Flip, a leading financial technology company in Indonesia, is seeking an accomplished Business Development Partnership Manager to join our leadership team.
About Flip
Rafi, Luqman, and Anjar, who were college friends in Universitas Indonesia, started Flip as a project in 2015 to transfer payments to each other at a fraction of what banks would charge them. They are pioneers in the Indonesian market, with their technology now helping millions of Indonesians, both individuals and businesses, carry out bank-to-bank money transfers through a reliable and seamless app.
After seven years of operations, Flip has helped Indonesians transfer money worth several trillions of rupiah and has received double-digit funding from respectable investors such as Sequoia India, Insight Partner, and Insignia. Flip’s ultimate mission is to give Indonesians access to one of the most progressive and fairest financial services in the world.
At Flip, we always strive to provide the fairest place for you to work, learn, and grow with talented and fun people in various opportunities to advance your career and get fair rewards. We believe that we have to treat employees, customers, and all stakeholders fairly and respectfully. Fair treatment for employees means we establish clear goals, facilitate our employees to achieve them, and value their contribution to the company with equitable benefits.
What You'll Do
1. Strategy Development & Execution:
- Develop and implement a comprehensive strategy for identifying and securing partnerships with target banks (ranging from large incumbents to digital/neo-banks).
- Analyze market trends, competitor activities, and regulatory landscapes within the banking sector to identify new partnership opportunities and refine the partnership strategy.
- Align the banking partnership strategy with the overall company goals, product roadmap, and commercial targets
Partnership Identification & Sourcing:
- Proactively identify and research potential bank partners whose capabilities, customer base, or strategic focus align with company’s objectives.
- Build and maintain a robust pipeline of prospective bank partners.
- Network effectively within the banking and fintech industries to generate leads and build relationships.
2. Relationship Building & Pitching:
- Initiate contact and cultivate strong, long-term relationships with executors within the target banks.
- Clearly articulate the company's value proposition, technology, and specific partnership proposals tailored to the unique needs and strategic priorities of each potential bank partner.
- Deliver compelling presentations and demonstrations.
3. Deal Negotiation & Closure:
-Lead the end-to-end deal process, from initial discussions and term sheet negotiation to final contract execution.
- Structure complex partnership agreements, including commercial terms, service level agreements (SLAs), technical integration requirements, and go-to-market plans.
- Collaborate closely with internal teams (Legal, Product, Technology, Compliance, Finance) to ensure proposed partnerships are feasible, compliant, and commercially viable.
4. Partnership Launch & Onboarding:
- Coordinate with internal project management, technical, and operational teams, as well as the partner bank's teams, to ensure smooth onboarding and successful technical integration.
- Develop and support the execution of joint go-to-market plans with partner banks.
5. Partnership Management & Growth:
- Serve as the primary relationship manager for key existing bank partners.
- Monitor partnership performance against agreed KPIs and objectives.
- Identify opportunities to deepen relationships and expand the scope of existing partnerships (e.g., upselling, cross-selling, new initiatives).
- Conduct regular business reviews with partners.
- Act as an escalation point to resolve any issues arising within the partnership.
6. Market Intelligence & Internal Feedback:
- Gather insights from bank partners and the market to inform the company's product development, marketing strategies, and overall business direction.
- Provide regular updates on the partnership pipeline, deal progress, and market landscape to senior management.
What You'll Need
Required Qualifications & Experience:
- Minimum 5-7 years of experience in Business Development, Strategic Partnerships, or a comparable client-facing role, with a significant portion focused on the financial services sector.
- Proven track record of successfully identifying, negotiating, closing, and managing complex strategic partnerships, specifically with banks or large financial institutions.
- Strong understanding of the Fintech landscape and banking industry (operations, products, digital transformation trends, regulatory environment - knowledge of local regulations like OJK/BI in Indonesia).
- Experience working within a Fintech company or selling technology/services to banks is highly desirable.
- Demonstrated ability to build rapport and trust with relevant partner at partner organizations.
- Excellent understanding of partnership structuring, contract negotiation, and deal execution processes.
Preferred Qualifications:
- Existing network of contacts within the target banking sector
- Technical aptitude, with an understanding of APIs, platform integrations, and core banking systems being advantageous.
- Experience working in a high-growth startup or scale-up environment.
- Fluency in Indonesian and English.