Enterprise Sales Manager (Fintech, Payments & Digital Banking)

Role summary
The Enterprise Sales Manager (Fintech, Payments & Digital Banking) owns strategic enterprise sales and partnerships for Vietpay. This role focuses on large, complex relationships with banks, VISA, Mastercard, payment ecosystem partners, large fintechs, and enterprise merchants and retailers. You will lead end-to-end deal cycles including prospecting, solution discovery, stakeholder alignment, commercial negotiation, contracting, onboarding, and post-launch growth. The ideal candidate brings deep payments domain knowledge, strong executive presence, and a disciplined, CRM-driven sales process that delivers predictable results.
Key responsibilities
1) Enterprise partnership sales and deal ownership
• Build and own a target account list across banks, schemes, fintechs, large retailers, and enterprise merchants, with clear account plans and stakeholder maps.
• Drive complex sales cycles from first meeting to signed agreement, including proposals, business cases, and partnership roadmaps.
• Coordinate internal resources across product, engineering, operations, compliance, and risk to progress deals and deliver commitments.
• Create joint go-to-market plans with partners, including volume targets, launch milestones, marketing activities, and commercial KPIs.
2) Executive relationship management
• Build trusted relationships with senior leaders at banks and enterprise partners, including payments, cards, digital banking, retail, and operations executives.
• Represent Vietpay in senior meetings, industry events, and steering committees with professionalism and clear communication in English.
• Manage partner expectations through structured updates, escalation paths, and a high-accountability operating rhythm.
• Develop long-term relationship strategies that expand scope over time, new products, deeper integrations, new regions, and higher volumes.
3) Payments, POS, and digital banking solution selling
• Sell enterprise-grade solutions across POS acquiring, QR payments, e-commerce acceptance, and value-added merchant services.
• Support card and scheme-related initiatives, including co-brand concepts, card program partnerships, and scheme readiness where applicable.
• Translate partner requirements into clear scopes, integration approaches, and delivery plans, working closely with engineering and product teams.
• Demonstrate strong understanding of payment flows, settlement, reconciliation, disputes, and fraud controls, and how they impact enterprise operations.
4) Commercial negotiation and contracting
• Lead commercial negotiations: pricing, MDR and fee models, revenue share structures, SLAs, implementation fees, and volume commitments.
• Work with legal, compliance, and risk teams to progress term sheets, MoUs, and definitive agreements to signature.
• Ensure contracts include operational clarity: onboarding responsibilities, timelines, reporting, governance, and escalation procedures.
• Protect long-term economics while building win-win outcomes that partners want to scale.
5) Partner onboarding and growth management
• Own partner launch plans and timelines, coordinating onboarding across operations, support, and technology teams.
• Track post-launch performance: activation, transaction volume, revenue, operational quality, and retention, then drive actions to improve results.
• Run quarterly business reviews and structured performance cadences with enterprise partners.
• Identify and close expansion opportunities in existing accounts, additional products, new merchant segments, and deeper integrations.
6) Sales process discipline, CRM, and reporting
• Maintain a structured enterprise sales process with clear stages, exit criteria, and next-step rules.
• Use CRM to manage pipeline, forecasting, partner attribution, and deal documentation, keeping data clean and decision-ready.
• Provide accurate weekly reporting on pipeline, deal risks, timelines, and forecast confidence.
• Build reusable sales assets: pitch decks, proposal templates, case studies, and deal playbooks.