⇒ Role Summary
The Client develops innovative enterprise partnerships that drive incremental profitability across the organisation through integrated commercial relationships spanning multiple Lines of Business. The Manager, Enterprise Partnerships (Financial Services) will lead the origination, development, structuring and commercial negotiation of new Strategic Financial Services Partnership opportunities across Asia Pacific.
The role will develop integrated propositions spanning the Client's Entertainment, Cruise Line, Experiences, Consumer Products, Publishing, Interactive/Gaming and future enterprise businesses. This includes expanding existing financial services relationships through new campaigns, sponsorships, products, markets and cross-Line of Business initiatives.
Working closely with the Manager, Account Management, APAC business teams and the US Global Card Services team, the Manager will be responsible for securing new commercial value while ensuring that proposed partnerships align with the Client's enterprise strategy, brand standards and global Financial Services objectives.
⇒ Main Responsibilities
Enterprise Business Development
- Originate and develop new Strategic Financial Services Partnership opportunities across APAC.
- Lead the expansion of existing partner relationships through new commercial initiatives, sponsorships, products, markets and participating Lines of Business.
- Develop integrated propositions across Entertainment, Cruise Line, Experiences, Consumer Products, Publishing, Interactive/Gaming and future enterprise businesses.
- Identify opportunities involving the entertainment app, Studios, theatrical releases, premieres, live events, sponsorship platforms, Cruise Line Adventure and other strategic initiatives.
- Build and maintain a strong pipeline of new partnership opportunities.
- Assess partner needs, market trends and business priorities to identify areas of mutual strategic value.
Co-branded Card Business Development
- Identify and develop new co-branded card opportunities, consumer propositions and market expansion initiatives in partnership with the CA APAC and US Global Card Services team and Strategic Financial Services Partners.
- Structure and negotiate new Cardholder Value Propositions (CVPs), programme launches and strategic enhancements that extend existing partnerships into new markets, products or participating Lines of Business.
- Collaborate with the Manager, Account Management to transition newly launched co-branded programmes into ongoing account management, governance and optimisation following execution.
Commercial Strategy and Deal Structuring
- Structure enterprise-wide sponsorships, marketing programmes, consumer propositions and commercial partnerships.
- Lead commercial negotiations for new agreements, programme extensions and material expansions of existing partnerships.
- Develop commercial models, fee structures, rights packages and marketing commitments.
- Prepare business cases, revenue projections, financial models and cost-benefit analyses to support investment decisions.
- Partner with Legal, Finance, Tax and relevant business teams to progress opportunities from proposal through execution.
- Ensure new propositions balance partner objectives with the Client's commercial, operational, brand and guest-experience requirements.
Cross-Line of Business Partnership Development
- Lead cross-Line of Business planning for new enterprise partnership initiatives.
- Align participating business teams on commercial objectives, rights, benefits, responsibilities and implementation requirements.
- Facilitate internal decision-making and resolve differences across stakeholders where required.
- Ensure proposed partnership structures maximise enterprise value rather than operating as isolated Line of Business initiatives.
- Establish clear governance and implementation plans before agreements are executed.
Partner and Executive Stakeholder Management
- Serve as the strategic commercial lead for new Financial Services partnership opportunities across APAC.
- Build relationships with senior partner stakeholders and decision-makers.
- Develop and present strategic proposals to internal leadership and external partners.
- Partner closely with Entertainment, Cruise Line, Experiences, Consumer Products, Publishing, Interactive/Gaming, Corporate Strategy and regional leadership.
- Collaborate with the US Global Card Services team to align APAC opportunities with global Financial Services partnership priorities.
- Maintain close coordination with the Manager, Account Management to ensure a consistent Client/brand interface to partners.
Partnership Transition and Implementation
- Develop implementation frameworks for newly executed programmes.
- Coordinate with participating business teams to confirm roles, timelines, deliverables and governance requirements.
- Partner with the Manager, Account Management to transition newly signed partnerships and programmes into ongoing account stewardship.
- Provide continued commercial support during launch and initial implementation where required.
- Retain ownership of material expansion opportunities and new commercial negotiations arising after launch.
Innovation and Market Development
- Develop new partnership models, consumer propositions and integrated commercial solutions.
- Identify emerging trends in payments, financial services, loyalty, co-branded cards, digital commerce and consumer engagement.
- Assess opportunities in new APAC markets and across future Client businesses.
- Benchmark relevant partnership models and recommend new sources of enterprise value.
Performance and Reporting
- Monitor the value, progression and probability of the enterprise partnership pipeline.
- Track new commercial opportunities against revenue and growth targets.
- Prepare executive business updates, investment proposals and strategic recommendations.
- Maintain accurate records of proposals, negotiations, approvals and key commercial assumptions.
- Evaluate the performance of newly launched initiatives and identify opportunities for further expansion.
⇒ Qualifications & Experience
- Bachelor's degree in Business, Marketing, Communications or a related discipline MBA or postgraduate qualification is an advantage.
- At least 8 to 10 years of experience in account management, strategic partnerships, sponsorship, financial services or commercial relationship management.
- Demonstrated success managing complex enterprise accounts and long-term strategic partnerships.
- Strong commercial acumen, with experience managing contractual obligations, renewals and commercial negotiations.
- Experience coordinating programmes across multiple business units, markets and stakeholder groups.
- Excellent stakeholder management skills, with the ability to influence senior internal and external partners without direct authority.
- Strong organisational skills and attention to detail when managing contractual rights, deliverables and approvals.
- Excellent written, verbal and presentation skills, including experience communicating with executive stakeholders.
- Experience within financial services, entertainment, hospitality, tourism or consumer-facing businesses is highly desirable.
- Advanced proficiency in Microsoft PowerPoint, Excel and Word.
- Willingness to travel across APAC as required.
