Vice President, Commercialization

2 days ago


Dubai, United Arab Emirates Mastercard Full time

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
- MPGS and Acceptance are critical strategic priorities for Mastercard EEMEA region together have an ambition to grow to become the 1B+ in revenue impact by 2026
- 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 commercialization lead not only is responsible for business development but also deal performance leading to a $400M+ net revenue number by 2026 on Gateway up from 90M in 2021 and 1B$+ on acceptance
- 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
- 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


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