Director, Strategic Institutional Partnerships - Special Projects Lead

Responsibilities

• Commercial Project Coordination. You act as the central instance coordinating the execution of commercial projects with strategic partners within the Strategic Partnerships team, effectively ensuring timely delivery of high-scale projects and ensuring the transfer of knowledge between the individual SP members who act…
• Solution structuring. You determine the ideal product solution and commercial setup to maximize value with the strategic partner, validating feasibility and alignment with product and local market teams.
• Commercial negotiation. You lead or co-lead negotiations with a rep of the respective OKX office; from term sheet to final terms: pricing, rebates, volume commitments, SLAs, liability, exclusivity, and service scope. You align final terms with the Head of SIP before they go to C-level sign-off.
• Contracting. You run the contract process with OKX Legal and the client's legal team. You supply the commercial inputs and manage/guide the negotiations.
• Client relationship ownership. You are a main contact for the client's decision makers and project sponsors throughout the entire lifecycle. You run steering meetings, manage expectations, resolve escalations, and nurture relationships with decision makers.
• Solution implementation. With Product and Engineering, you turn the commercial agreement into a delivery plan. That covers the integration model, custody and settlement flows, fiat and stablecoin rails, and reporting. You own scope, timelines, and trade-offs. When a client requirement needs a product decision or custom…
• Regulatory and compliance alignment. You coordinate due diligence, KYB, outsourcing assessments and regulatory notifications between OKX Compliance and the client's compliance and risk teams, so that regulatory requirements on either side do not hold up go-live.
• Product Expertise. In-depth understanding of OKX's trading systems, stablecoin and RWA ecosystem.
• Launch and ramp. You plan go-live with the client. For B2B2C partners this includes the commercial launch: end-client communication, marketing support, and incentive structures during GTM campaigns. After launch, you track volume and client ramp against the business case and act when it falls behind.
• Handover. Once a partnership is live and stable, you hand it to the Institutional Relationship Managers with documented terms, technical setup, open items and ramp targets. You stay accountable until they accept the handover.

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