Manager, Business Development - Digital Giant Segment

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

1- Overview

Market Development is looking for a Manager, Business Development, Digital Giant Segment to build, develop and manage the Digital Giant segment key strategic clients across the EEMEA markets. The primary objective of the role is developing the strategy and growing revenue in the segment across the region by identifying and pursuing opportunities with new or existing customers/markets, growing market share and deepening Mastercard’s regional footprint; embedding multiple products, platforms, and capability bundles that drive innovation and stickiness. Developing and setting sales & commercial strategies aligned with geographies and segments including pipeline management and go to market at the segment level.

The ideal candidate is passionate about leveraging payments technology to digitally transform new and emerging sectors, digital innovation, highly motivated, intellectually curious, analytical, and possesses an entrepreneurial and commercially astute mindset.

This role will be based in UAE

2- Role

• In this high-profile, customer facing position, you will partner with the digital giants across EEMEA deepening our relationship with them across the key marketplace segment partners . Your focus will be on deal commercializing, doubling down on acceptance, VAS, portfolio optimization including revenue diversification with a strong bottom line focus.
• You will be the ‘owner’ of Mastercard’s relationship with your assigned accounts and accountable to build mutually aligned strategies and plans with your partners and execute on them by effectively leveraging the Mastercard organization
• You will be responsible for driving Mastercard revenue growth and be comfortable developing business cases including ROI analyses as well as leading responses to RFPs.
• You will dive into financial and payment related data to be grounded in facts to provide customer specific recommendations that drive value for partners and Mastercard.
• You will be the expert on your assigned partners and learn about Mastercard’s capabilities and be ready to provide insight into a digital giants business, thinking strategically and broadly.
• You will establish day to day and senior business relationships and work with partners to create roadmaps and through QBRs and daily interactions ensure alignment on strategy and execution on agreed projects.
• You will lead negotiations with partners and with internal stakeholders and develop terms sheets and contracts.
• Build, in cooperation and input by the region, roadmap & pipeline for ecosystem to accelerate growth and commercialization
• Entrepreneurial approach; ability to quickly understand business requirements and to translate them into potential business development opportunities
• Interpersonal and negotiation skills - extensive experience in communicating in international environment at senior management level.
• Account management experience - ability to understand customer’s need marketplace dynamics, industry trends and the competitive landscape.

3-This Jobholder

• Must be capable of operating with high levels of empowerment and accountability
• Capable of operating at both a strategic and operational level
• Strong relationship management skills and ability to build effective partnerships with the relevant business stack holders from banks, government, and third-party processors
• Negotiate, execute, and manage multiple multi-market & large digital giant customers
• Develop strategies, financial modeling and business cases for identified opportunities, as well as coordinate contract development
• Leadership in developing strategy, solutioning design, obtain investment funds, sales planning, delivery, and ongoing management (customer delivery, business risk management, optimization)
• Represent Mastercard in strategic partnership programs & events.

4- All About You

• Bachelor’s degree in business or equivalent work experience
• Strong written and verbal communication skills. Expertise on deal commercialization and P & L management.
• Expert relevant work experience with a core knowledge of payments, data processing concepts and financial industry/banking operations practices
• Deep knowledge and understanding of payment solutions, with significant experience in sales and business development
• Thorough understanding of the marketplace Landscape across the region
• Action-oriented and results driven and with a disciplined approach to deliver sales targets, financial analysis, and strategic development
• A passion and comfort in meeting new people and building & nurturing meaningful relationships at all levels including with senior-level and C-Suite executives.
• Strong Business Development & Relationship management expertise.
• Possess a blend of analytical capability, strategic thinking, and emotional intelligence and able to dive deep on all areas of the business to deliver creative solutions to unstructured problems.
• Comfortable aptitude for onboarding complex business and technical knowledge to a level sufficient to engage in meaningful partner discussions and identify and drive solutions.
• Enjoy collaborating with a team while working independently towards a goal.
• Strong relationship management skills - experience of managing multiple stakeholders in a multicultural environment. Strong negotiating and influencing skills, with the ability to execute through others who are cross functional teams
• Committed to quality with a strong focus on customer needs
• A team player who easily builds relationships
• Strong people management and coaching skills

• Language: fluent in English & Arabic preferred

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard’s security policies and practices;

• Ensure the confidentiality and integrity of the information being accessed;

• Report any suspected information security violation or breach, and

• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.