Business Development Manager, Partner Banking

At Valley Bank, we believe in people's growth potential. We invest in it. We protect it. We focus it. For nearly 100 years, we've been the Bank that clients from every industry turn to for our expertise, strategies, and advice--building the kind of trust that can fuel every goal. We are the leading relationship bank built for growth--with over $60 billion in assets, 3,800 experts, and more than 200 consumer branches and commercial banking offices in communities across the US.

At Valley, we're all driven by an ambition that goes deeper than just having a job. That's why when you work for us, we make it our goal to help you focus on what drives you--working to turn your passions and strengths into assets you can use to propel your ambitions and build the professional legacy you want. Because when we say we're a relationship bank built for growth, that's not just reserved for our clients--that includes all our associates as well.

The Business Development Manager, Partner Banking is responsible for sourcing, evaluating, and advancing new partner opportunities that align with the Bank's partner banking and embedded finance strategy. This role focuses on identifying high-quality B2B partners--such as fintechs, payments platforms, and vertical SaaS companies--and guiding opportunities from initial outreach through commercial negotiation and execution of letters of intent.

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Responsibilities Include But Are Not Limited To

• Source, cultivate, and maintain a strong pipeline of prospective partner‑banking opportunities across fintech, payments, vertical SaaS, and broader B2B technology ecosystems.
• Engage founders and executive teams to identify embedded‑finance use cases and evaluate strategic, financial, and risk alignment with the Bank's partner banking strategy.
• Lead commercial discussions--including product scope, pricing, and program structure--while coordinating with Product, Risk, Compliance, and Legal to ensure feasibility and regulatory alignment.
• Drive opportunities from initial qualification through negotiations, letters of intent, internal approvals, and execution of contractual agreements.
• Manage relationships within the fintech ecosystem to stay informed on market trends, emerging players, and new partnership opportunities.
• Track, manage, and report pipeline activity, deal progress, and commercial outcomes to support strategic decision‑making.
  
  

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Required Skills

• Strong understanding of partner banking use cases, commercial structures, and risk parameters
• Strong understanding of partner banking, embedded finance, payments, or fintech business models.
• Ability to evaluate opportunities beyond sales potential, including product feasibility, operational impact, and risk considerations.
• Experience structuring and negotiating commercial agreements, pricing models, and partnership terms.
• Excellent relationship-building skills with founders, senior executives, and internal stakeholders.
• Strong judgment and discipline in qualifying deals.
• Clear and persuasive written and verbal communication skills.
  
  

Required Experience

• Bachelor's degree in business, finance, technology, or a related field.
• Minimum of 7 years of experience in business development, partnerships, strategy, or commercial roles within fintech, financial services, payments, or B2B technology.
  
  

Preferred Experience

• Direct experience with partner banking, Banking-as-a-Service (BaaS), or embedded finance partnerships.
• Established network within fintech, payments, or vertical SaaS ecosystems.
• Experience working with regulated financial institutions or navigating risk and compliance considerations in deal execution.