Head of Payments Accounts, Partnerships, and Channel Strategy

Wells Consumer Banking & Lending

Wells Fargo Consumer Banking and Lending (CBL) serves customers across the country through online and digital channels, numerous retail branches, ATMs, and customer service centers. CBL is focused on innovating and transforming our business with customers at the center, better enabling them to engage with us how, when, and wherever they choose through a broad suite of financial products and services. 

The Role

The Head of Payments Strategy, Accounts, Partnerships & Channels is responsible for driving growth and competitive advantage through the development and execution of external-facing channel partnerships across Big Tech, Fintech, Open Banking, AI/Agentic and On-Chain categories. This leader will evaluate large-scale and/or high-growth technologies and business models to identify priority partners, define commercial objectives, lead partner engagement, establish product/feature roadmaps, and optimize channel performance over time. The role serves as the primary relationship / account lead for external partners outside Wells Fargo, and a key advisor to senior leadership inside Wells Fargo. The role will leverage market insights, partner performance data, and industry trends to inform strategy, investment decisions, and long-term product development and business planning.

Scope of responsibilities include:

Develop Channel Strategy: Monitor new payment trends and technologies, including Big Tech / Fintech programs, AI/agentic models and blockchain-related digital currency innovations. Leverage industry knowledge, data and market research to identify large-scale channel growth opportunities and/or material channel conflicts in need of resolution.  

• Lead Commercial Partnerships / Account Teams: Lead partner outreach, establish strategic senior relationships, and work to implement productive long-cycle channel partnerships. Establish practical, executable commercial partnership principles and frameworks. Develop and lead account teams capable of spear-heading ambitious new business / product development initiatives, and capable of managing long-term complex structured relationships. 

Maintain Channel Relationships / Account Plans:  Work with partner teams (external) and business / product / technology teams (internal) to identify impactful opportunities, build account plans, track performance metrics, and identify product road-map / development objectives. Establish structured partner engagement cadence (meetings, QBR), set and negotiate financial objectives, establish and manage performance metrics, ensure partner roadmaps support growth and customer experience objectives, lift/improve underperforming partnerships

Required Qualifications:

• 10+ years of Strategy and Planning experience or equivalent demonstrated through one or a combination of the following: work experience, training, military experience, education
• 6+ years of Management experience

Desired Qualifications:

• Strong people leader, able to hire, develop and grow high performing teams.  Able to develop and implement structured partnership programs, lead and manage external client/account relationships, and unify cross-client priorities for internal product / platform teams.
• Experience in payments, fintech, financial services, corporate strategy, business development, partnerships, or a related field.
• Demonstrated expertise in the payments ecosystem, including card networks, digital wallets, alternative payment methods (APMs), fintech partnerships, and emerging payment technologies.
• Comfort with technology, technical concepts and platform strategies. Ability to set strategy and define successful outcomes with product / technology teams.
• Proven ability to develop and execute growth strategies that drive revenue, customer acquisition, and market expansion.
• Strong experience managing strategic partnerships and negotiating complex agreements with external partners and stakeholders.
• Experience creating and managing partnership performance frameworks, KPIs, governance structures, and accountability models.
• Deep understanding of payment industry trends, competitive dynamics, digital commerce, and evolving customer payment preferences.
• Ability to evaluate market opportunities and develop strategic recommendations regarding new capabilities, investments, acquisitions, and partnerships.
• Ability to achieve results in a high complexity environment. 
• Executive level communications. 

Pay Range
 

Reflected is the base pay range offered for this position. Pay may vary depending on factors including but not limited to demonstrated examples of prior performance, skills, experience, or work location. Employees may also be eligible for incentive opportunities.

Posting End Date:

*Job posting may come down early due to volume of applicants.

We Value Equal Opportunity

Wells Fargo is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other legally protected characteristic.

Employees support our focus on building strong customer relationships balanced with a strong risk mitigating and compliance-driven culture which firmly establishes those disciplines as critical to the success of our customers and company. They are accountable for execution of all applicable risk programs (Credit, Market, Financial Crimes, Operational, Regulatory Compliance), which includes effectively following and adhering to applicable Wells Fargo policies and procedures, appropriately fulfilling risk and compliance obligations, timely and effective escalation and remediation of issues, and making sound risk decisions. There is emphasis on proactive monitoring, governance, risk identification and escalation, as well as making sound risk decisions commensurate with the business unit’s risk appetite and all risk and compliance program requirements.

Applicants with Disabilities

To request a medical accommodation during the application or interview process, visit Disability Inclusion at Wells Fargo.

Drug and Alcohol Policy

Wells Fargo maintains a drug free workplace.  Please see our Drug and Alcohol Policy to learn more.

Wells Fargo Recruitment and Hiring Requirements:

a. Third-Party recordings are prohibited unless authorized by Wells Fargo.

b. Wells Fargo requires you to directly represent your own experiences during the recruiting and hiring process.