Product Partnerships Lead
Owns Oscilar’s vendor-partner bench, commercial negotiations, reseller packaging, and ongoing relationships across risk and compliance data providers. Requires 5–7+ years in partnerships, business development, or vendor management and strong cross-functional sales support experience.
About the job
Responsibilities
Vendor Bench Development
- Build and maintain a long list of credible data and technology vendors across sanctions/PEP/AML and KYB/KYC categories.
- Partner with Product subject-matter experts on technical evaluation, shortlist, and bake-off processes.
- Own commercial diligence, including pricing models, contract terms, liability and indemnification, resale economics, and margin structure.
- Negotiate commercial terms and package approved vendors into sellable SKUs or bundles for sales and OEM/reseller motions.
- Maintain a proactive, continuously updated vendor bench.
Vendor Relationship Management
- Manage day-to-day relationships with live vendor partners, including SLAs, escalations, renewals, and performance issues.
- Coordinate with Legal, Finance, and Product on vendor-related customer escalations.
- Track vendor performance and relationship health against commercial commitments.
Commercial Structuring and Sales Support
- Define pricing, markup, and floor-pricing guardrails for resold vendor data.
- Structure partner-specific SKU bundles and reseller terms.
- Support negotiations involving carve-outs, volume thresholds, and renewal terms.
- Partner with account executives on deals to scope data orchestration needs, vendor fit, access, integration timelines, and commercial constraints.
- Manage multi-vendor evaluations, backtests, and proofs of concept through a defined process.
- Build reusable vendor capability matrices and category one-pagers.
Cross-Functional Coordination
- Coordinate with Product SMEs on technical rubrics and evaluation timelines.
- Work with Legal and Finance on cost absorption, liability, and billing matters.
- Represent vendor and market intelligence in cross-functional escalations and steering committees.
Requirements
- 5–7+ years of experience in partnerships, business development, or vendor management.
- Experience negotiating commercial terms with data or technology vendors, including pricing, contracts, and resale economics.
- Ability to operate with ambiguity and build processes from scratch.
- Strong cross-functional coordination skills across Product, Legal, Finance, and Sales.
- Experience working directly with account executives or sales teams in a pre-sales or deal-support capacity.
- Familiarity with sanctions, AML, KYC, or KYB vendor landscapes is a plus.
Nice-to-Haves
- Experience in risk decisioning, fraud, or compliance data ecosystems.
- Experience building or scaling a partner or vendor bench/panel process from scratch.
- Existing relationships with sanctions/PEP, identity, or KYB data vendors.
Skills
Partnerships, Business Development, Vendor Management, Commercial Negotiation, Pricing Strategy, Contract Negotiation, Resale Economics, AML, Kyc, Kyb, Sanctions Screening, Account Executive Collaboration, Cross-Functional Coordination
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