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

Director, Account Management, Digital & Retail Partnerships

Who is Mastercard?

Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments, and businesses realize their greatest potential.

Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

Role Overview

The Digital & Retail Partnerships team is looking for a Account Management, Director to join the team, where they will drive our partnership strategy and experience though establishing and developing deep relationships, consistently innovating and problem-solving. The ideal candidate is passionate about the the role of local and global Digital Partners and Fintechs, has experience in working within this category, and will be energized to accelerate Mastercard’s partnership with clients within the payments ecosystem (both digital partners and technology enablers). Having a focus on delivering great client experience, being highly motivated, intellectually curious, analytical, and possesses an entrepreneurial mindset is key.

Responsibilities & Skills

Will partners and understand key customers priorities deeply, will establish core business needs and match these to Mastercard capabilities to support growth and partnership opportunities.
Will be responsible for delivering performance targets through key portfolio management strategies, including but not limited to developing strategies and proposals that deliver mutual benefits to the partner and Mastercard.
•\tRanges from issuing portfolio management through to digital merchant partnership management (acceptance and authorisation rates)
• Tracks, reports and co-ordinates all Digital partners and their interface to Mastercard stakeholders (primary account management role).
• Develops and implements sales plans including business development, marketing and product management initiatives at both customer level & with regional or global stakeholders

Leads and manages existing customer relationships
• Manages partner relationships that are strategically important or are in growth and development phase
• Identifies & recommends approaches to enhance Mastercard partnership performance with customers
• Works with the partners to establish, execute and report progress against annual business plans and targets
• Negotiates and executes agreements with partners

Works with stakeholders
• Plays a lead role in internal conversations with key stakeholders to ensure Digital Partnerships are represented whilst activating collaborative partnerships between partners.
• Directly supports Digital Partner / merchant discussions with other Mastercard stakeholders and partners

Supports team and career path for early career stage colleagues
• Provides strong leadership and direction to the team.

Experience & Skills
• Proven business development experience in digital commerce, online retail (with payments background), PSP, issuing or fintech. Expertise on the payment ecosystem including the role and prevalence of key global enablement technology partners.
• Experience of negotiating and engaging with senior stakeholders on a commercial and technical level.
• Superior presentation skills
• Strong ability to formulate, articulate, influence, gain buy in and implement business building ideas
• A strong team player that can influence, often without direct reporting lines in matrixed environment
• A strong technical understanding of the payments industry
• Understands and is experienced in retail acquirer / gateway / psp systems or global digital brands, and has a wide ranging established network of decision making contacts within the payments industry.
• Understands and is experienced in managing a business development processes where required
• Demonstrate the ability to work in a flexible manner and contribute in the evolution of Mastercard’s digital payment products.
• Demonstrate excellent interpersonal and negotiation skills in seeking out solutions and workarounds to achieve results.
• In depth experience executing and managing sales strategies for numerous complex or large accounts/ industry verticals
• Experience of selling technical solutions to merchants or payment acceptance/processing businesses
• Understanding of the main drivers affecting the industry and the ability to articulate these in detail
• Ability to translate technical product specification into sales messages for prospects
• Proven experience in developing relationships and building sustainable partnerships
• Good interpersonal and communication skills including both oral and written
• Strong customer orientation and successful negotiation skills
• Ability to build excellent relationships both internally and externally
• Ability to work under pressure and to tight deadlines

Corporate Security Responsibility
Every person working for, or on behalf of, Mastercard is responsible for information security. All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and therefore, it is expected that the successful candidate for this position must:

•\tAbide by Mastercard’s security policies and practices;
•\tEnsure the confidentiality and integrity of the information being accessed;
•\tReport any suspected information security violation or breach, and
•\tComplete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.

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.