Our Purpose
We work 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. We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.
Job Title
Vice President, Commercialization - MPGS & Acceptance
Overview
• Our ambition is to enable acquirers, merchants, PSPs and PayFacs with the best-in-class commerce experiences for online as well as face to face commerce with MPGS as the preferred acceptance platform
• As MPGS is a critical strategic asset to deliver on the EEMEA growth strategy, this role is a new role responsible for delivering commercial mandate, grow the MPGS and acceptance business revenue
• The Commercialization lead, MPGS & Acceptance, EEMEA is responsible to execute the business development and sales strategy in partnership FI account team, Market development team and Customer Solution Centers and with support of product and broader cross-functional team –Operations, Delivery, Compliance, Legal, Marketing etc.
• For MPGS, while the account leads will hold the central relationship with customers the commercialization lead will be responsible for understanding the customer needs, formulating the gateway proposition, managing deal construct, pricing and closure
• For Acceptance, the commercialization lead will be responsible to identify the pockets to grow acceptance revenue on domestic and cross border transactions, own the primary acceptance products and oversee the execution of Acceptance KPIs (that are in turn managed by Solution Center Acceptance leads)
• The solution specialist for MPGS in the CSCs will dual report into the overall commercialization lead. Every CSC has 1-2 dedicated solution specialists for MPGS.
ROLE:
• Understands overall market strategy, industry trends, and customer needs around gateway and acceptance across PSP/PayFacs/ Acquirers and Merchants
• Accountable for MPGS deal pipeline creation, follow-up, closure, opportunity identification in collaboration with FI account team, Market development team and Customer Solution Centers
• Accountable for P&L and all commercial aspects including product positioning, pricing, deal management, incentive agreements, revenue mitigation, revenue assurance
• Oversee critical performance KPIs and ensure broad sharing and governance via dashboards, operational review and pipeline reviews
• Empowers solution specialist to farm and hunt in partnership with account team. Supports cluster and divisional level planning, opportunity identification, and solutioning for frontline sales
• Meets key customers to support important pitches and understand their needs
• The commercialization lead not only is responsible for business development but also deal performance on Gateway and acceptance business in EEMEA.
• Works with cross-functional team to manages their capacity to ensure that each prioritized opportunity gets the right level of support it requires from product capability development to delivery to operations to consumer and customer engagement
• Guide and influence the market value proposition through research, insights, clear understanding of customer segments and deliver go-to-market plans that differentiate Mastercard from our competitors. Provides market intelligence and requirements to regional Product Management and Product Development teams along with their associated product specialists
• Understands new products & capabilities working together with product specialists to ensure that information is shared and utilized across all customer solutions center resources. Expand the customer proposition to broader multi-rail proposition and embed services to driver higher revenue
• Establish and foster value centered relationships with key smes within the key clients.
• Develop a strong culture of collaboration and cross functional relationship building within the team
• Develop, in conjunction with the product line specialists and sales organization, a wholistic go to market plan for physical acceptance products expansion
• Directly lead product managers overseeing contactless/NFC, softpos, request to pay and QR
• Oversee acceptance pricing strategies across EEMEA to drive cash displacement in new segments and deepen acceptance in under-penetrated verticals
• Formulate strategies to enhance ecosystem revenue, grow acceptance utilization and acquiring revenue lines for Mastercard by collaborating across different MA product functions
• Work in conjunction with their counterparts in acceptance, develop product strategies to manage omni channel solutions and the convergence of the physical and online use cases
• Monitor competitor activity providing input to the regional teams on optimum product positioning. Provide input to global product teams on opportunities and gaps.
All About You
• In depth understanding of the Gateways and Acceptance industry, preferably with good knowledge of EEMEA region.
• Preferably a direct experience of 5 years in the gateway/ ecommerce/ acceptance services space either within a major Services provider or in the form of leading market development for a mid-large size PSP/ acquirer
• Strong numbers oriented mindset
• Strong financial and commercial acumen with the ability to engage Sr executives on Strategy
• Strong people management and leadership experience, in a matrix environment.
• Consultative problem-solving skills, with excellent negotiation capabilities and demonstrated influencing skills. Also, good presentation and communication skills.
• Be able to understand and leverage broader payments technology and innovation to drive results
• Should be an outstanding cross-cultural communicator and highly dedicated to ongoing process improvements and cost control.
• Should possess the ability to see the big picture as well as perform deep dive into the subject matter.
• Must live the Mastercard values and lead by example by performing to the highest levels expected by peers and by management.
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.
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