Strategic Partnerships Manager (Working Capital Solutions) - SCIB

Strategic Partnerships Manager (Working Capital Solutions) - SCIB

Country: Spain

IT STARTS HERE

Santander (www.santander.com) is evolving from a global, high-impact brand into a technology-driven organization, and our people are at the heart of this journey. Together, we are driving a customer-centric transformation that values bold thinking, innovation, and the courage to challenge what’s possible.

This is more than a strategic shift. It’s a chance for driven professionals to grow, learn, and make a real difference.

Our mission is to contribute to help more people and businesses prosper. We embrace a strong risk culture and all our professionals at all levels are expected to take a proactive and responsible approach toward risk management.

Santander Corporate & Investment Banking (Santander CIB) is Santander's global division that supports some of the world's most complex and sophisticated corporate and institutional clients, offering customized services and value-added wholesale products to best meet their needs.

THE DIFFERENCE YOU MAKE

Santander CIB Trade & Working Capital solutions is looking for a Strategic Partnerships Manager based out of Madrid.

We are looking for a highly experienced professional to join the Trade Finance team within Global Transaction Banking (GTB), with a key responsibility for driving the development, execution and commercial performance of strategic partnerships in the Working Capital Solutions space.

The role will be responsible for establishing, developing and managing relationships with strategic partners, identifying opportunities for collaboration and translating those opportunities into concrete business initiatives and commercial results.

A key element of the position will be to ensure the end-to-end execution of the projects agreed with strategic partners, as well as leading the execution and implementation of the underlying transactions and operations that support and generate the business arising from those projects.

The position will also have a strong commercial and revenue accountability component, ensuring that agreed initiatives and transactions deliver the revenue objectives established for each partnership.

The role has a strong international dimension, requiring frequent interaction with stakeholders and partners across different geographies and a high level of exposure to senior internal and external stakeholders.

We’re shaping the way we work through innovation, cutting-edge technology, collaboration and the freedom to explore new ideas. To succeed in this role, you will be responsible for:

1. Strategic Partnership Development

   • Identify, establish and develop long-term relationships with strategic partners relevant to Santander's Trade Finance and Working Capital Solutions strategy.
   • Develop a clear understanding of partners' business models, capabilities and strategic priorities to identify areas of mutual value creation.
   • Build and maintain strong relationships with senior stakeholders across partner organisations.
   • Develop partnership strategies and joint business plans aligned with Santander's commercial objectives.
   • Identify new opportunities to expand existing partnerships and develop new strategic collaborations.

2. Business Development & Solution Creation

   • Identify and originate new opportunities within the Working Capital Solutions ecosystem.
   • Work closely with Trade Finance, GTB and other relevant teams to develop innovative propositions and solutions for clients and partners.
   • Translate market and client needs into commercially viable partnership opportunities.
   • Support the negotiation and definition of business cases, commercial models and partnership agreements.
   • Contribute to the design of solutions involving Receivables Discounting, Inventory Finance and other working capital and trade finance structures.
   • Leverage knowledge of the broader Working Capital ecosystem to identify opportunities for product innovation and new business models.

3. Project & Transaction Execution

   • Take ownership of the end-to-end execution of strategic initiatives agreed with partners, ensuring delivery against scope, milestones and expected outcomes.
   • Lead and coordinate the execution of the transactions and operations that underpin and feed the projects developed with strategic partners, ensuring that commercial agreements are successfully translated into live business.
   • Coordinate cross-functional teams across product, technology, operations, legal, risk, compliance, sales and other relevant areas.
   • Act as the key point of coordination between Santander and the strategic partner throughout the implementation and execution lifecycle.
   • Ensure that operational, legal, risk, technology and process requirements are appropriately addressed to enable successful execution.
   • Proactively identify and resolve execution risks, dependencies and roadblocks.
   • Ensure that projects and associated transactions move efficiently from concept to implementation and subsequently into scalable, sustainable commercial activity.
   • Monitor the performance and execution of live transactions, ensuring that issues are addressed promptly and that agreed service and commercial objectives are achieved.

4. Commercial & Revenue Accountability

   • Take ownership of the commercial performance of strategic partnerships, projects and associated transactions.
   • Ensure that each project has clearly defined revenue targets, KPIs and business objectives.
   • Track performance against budget and revenue commitments, identifying corrective actions where necessary.
   • Work with relevant commercial, product and sales teams to maximise client adoption, transaction volumes, scalability and revenue generation.
   • Ensure that the revenue generated by the projects and underlying transactions is aligned with the business case agreed with the strategic partner.
   • Provide regular performance updates to senior management, highlighting progress, risks, opportunities and required actions.

5. International Stakeholder Management

   • Operate effectively across multiple geographies, cultures and organisational environments.
   • Collaborate with international Santander teams and external partners to drive global and cross-border initiatives.
   • Represent Santander in senior-level discussions with strategic partners and ecosystem participants.
   • Build effective working relationships across Santander's international Trade Finance and GTB organisation.

WHAT YOU’LL BRING

Our people are our greatest strength. Every individual contributes unique perspectives that make us stronger as a team and as an organization. We’re enabling teams to go beyond by valuing who they are and empowering what they bring.

The following requirements represent the knowledge, skills, and abilities essential for success in this role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Professional Experience

• At least 5 years of professional experience in Trade Finance, Transaction Banking, Working Capital Solutions or a closely related field. (Required)

• Strong understanding of Trade Finance products and Working Capital Solutions, with particular knowledge of Receivables Discounting. (Preferred)

• Proven experience in business development, strategic partnerships and/or complex project and transaction execution. (Preferred)

• Demonstrable track record of taking strategic initiatives from origination through implementation and commercialisation. (Preferred)

• Experience leading or coordinating complex transactions and operational execution associated with strategic projects. (Preferred)

• Strong commercial orientation, with experience managing or contributing to revenue targets and business plans. (Preferred)

• Experience working with multiple stakeholders across product, sales, operations, technology, legal, risk and compliance functions. (Preferred)

Education

• Bachelor’s degree in Finance, Economics, Business Administration, Business Analytics, Engineering or a related field (Required).

• Master’s degree (MSc/MBA) and/or professional qualification (e.g., CFA) (Preferred).

Languages

• Fluent English is essential, with a deep level of professional proficiency and the ability to operate confidently in senior-level international discussions, negotiations and presentations. (Required)

• Additional languages would be considered an advantage. (Preferred)

Hard Skills

• Strong knowledge of Trade Finance and Working Capital Solutions. (Required)

• Solid understanding of Receivables Discounting and receivables-based financing solutions. (Preferred)

• Knowledge of the broader Trade Finance product suite and transaction lifecycle. (Preferred)

• Knowledge of Securitisation / Asset Securitisation is highly desirable and will be considered a strong advantage, particularly where relevant to receivables and Working Capital Solutions. (Preferred)

• Understanding of the intersection between Trade Finance, Working Capital, receivables financing and structured finance would be highly valued. (Preferred)

Soft Skills

• Excellent relationship-building and stakeholder management skills, with the ability to engage effectively with senior internal and external counterparts.

• Strong business acumen and ability to identify and develop commercially attractive opportunities.

• Strong project management and transaction execution capabilities.

• Ability to combine a strategic mindset with hands-on execution.

• Strong analytical and problem-solving skills, with the ability to translate complex issues into actionable plans.

• Excellent communication, negotiation and influencing skills.

• Strong ownership mindset and ability to take accountability for delivering outcomes.

• Comfortable operating in an international, fast-paced and highly collaborative environment.

• Ability to manage multiple projects and transactions simultaneously while maintaining a strong focus on commercial outcomes.

Key Success Factors

Success in the role will be measured by the ability to:

• Build and maintain a strong portfolio of strategic partnerships.

• Originate and develop new Working Capital Solutions opportunities.

• Successfully execute strategic partnership projects from concept through implementation.

• Lead the execution of the transactions and operations that generate the business associated with those projects.

• Convert partnership opportunities into sustainable, scalable business.

• Achieve or exceed the revenue and budget objectives agreed for each initiative.

• Ensure the successful operationalization and scalability of new solutions.

• Build strong collaboration across Santander's international organization.

• Establish Santander as a preferred partner within the relevant Trade Finance and Working Capital ecosystem.

WE VALUE YOUR IMPACT

Your contribution matters, and it’s recognized. You can expect a fair, competitive reward package that reflects the impact you create and the value you deliver. But we know rewards go beyond numbers.

• We’re enable our teams to go beyond through global opportunities and broad career paths.

• Learning for life. Access hundreds of courses on our platforms, including exclusive access to our global learning space: Santander Open Academy (www.santanderopenacademy.com)

• Competitive rewards. Receive a highly competitive salary with performance-based bonuses, motivating you to keep growing with us.

• Financial advantages. Benefit from preferential banking terms, special interest rates on loans, life insurance, and more.

• Your health is our priority. Through BeHealthy, our global wellness programme, we promote Holistic wellbeing.

• We know family is everything. That’s why we offer childcare support and family-friendly programmes tailored to each life stage.

• Always by your side. Get access to Santander Contigo, our program for employees and their families offering legal, emotional, and administrative advisory services.

• Extra benefits. Gym/WellHub membership, medical centers in some of our facilities, meal subsidy, parking, shuttle service from various points in Madrid, as well as exclusive discounts and offers for Santander employees. And that’s only the beginning—we’ll tell you more when you join!

We’re here to keep you motivated, help you reach your goals, and celebrate your progress, every step of the way.

LOCAL COMPLIANCE

Santander is proud of being an organization where there are equal opportunities regardless of age, gender, disability, civil status, race, religion or sexual orientation. We are committed to providing an inclusive and accessible application process for all candidates.

WHAT TO DO NEXT

If this sounds like a role you are interested in, then please apply.

READY TO TAKE THE NEXT STEP IN YOUR JOURNEY?

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