Director Global SME Specialist Sales Alternative Distribution Asia Pacific

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 Global SME Specialist Sales Alternative Distribution Asia Pacific

Overview:
Mastercard is a technology company in the global payments space. We connect consumers, , financial institutions, merchants, governments, and businesses worldwide, enabling them to use electronic forms of payment instead of cash and checks. We use technology and data-driven insights to make electronic payments more convenient, secure, and efficient for people everywhere.
Our business has a global reach—extending to more than 210 countries and territories—and continues to experience growth in a world where 85% of retail transactions are still made in cash and checks.
Micro, Small, and Medium Businesses (SMEs) are a critical driver of global economy growth and represent 75% of the global workforce and about 50% of the global GDP. Additionally, SMEs foster inclusion, as minorities own 45% of small businesses, and 1/3 of small businesses are women-owned. As such, SMEs have become a top priority for many governments and enterprises.
Mastercard segment strategy is based on continuing to drive growth in core products aside to driving additional long terms growth by developing new innovative solutions and expanding product distribution.
The successful candidate will partner with the various Mastercard regional & global stakeholders, along with banks, acquirers, fintech & other SME service providers, to identify strategic growth opportunities, allowing us to serve all SMEs through multiple distribution channels.

Role:
o Distribution Enablement - Diversifying our Go-To-Market channels beyond the traditional (issuers & acquirers) by bringing SME knowledge, insights & expertise in supporting and building relationships around alternative distribution partners (i.e., Government, Digital players like Fintech/Marketplaces/Industry Orgs/Telcos/etc.)
o In partnership with the regional team, develop strategic business plans for SME Segment Solutions, including rigorous analysis of revenue opportunities & markets to drive growth and open new markets and payment flows.
o Analyze regional market trends, dynamics, and competition to inform product and go-to-market strategies.
o Enhance/ Develop regional SME Segment Narrative for Executive, account, sales, and product engagements internally and externally.
o Provide support to the sales teams in pre and after-sale partner meetings with a detailed understanding of product features to identify and implement solutions (in partnership with the Customer Solutions Center and the local product team.
o Represent the SME strategy and narrative on new distribution customer meetings
o Draft and keep current go-to-market materials such as bulletins, sales, and training materials to support new and enhanced products in SME Central Hub
o Assess relevant differentiated bundles for the SME segment
o Regional Adaptation and rollout of our new solutions and initiatives
o Own the creation of Sales training, collateral & Marketing initiatives to elevate SMEs within the region
o Regional and Market Execution Support: for distribution partners’ discussions, RFPs, and external conferences
o Distribution and communication of all Thought Leadership/Best Practice Sharing
o New SME Segment Flows identification to drive increased revenue and help us win new deals
o GTM/Rollout support for all new solutions and initiatives.

o Customer Solution Centers – Ongoing engagement with local and regional Customer Solution Centers teams to ensure the SME strategy is implemented, needs are fulfilled, and bridge the knowledge gaps while ensuring SME KPIs are met.

o Product knowledge/training through certification, ensuring consistent SME narrative across teams: for SME Product & BD Teams –
o Drive consistent SME Strategic Narrative across larger teams through training, product certification, and opportunity identification.
o Design & deliver continuous SME-specific training courses to develop and increase knowledge. Who are key stakeholders outside the card part of banks (large, med, small, etc.)? What are key SME needs?

All About You:
o Able to navigate conversations that are both technical and business oriented
o Exce