Relationship Manager Fintech

Job Purpose:

To drive the bank's growth within the rapidly expanding UAE fintech ecosystem by acquiring, managing, and deepening relationships with fintech companies, non-bank financial institutions, wallet providers, payment service providers, and other digital financial partners. The role is responsible for building a strong client portfolio, expanding wallet and payment-related business, identifying cross-sell opportunities across the bank's products and services, and delivering end-to-end banking and payment solutions such as wallet portfolio management, FMA, BIN sponsorship, virtual IBAN solutions, and payment infrastructure support. The jobholder is also expected to leverage strong market awareness, knowledge of UAE regulatory requirements, and understanding of fintech and payments trends to support strategic partnerships and enhance the bank's presence and competitiveness in the digital financial services landscape.

Key Responsibilities:

1. Relationship Management, Business Development, and Wallet Portfolio Management

• Acquire new fintech, NBFI, payment service provider, wallet, and digital financial services clients.
• Build, manage, and grow a high-quality portfolio of fintech and wallet-related relationships.
• Develop strong engagement with clients to understand their business models, payment flows, licensing status, revenue drivers, and banking requirements.
• Identify and deliver cross-sell opportunities across cash management, deposits, payments, virtual IBAN, BIN sponsorship, FMA, escrow, FX, cards, and other relevant banking products.
• Actively source business prospects and follow up on leads within the fintech, payments, wallet, and NBFI segments.
• Achieve sales, revenue, deposit, and portfolio growth targets while maintaining acceptable risk and compliance standards.
• Manage wallet portfolio relationships and support growth of payment-related balances and transaction volumes.

• Demonstrate end-to-end understanding of payment systems, payment flows, settlement processes, merchant acquiring, card schemes, wallets, and related banking infrastructure.
• Support fintech clients with solutions related to virtual IBANs, payment collections, payouts, reconciliation, account structures, and operational banking needs.
• Coordinate internally with product, operations, compliance, legal, risk, and technology teams to deliver seamless onboarding and service execution.
• Monitor client activity, portfolio performance, and transaction behaviour to identify opportunities, risks, and service improvements.
• Provide accurate and timely product information to clients, highlighting benefits tailored to fintech and digital financial business models.
• Maintain awareness of client needs, market developments, and fintech trends including digital wallets, embedded finance, open finance, instant payments, virtual assets-related developments, AI-enabled financial services, and emerging payment technologies.

2. Risk Management

• Ensure full adherence to the bank's internal policies, procedures, risk appetite, and regulatory requirements.
• Maintain strong knowledge of UAE regulatory frameworks applicable to fintech, payments, wallets, NBFIs, virtual IBANs, and related financial services.
• Work closely with compliance and onboarding teams to ensure timely and accurate completion of KYC, KYB, AML, sanctions, UBO, licensing, and enhanced due diligence requirements.
• Assess client business models, source of funds, transaction flows, licensing arrangements, and regulatory permissions as part of relationship management and risk monitoring.
• Proactively identify, escalate, and support remediation of compliance, operational, financial crime, and reputational risks.
• Monitor portfolio accounts for unusual activity and support timely review, renewal, documentation updates, and account maintenance.

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Knowledge, Skills, and Experience

• Minimum 5 years of experience in fintech, NBFI, payments, wallet, or financial services relationship management.
• Banking experience is an advantage.
• Strong understanding of UAE fintech regulations, payment services requirements, compliance expectations, and regulatory developments.
• Market knowledge of fintech and NBFI segments, including digital payments, wallet providers, payment aggregators, remittance companies, card programs, and embedded finance models.
• End-to-end understanding of payment systems, payment operations, settlement, reconciliation, transaction flows, and banking infrastructure.
• Familiarity with virtual IBAN solutions, FMA, BIN sponsorship, wallet structures, payment collections, and payout models.
• Strong interpersonal, negotiation, presentation, and stakeholder management skills.
• Ability to identify customer needs and deliver tailored banking solutions across multiple products and internal teams.
• Strong analytical ability, commercial acumen, and attention to compliance and operational risk.
• Ability to plan, organize, and drive results in a fast-paced fintech and banking environment.