business models, partnership approaches, and industry trends.
Understanding of partnership management, business development, consultative selling, contract terms, pricing, and partner performance.
Working knowledge of technology and integration concepts sufficient to lead business conversations and work effectively with technical experts.
Ability to use market research, financial information, pipeline data, and performance measures to support decisions.

Nice To Haves

MBA or similar preferred.
Credit union, financial services, fintech, or technology services experience is strongly preferred.

Responsibilities

Manage Emerging Solutions, Premier Partnerships, and other assigned fintech relationships from evaluation through ongoing relationship management.
Build strong relationships with partners, understand their goals, and identify ways MDT and the partner can create more value for each other and for our credit union clients.
Grow revenue from existing relationships through higher level partnership offerings, marketing programs, conference opportunities, integration services, and other approved services.
Help create and improve MDT partnership programs by listening to partners, understanding what clients value, and balancing new ideas with MDT's ability to deliver them well.
Negotiate partnership agreements and pricing, coordinate internal approvals, and track revenue, renewals, opportunities, and partner performance.
Maintain a clear view of MDT's fintech partner portfolio and make sure it continues to support company priorities and client needs.
Review assigned partner and vendor relationships based on client value, revenue opportunity, performance, and the amount of MDT time and support required. Recommend whether relationships should be grown, maintained, moved to a different partnership level, or ended when they no longer provide enough value.
Identify gaps in MDT's fintech offerings and recruit new partners when there is a clear client or business need.
Lead the business side of partner evaluation, due diligence, agreement negotiation, and onboarding, working with the appropriate MDT teams along the way.
Work with Product Management when a relationship becomes a Strategic Alliance or another productized reseller offering, with Product Management taking ownership of the ongoing product lifecycle.
Serve as the first business contact for new fintech companies that want to connect to MDT's client systems. Understand the vendor's business need, explain MDT's available integration services and pricing, and help move qualified opportunities toward an agreement.
Use these conversations to identify fintech companies that may also be a good fit for Emerging Solutions, Premier Partnerships, or other partnership opportunities.
Bring in the appropriate Technical Manager for technical discovery, feasibility, and solution design.
Hand approved integration work to Project Management or Delivery for implementation planning, delivery coordination, and management of technical resources.
Stay involved as the vendor relationship contact during implementation when business questions, expectations, escalations, or broader partnership opportunities arise.
Stay current on the credit union and fintech market so MDT understands where client needs, vendor offerings, and technology trends are changing.
Gather information from clients, fintech companies, industry groups, conferences, internal teams, competitors, and other available research.
Work with Product and Partnerships Operations and other internal resources to research topics, compare vendors, spot trends, and identify gaps or opportunities.
Turn market information into practical recommendations about where MDT should focus, which partnerships may be worth pursuing, and what clients and employees need to know.
Share useful market and vendor information through reports, presentations, briefings, and educational content for MDT employees and clients.
Provide market and vendor insight to executive leadership and client facing teams when decisions or client conversations require it.
Set clear expectations with partners about program requirements, responsibilities, benefits, and measures of success.
Monitor partner performance, commitments, client feedback, revenue, and participation, and address concerns when a relationship is not meeting expectations.
Develop strong working relationships with partner leaders, sales teams, delivery teams, and support contacts to improve collaboration and uncover new opportunities.
Coordinate partner participation in approved marketing, education, conference, sponsorship, and client activities with the appropriate MDT teams.
Keep partner records, agreements, program requirements, performance information, and internal documentation accurate and current.
Work closely with Product Management, Sales, Client Success, Marketing, Digital Solutions, Technology, Security, Audit and Compliance, Project Management, Legal, Finance, and other teams as needed.
Make sure business ownership, requirements, timelines, and handoffs are clear so partnership and integration commitments are understood by the teams responsible for delivering them.
Support partnership launches, internal education, client communications, conference activities, and efforts to increase awareness and adoption.
Keep executive leadership informed of important market changes, partnership opportunities, revenue progress, partner performance, and significant risks or concerns.
Participate in meetings and committees as required and embrace other duties as assigned.