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Senior Specialist, Account Management

Overview

This individual is the ‘Go To’ person for Business Development within East Africa ensuring alignment between the location’s ‘go-to-market’ approaches and the overall MEA Business Development strategy, taking into account the region’s longer term strategic initiatives.

Establish new partner / enabler / joint venture integration with capabilities to sustain MasterCard’s competitive advantage and tracking performance against key objectives. This individual will have responsibility for establishing and maintaining strong business relationships with Issuers, vendors, the banking industry and the regulators across the assigned location.
Fundamental to accelerating the development of the business in the allocated location, is a backbone of strong issuance strategy in partnership with key Banks. The individual will be responsible for developing a dedicated Issuance plan and strategy across the assigned location.
In addition, the successful candidate must have a sound knowledge of the payments industry P&L and how to maximize revenue through an effective issuance strategy.
The individual will support in the development of the allocated location’s Interchange strategies, in collaboration with all regional cross-functional teams. The successful candidate will be required to support in the assigned location’s Regulatory dialogue and support Country Management, on all matters relating to national and regional interests.

Role

The job holder will carry out responsibilities detailed below in the assigned location within East Africa markets:

1. Develop sales pipeline leveraging all available resources in coordination with the product development and account management teams
2. Work with Customer Account Managers and Country Managers to identify opportunities to sell new products to existing customers
3. Participate in high-level, interactive conversations with key decision makers around new or emerging product opportunities
4. Analyze customers’ existing business through profitability modeling, financial forecasting and competitive analysis and recommend opportunities for additional revenue
5. Develop long-term growth strategies to optimize mutual profitability across debit and credit business lines
6. Work with virtual team of MC subject matter experts to strategically articulate value propositions to close new business opportunities
7. Develop financial modeling and business cases for identified opportunities
8. Execute and manage the customer contract agreement process, ensuring global linkage of resources and information sharing
9. Be the responsible “face of MasterCard” to the prospect/customer through high level interactions with key stakeholders such as senior bank executives, country regulatory contacts, representatives of marketing and card vendors as well as third party processing companies.
10. All About You
11. Deep business development and marketing experience within banking and payments
12. Strong project management, problem-solving, analytical, and organizational experience
13. Demonstrated experience in managing multiple internal stakeholders and external clients in a multicultural environment across multiple geographic locations
14. Excellent writing and presentation skills, extensive experience in communicating in international environment at senior management level
15. Solid solution development skills and effective working both independently and in a team environment
16. Strong negotiation and influencing skills
17. Organization and time management skills; ability to multi-task
18. Exceptional business judgment and strategic planning skills
19. Business Case development, including financial analytics
20. Budget preparation and management

Due to COVID-19, most of our employees are working from home. We’ve implemented a virtual hiring process and continue to interview candidates by phone or video and are onboarding new hires remotely. We value the safety of each member of our community because we know we’re all in this together.
Mastercard is an inclusive Equal Employment Opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.
If you require accommodations or assistance to complete the online application process, please contact reasonable.accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting.  Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
  
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:

1. Abide by Mastercard’s security policies and practices;
2. Ensure the confidentiality and integrity of the information being accessed;
3. Report any suspected information security violation or breach, and
4. Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.

Due to COVID-19, most of our employees are working from home. We’ve implemented a virtual hiring process and continue to interview candidates by phone or video and are onboarding new hires remotely. We value the safety of each member of our community because we know we’re all in this together.

Mastercard is an inclusive Equal Employment Opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.​

Director, Customer Solution Architect

The Customer Solutions Center is a new structure which enables Mastercard to develop better solutions & bundles for prioritized customer segments in markets.
It is the housing for all Mastercard capabilities in a geography, and it aims to drive Mastercard growth and revenue by creating and selling compelling data-driven, scalable needs-based solutions to new and existing customers by tapping into Mastercard’s extensive toolbox of products and services offerings.
Solution Architect is the main partner to Frontline during solutioning to maximize the impact of solutions for the client. Solution Architect is a curator of solutions and aggregator across products for segments during solution bundling and helps AM ‘tell the story’ to client. They play a critical role in ensuring relevancy and driving differentiation across all segments resulting in better relationships, market share and revenue.

Solution Architect reports to Customer Solutions Center Lead.

Key Responsibilities

• MA capabilities expert for assigned segment
• Understands value chain of assigned segments to identify trends, needs and opportunities for Mastercard
• Has a good understanding of Mastercard Products, Services and corporate strategy
• Collaborates with frontline teams to identify customer needs and opportunities through account planning; recommends needs-based solutions in coordination with Products, Services and Marketing
• Bridges gap between Frontline sales team and product/solution expertise
• Lead CSC complex value propositions development and sale:
• Pulled into deals by CSCL when solution is complex or requires customization (e.g., requires combination of multiple products, service, or platforms)
• Works with the CSCL to identify the right “squad” from a solutioning perspective to ensure the appropriate expertise is assigned to a client opportunity/RFP
• Main partner to AMs and BDs in developing and quantifying value proposition for integrated, customized solutions across products / services
• Iterates with frontline teams at different stages (e.g., value proposition creation, proposal development) to ensure solution meets client-specific needs
• Develops business requirements document in collaboration with product specialists and technical architect.
• Engages relevant expertise (from Sales Specialist and Solution Specialist) within the CSC, and across other CSCs (engage other SA’s assigned to other segments) as needed
• Market/segment innovation
• Creates solutions & proactively builds solutions for known market needs. Solutions across the Mastercard toolbox, knitting together assets in bundles that can be readily deployed to address key customer “pain points.”
• Identifies enabling partners i.e. external parties such as fintechs, for solutioning when capabilities are not present internally within MA
• “Rinses and repeats” successful solutions and sales approaches
• Knowledge, insights and best practice sharing:
• Shares best practices with Solution Architect community
• Provides input to the product/solution groups and segment leads to enhance their product/solution and segment strategy to meet the needs of the segment

All About You:

• Deep understanding, experience and discipline of product development, product management, consumer experience and problem solving.
• Good understanding of Mastercard products and services.
• Good understanding of technical basics, APIs, process flows. Ability to comprehend the business, market context and customer needs to drive and architect integrated and innovative solutions
• Able to architect integrated solutions by combining MasterCard’s products and services in ways that meet the customer’s key strategic needs. Deep knowledge of which solutions work in which environments.
• Highly collaborative; strong communicator, natural integrator with demonstrated ability to develop and deliver products and solutions for customer needs.
• Ability to rally and gain backing from internal stakeholders in order to build organizational support for the proposed solution.
• Demonstrated ability to analyze both quantitative and qualitative data, and derive meaningful implications and recommendations from said data

Due to COVID-19, most of our employees are working from home. We’ve implemented a virtual hiring process and continue to interview candidates by phone or video and are onboarding new hires remotely. We value the safety of each member of our community because we know we’re all in this together.

Mastercard is an inclusive Equal Employment Opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.​

APPLY HERE