Sr Principal Relationship Management and Business Development Manager (Remote-Eligible)
About The Position
Capital One is seeking a remote-eligible Senior Principal Business Development & Relationship Manager for its Global Acceptance Latin America and Caribbean (LAC) team. The role manages relationships with current and prospective acquiring, merchant, and payment enablement partners to expand the Discover Network footprint across Central America and the Caribbean. It covers territory execution, regional business development, sales pipeline delivery, and partner management. The successful candidate will bring enterprise relationship experience in financial services or payments, pairing strategic consulting with relationship management to support existing accounts’ performance and long-term growth. They will be agile in problem-solving, disciplined in a remote-work setup, innovative and organized, and able to drive measurable business results through others while delivering superior service to partners. The position is open to remote employees. Travel across the region may be required up to 50% of the time. Capital One does not provide immigration-related employment authorization sponsorship or support for this role.
Requirements
- High school diploma, GED, or equivalent certification.
- At least 7 years of business development, sales, or partner relationship management experience in payments, fintech, or merchant acquiring.
- Willingness and ability to travel up to 50% of the time across the region.
Nice To Haves
- Bachelor’s degree.
- At least 4 years of people leadership and performance management experience.
- At least 8 years of business development, sales, or partner relationship management experience in merchant acquiring, payment gateways, or card networks.
- Direct experience managing payments partnerships across the Caribbean and adjacent Latin American markets.
- Demonstrated ability to independently negotiate partner contracts and deliver portfolio revenue and acceptance growth.
- Fluency in Spanish and English.
Responsibilities
- Manage senior-level partner relationships, drive regional volume growth, execute agreement renewals, and collaborate with product and marketing teams to increase adoption of products that enhance cardholder experience.
- Execute business development strategies to grow Discover Network’s merchant-acquiring market share, adapting approaches to local regulations and regional market conditions.
- Develop territory and prospect plans with the manager, and engage processor partners to generate prospects and leads.
- Analyze transaction data and acceptance metrics to identify processing gaps, coverage holes, and expansion opportunities across key corridors.
- Represent Discover Network at regional trade shows, industry forums, and partner events to increase brand visibility, develop senior stakeholder relationships, and generate qualified leads.
- Monitor partner performance against business KPIs and address friction or operational underperformance in alignment with Global Payment Network objectives.
- Lead day-to-day contract negotiations and commercial terms for new partner additions and existing contract renewals.
- Expand acceptance across merchant verticals including airlines, hospitality and hotels, restaurants, retail, and tour and travel operators.
- Source, vet, and close enablement partnerships in underserved territories across Card Present and Card-Not-Present channels and regional ATM networks.
- Support partner onboarding, technical readiness, and operational launches for new product releases, capabilities, and network enhancements.
- Operate in alignment with Anti-Money Laundering, Enhanced Due Diligence, and global network compliance policies.
- Track competitor activity, regulatory changes, and emerging acquiring trends across the Caribbean, and escalate actionable insights to internal product and business leaders.
- Travel up to 50% of the time across the region.
Benefits
- Comprehensive, competitive, and inclusive health, financial, and other benefits supporting total well-being.
- Performance-based incentive compensation, which may include cash bonuses and/or long-term incentives.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
High school or GED
