Product Partnerships Lead

Oscilar is an AI-native risk decisioning and orchestration platform helping banks, credit unions, and fintechs manage fraud, AML, credit, and onboarding risk in real time. Their platform connects to a broad ecosystem of data and vendor partners—sanctions/PEP screening, identity verification, credit bureau, and KYB/KYC providers—and orchestrates them into unified decisioning workflows for customers.

Role Summary

Oscilar is building a formal, repeatable process for evaluating and maintaining a bench of data and vendor partners across AML/sanctions/PEP and KYB/KYC categories. This role owns the commercial and relationship side of that process end-to-end, including identifying vendors, negotiating terms, and managing ongoing relationships. You’ll work closely with Product’s SME teams to convert a maintained vendor bench into signed, resellable relationships, replacing reactive vendor sourcing with a proactive pipeline.

This is a build role: establishing the intake process, not just executing occasional vendor deals.

Key Responsibilities

Vendor Bench Development (core responsibility)

• Build and maintain a long list of credible data/vendor partners across assigned categories using market intelligence, competitive insight, and Oscilar’s existing network.
• Partner with Product SMEs to hand off long-list candidates for technical evaluation, engaging through shortlisting and bake-off processes as the commercial lens.
• Conduct commercial diligence on every candidate vendor, including pricing models, contract terms, liability/indemnification, resale economics, and margin structures.
• Close commercial terms with vendors that pass technical validation and package outcomes into sellable SKUs or bundles for sales and OEM/reseller motions.
• Maintain the vendor bench as a living asset to meet future needs proactively, rather than starting from scratch.

Vendor Relationship Management

• Manage day-to-day relationships with live vendors, including SLAs, escalations, renewals, and performance issues.
• Serve as the commercial point of contact for vendor-related issues in customer escalations, coordinating with Legal, Finance, and Product as needed.
• Track vendor performance and relationship health against commercial commitments.

Commercial Structuring & Packaging

• Define pricing, markup, and floor-pricing guardrails for vendor data resold through Oscilar’s platform.
• Structure partner-specific SKU bundles and reseller terms in coordination with OEM/Reseller and Consultant tracks.
• Support contract negotiations, including carve-out language, volume thresholds, and renewal terms.

Sales & Deal Support

• Partner with AEs to scope data orchestration needs, mapping vendor/data sources to the bench and ensuring feasibility within timelines.
• Serve as the go-to resource for vendor gaps or multi-vendor evaluations, ensuring this work runs through a defined process.
• Advise AEs on vendor data access, integration timelines, and commercial constraints early in the sales cycle to avoid surprises.
• Build reusable scoping tools (e.g., vendor capability matrices, category one-pagers) for AEs to self-serve vendor fit questions.

Cross-Functional Coordination

• Collaborate with Product SMEs on technical rubrics and evaluation timelines for vendor categories.
• Coordinate with Legal and Finance on cost absorption, liability, and billing questions.
• Represent Partnerships’ vendor and market intelligence in cross-functional escalations and steering committees.

What Success Looks Like (First 90 Days)

• A documented, maintained long list for at least one vendor category (e.g., sanctions/PEP/AML or KYB/KYC), sourced independently.
• Clear commercial terms closed on at least one vendor that has passed technical validation.
• A repeatable intake process running end-to-end at least once, without escalation.

Qualifications

• 5-7+ years in partnerships, business development, or vendor management, ideally in fintech, risk/compliance, or data/API businesses.
• Experience negotiating commercial terms with data or technology vendors.
• Comfortable operating with ambiguity and building processes from scratch.
• Strong cross-functional coordination skills, bridging Product, Legal, Finance, and Sales.
• Experience working directly with AEs or sales teams in pre-sales or deal-support capacities.
• Familiarity with sanctions/AML/KYC/KYB vendor landscape is a plus.

Nice to Have

• Prior experience in risk decisioning, fraud, or compliance data ecosystems.
• Experience building or scaling a partner/vendor bench process from scratch.
• Existing relationships with sanctions/PEP, identity, or KYB data vendors.