Head of Payments Accounts, Partnerships, and Channel Strategy

Wells Fargo Bank•New York, NY

About The Position

Wells Fargo Consumer Banking and Lending (CBL) serves customers across the country through online and digital channels, numerous retail branches, ATMs, and customer service centers. CBL is focused on innovating and transforming our business with customers at the center, better enabling them to engage with us how, when, and wherever they choose through a broad suite of financial products and services. The Head of Payments Strategy, Accounts, Partnerships & Channels is responsible for driving growth and competitive advantage through the development and execution of external-facing channel partnerships across Big Tech, Fintech, Open Banking, AI/Agentic and On-Chain categories. This leader will evaluate large-scale and/or high-growth technologies and business models to identify priority partners, define commercial objectives, lead partner engagement, establish product/feature roadmaps, and optimize channel performance over time. The role serves as the primary relationship / account lead for external partners outside Wells Fargo, and a key advisor to senior leadership inside Wells Fargo. The role will leverage market insights, partner performance data, and industry trends to inform strategy, investment decisions, and long-term product development and business planning.

Requirements

10+ years of Strategy and Planning experience or equivalent demonstrated through one or a combination of the following: work experience, training, military experience, education
6+ years of Management experience

Nice To Haves

Strong people leader, able to hire, develop and grow high performing teams.
Able to develop and implement structured partnership programs, lead and manage external client/account relationships, and unify cross-client priorities for internal product / platform teams.
Experience in payments, fintech, financial services, corporate strategy, business development, partnerships, or a related field.
Demonstrated expertise in the payments ecosystem, including card networks, digital wallets, alternative payment methods (APMs), fintech partnerships, and emerging payment technologies.
Comfort with technology, technical concepts and platform strategies.
Ability to set strategy and define successful outcomes with product / technology teams.
Proven ability to develop and execute growth strategies that drive revenue, customer acquisition, and market expansion.
Strong experience managing strategic partnerships and negotiating complex agreements with external partners and stakeholders.
Experience creating and managing partnership performance frameworks, KPIs, governance structures, and accountability models.
Deep understanding of payment industry trends, competitive dynamics, digital commerce, and evolving customer payment preferences.
Ability to evaluate market opportunities and develop strategic recommendations regarding new capabilities, investments, acquisitions, and partnerships.
Ability to achieve results in a high complexity environment.
Executive level communications.

Responsibilities

Develop Channel Strategy: Monitor new payment trends and technologies, including Big Tech / Fintech programs, AI/agentic models and blockchain-related digital currency innovations. Leverage industry knowledge, data and market research to identify large-scale channel growth opportunities and/or material channel conflicts in need of resolution.
Lead Commercial Partnerships / Account Teams: Lead partner outreach, establish strategic senior relationships, and work to implement productive long-cycle channel partnerships. Establish practical, executable commercial partnership principles and frameworks. Develop and lead account teams capable of spear-heading ambitious new business / product development initiatives, and capable of managing long-term complex structured relationships.
Maintain Channel Relationships / Account Plans: Work with partner teams (external) and business / product / technology teams (internal) to identify impactful opportunities, build account plans, track performance metrics, and identify product road-map / development objectives. Establish structured partner engagement cadence (meetings, QBR), set and negotiate financial objectives, establish and manage performance metrics, ensure partner roadmaps support growth and customer experience objectives, lift/improve underperforming partnerships