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Thunes is seeking a Partnerships Manager to own the end-to-end lifecycle of its external partner ecosystem in a hybrid San Francisco role. You will combine strategic partnership expansion with rigorous vendor management and third-party risk governance.
Key responsibilities include:
**Network Development & Account Growth**: Identify and build relationships with key financial partners—Banks, Mobile Wallet Providers, and Cash Networks—to expand the regional payment footprint. Manage the full business development cycle from lead generation through deal structuring, go-live, and ongoing account management. Maintain strong executive relationships to ensure high retention and long-term value creation. Represent the company at industry events and conduct regulatory outreach.
**Contract Ownership & Commercial Negotiations**: Lead end-to-end contract negotiations for commercial terms, pricing models, SLA structures, and liability across network partners and operational vendors. Coordinate multi-departmental approvals (Legal, Compliance, Security, Finance, Product) for new agreements and renewals. Utilize CRM and CLM/VMS systems (e.g., Gatekeeper) to track deal pipelines and renewal timelines.
**Third-Party Risk Governance & Compliance**: Conduct initial and periodic third-party risk management (TPRM) reviews, coordinate security evaluations (SOC 2), and support compliance audits. Ensure partners adhere to financial regulations, data privacy mandates, AML, and OFAC compliance. Identify risk findings, establish remediation plans, and track resolution.
**SLA Enforcement & Performance Governance**: Monitor partner and vendor performance against KPIs and SLAs. Resolve operational friction and negotiate service credits for breaches. Structure and facilitate Quarterly Business Reviews with key partners. Present complex risks to leadership with actionable recommendations.
**Cross-Functional Alignment**: Partner with Product, Engineering, Solutions Delivery, Treasury, and Legal to ensure seamless integration and execution. Drive onboarding, API integration, and system upgrades. Maintain precision records and provide executive updates on performance metrics and regulatory shifts.
Required: Bachelor's degree in Business, Finance, Law, Technology, or related field. 7+ years in Business Development, Partnerships, Vendor Management, Procurement, or TPRM within Payments, Fintech, Banking, or Financial Services. Strong background with Mobile Wallet Providers, Financial Institutions, and Payment Processors. Proven track record negotiating complex commercial contracts. Solid understanding of financial regulations, TPRM frameworks, privacy regulations, SOC 2, and OFAC/AML compliance. Highly organized with CRM and CLM/VMS experience. Exceptional negotiation, presentation, and stakeholder-management skills.
