B2C & B2M PRODUCT & PARTNERSHIP MANAGER

Responsible for defining the strategy and delivering the value proposition and payment experience for both Consumers and Merchants, creating the best end-to-end experience as the core enabler of value, engagement, and monetization.

This role shapes the offer vision and strategy by leveraging market, customer, and competitive insights. This includes defining compelling value propositions, identifying and onboarding strategic solution partners, structuring pricing and bundling models, building robust business cases, and determining clear commercial positioning and go-to-market strategies. It is accountable for envisioning future-ready payment journeys, designing differentiated payment-driven offers, and driving measurable business outcomes.

Acting as the orchestrator of the offer lifecycle with full ownership of the experience and the performance, this role works closely with the Product & Platform team to translate market needs into actionable business requirements. In parallel, it collaborates with the customer-facing teams to capture market insights, enable commercial teams, drive adoption and monitor performance to continuously optimize market impact.

Key Accountabilities

Strategy & Vision

• Define and own the Merchant and Consumer offer vision, strategy and roadmap aligned with company growth priorities

• Position payments as core enablers of ecosystem value and monetization

• Identify market opportunities through customer insights, competitive analysis, and fintech trends

Market & Opportunity Identification

• Identify and size growth opportunities through:

• Market and trend analysis

• Customer, consumer and merchant insights

• Competitive benchmarking

• Translate unmet needs into clear value proposition opportunities and innovation themes

• Anticipate emerging trends in payments, fintech, and digital ecosystems

End-to-End Value Proposition Management

• Define compelling value propositions for merchant & consumers

• Design business models, including:

• Pricing and revenue models

• Bundling and packaging strategies

• Build and own robust business cases (growth, profitability, ROI, scalability)

• Own value proposition throughout the full lifecycle direction (define, launch, scale, retire):

• Discovery and validation

• Solution design (in collaboration with Product, UX, Tech)

• Delivery and launch

• Scaling, optimization, and eventual retirement

• Work closely with Product Owners and Platform teams to:

• Translate business intent into clear product requirements

• Ensure delivery aligns with value, timeline, and quality expectations

• Define optimal build / buy / partner strategies

• Maintain clear accountability for outcomes (adoption, revenue, margin, customer satisfaction).

Partnership Management

• Identify, onboard and manage selected partners to reinforce offer value proposition or address capability gaps.

• Define partnership models and commissioning schemes

• Own full partnership lifecycle from negotiation to performance management.

• Ensure partnerships deliver scalability, differentiation, and commercial value

Consumer & Merchant Payment Experience Ownership

• Consumers: Enable innovative experiences such as:

• Payment-linked offers

• Loyalty-driven payments

• Incentive-based usage

• Merchants: Deliver value-added solutions, such as:

• Payment analytics and insights

• Loyalty-driven acceptance

• Monetization and growth tools

Go-to-Market & Commercialization

• Define marketing mix (segmentation, positioning, channel, customer care service level…)

• Work closely with the Go-To-Market team to translates these elements into go-to-market plan: campaigns, promotions, always on programs working closely with global Digital Marketing operations

• Support launch, sales enablement, and adoption

Profile & Capabilities

Core Competencies

• Strong strategic thinking combined with hands-on execution

• Expertise in partnership management and product & offer management

• Expertise in payments and fintech ecosystems

• Strong customer experience (CX) and journey design mindset

• Proven ability to design and scale two-sided platforms (Consumer & Merchant)

• Excellent business and financial acumen (pricing, unit economics, ROI)

• Strong analytical skills with data-driven decision-making

• Experience in experimentation, optimization, and performance management

• Ability to manage complex ecosystems and ambiguity at senior level

• Excellent communication, influence, and leadership skills

Experience & Background

10–12+ years of experience in:

• Value Proposition management - crafting compelling, differentiated, and customer-centric value propositions

• Partnership management and platform-based business models

• Payment solutions, checkout experiences and monetization strategies

Proven track record of:

• Launching and scaling products and offers - owning end-to-end lifecycle and business outcomes

• Identifying and managing full partnership lifecycle from negotiation to performance management and exit

• Defining and optimizing payment strategies for merchants and consumers

Strong Plus

• Experience in multinational environments