Regional Partner Relations Lead EMEA
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Key skills for this role
About the Role
Manage relationships with regional partners and regulators, drive joint business planning, monitor performance, and ensure compliance in the payments sector.
Key Skills for This Role
Full Job Posting
Overview
- Role description (goals and objectives)
- Own and nurture relationships with key regional partners (e.g., processors such as Fawry, Capitec, Paystack, PayU and similar players) and relevant new payment method regulators, becoming dLocal s face in the market.
- Translate global strategy into local execution: jointly define and run joint business plans with priority partners to unlock TPV, improve economics, and strengthen our product capabilities.
- Drive partner performance and resilience: monitor health (conversion, uptime, SLAs, costs), coordinate incident follow-up, and push for redundancy and new capabilities where needed.
- Bridge external stakeholders and internal teams (Product, Ops, Finance, Fraud, Compliance, Legal, Public Affairs) so that commercial opportunities and regulatory changes turn into concrete, on-time deliveries.
- Anticipate and shape regulatory and scheme agendas in the region, working hand-in-hand with regulators, card schemes and industry forums where relevant.
Key Responsibilities
- Partner & regulator relationship management
- Build and maintain senior, multi-level relationships (C-level, product, ops, risk, regulatory) with:
- Priority local partners (e.g., Fawry, Capitec and similar financial institutions in Africa and Asia).
- Regulators, and central banks relevant to our business (directly or via Public Affairs / Legal).
- Act as a single point of contact for your region for key partners, ensuring consistent communication and fast, coordinated responses to issues and opportunities.
- Joint business planning & execution
- Lead joint business plans with selected partners: TPV growth, product roadmap, marketing initiatives, and performance / cost targets.
- Identify and prioritize new workstreams: new countries, products (APMs, BNPL-like rails, wallets), features (network tokens, 3DS, card-present, RTP), or commercial models (rev-share, incentives).
- Work with internal teams to secure resources and unblock decision-making (e.g., pricing, tech investment, risk appetite) needed to deliver on those plans.
- Performance, economics & risk
- Monitor partner health scores: approval rates, latency, uptime, incident volume, SLAs, and TPV/margin contribution by corridor and merchant cluster.
- Proactively drive cost and NTR improvements (pricing, FX spreads, fee tiers, incentives), in coordination with Finance and Global Partners & Enablement.
- Ensure redundancy for critical flows (fallback providers, alternative routes) in your region, aligned with global resilience targets.
- Regulatory & scheme alignment
- Track regulatory and scheme developments affecting our operations in the region; turn them into clear impact assessments and action plans for internal teams.
- Support license, audit, and compliance work by providing local context, partner input, and market benchmarks as needed.
- Internal leadership & collaboration
- Be the regional go-to person for partner and regulator topics for Growth Ops & Partnerships, Core Ops, and Commercial teams.
- Contribute to playbooks, onboarding materials, and templates so that partner management becomes scalable and repeatable across countries and teams.
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