PCM Sales Manager for NBFIs

PCM Sales Consultant Financial Institutions (PSPs & NBFIs)
Job Description
Payment & Cash Management Sales, Financial Institutions (PCM FI) Wholesale Banking is looking for a PCM Sales Consultant, based in Brussels, covering a portfolio of Payment Service Providers (PSPs) and Non-Bank Financial Institutions (NBFIs) from a PCM product perspective.
Within Financial Institutions (FI), the NBFI PCM team focuses on a diversified client landscape including pension funds, insurance companies, asset managers, investment firms, electronic money institutions, and an increasing number of regulated FinTechs and Payment Service Providers (PSPs).
In this role, you will manage and grow a portfolio of these clients within ING's defined risk appetite, with a clear responsibility to expand PCM revenues through developing existing business relationships and onboarding qualified new clients. You will act as a trusted advisor to your clients, gaining a deep understanding of their business models, operating structures, regulatory frameworks, and strategic growth ambitions.
The role requires a strong understanding of the evolving payments ecosystem, transaction banking solutions, and the specific challenges faced by regulated financial institutions operating in a highly dynamic and competitive environment.
Your Work Environment
The PCM Sales FI team operates across Amsterdam and Brussels, serving Financial Institutions globally. You will collaborate closely with Compliance, Legal, Risk, Product Management, Operations, Client Services, and FI relationship teams across multiple countries, as well as PCM FI colleagues throughout the ING network.
Based in Brussels, you will engage with a broad range of internal and external stakeholders to deliver high-quality PCM solutions to PSPs and NBFIs. Given the nature of the client portfolio, you will operate at the intersection of commercial growth, regulatory compliance, and risk management.
The position offers exposure to some of the most innovative players in the financial services industry, including FinTechs, payment institutions and other regulated entities shaping the future of digital payments.
Your Profile
For this role, we are looking for someone dynamic, ambitious, and result-oriented: an individual with the energy and drive to grow both the franchise and themselves within the role.
You bring a proactive mindset, actively seeking opportunities, approaching prospects with confidence, and consistently striving to broaden and deepen the portfolio.
You have a genuine interest in Financial Institutions and FinTechs and understand the key dynamics shaping the payments industry. Experience with or exposure to Payment Service Providers (PSPs), Electronic Money Institutions (EMIs), FinTechs, asset managers, insurance companies, pension funds, investment firms, or other regulated financial institutions is considered a strong asset.
You will be the primary point of contact for all PCM-related matters, ranging from AML, Compliance and KYC requirements to product discussions, implementation projects, client support and market-driven insights. Building trusted relationships, both internally and externally, is absolutely essential for success in this role.
Because new business within this segment is driven more by trust, reputation, credibility, and expertise than by formal RFP processes, you must be capable of developing long-term relationships with clients and stakeholders. You will invest time in understanding your clients' business models, operational set-up, compliance frameworks, ownership structures, and growth strategies in order to identify opportunities and provide meaningful guidance.
A strong understanding of the regulatory environment in which Financial Institutions operate is highly valued. Given the nature of the client portfolio, compliance and risk awareness are at the heart of this role. You will work closely with Compliance, Risk and Legal teams and must be able to navigate often complex governance and approval processes while respecting ING's risk appetite and regulatory obligations.
An important part of the role consists of building, documenting and defending business cases. Whether supporting a new client onboarding, a product implementation, an exception request or a portfolio review, you will be expected to gather information from multiple sources, assess risks and opportunities, challenge assumptions and prepare well-substantiated recommendations. Strong analytical skills, attention to detail and sound judgement are therefore essential.
Success in this role also requires patience, resilience and perseverance. The onboarding and management of Financial Institutions, particularly PSPs and FinTech clients, often involves lengthy review processes, multiple stakeholders, extensive due diligence and complex compliance assessments. You are comfortable driving cases forward while maintaining a strong client focus and a high level of professionalism.
Furthermore, we are looking for someone who:
Holds a higher education degree in Economics, Finance, Business Administration or a related field.
Has at least five years of experience within the financial services industry.
Possesses strong commercial acumen combined with a solid understanding of risk, compliance and governance requirements.
Demonstrates excellent stakeholder management and communication skills.
Is capable of building credibility with both clients and internal decision-makers.
Is flexible and willing to travel when required.
Is fluent in French, Dutch and English.
What We Offer
A dynamic role in a fast-evolving client segment, with strong exposure to innovative PSP, FinTech and NBFI business models, and the opportunity to develop into a trusted specialist within a rapidly growing domain.
You will work with some of the most relevant players in the payments ecosystem while building expertise at the intersection of transaction banking, financial institutions, compliance, risk management and commercial growth. The role offers significant exposure to senior stakeholders, cross-border collaboration opportunities, and the chance to contribute directly to the growth of ING's Financial Institutions franchise.