Director, Partner Account Management

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, Partner Account Management

Our Purpose

At Mastercard, 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.

Overview

At Ethoca, a Mastercard company, you can join a team of top business and technology innovators who are transforming the industry. We are changing the payments landscape and reinventing the way global merchants and issuers combat fraud and reduce costs, and increasingly over the coming years how we help elevate consumer experiences. Our relentless customer focus is what makes us a multi award-winning business. The Director, Business Development, Europe will be a key contributor as a leader in driving merchant and issuer partnership and revenue objectives. S/he will help to define business development strategy, together with the Ethoca Business Development leadership team. This role reports to the Vice President of Global Business Development.

Role

The Director, Business Development will have a proven track record of managing customer relationships and revenue opportunities with key merchant partners. This will include coordinating cross-functionally with product, CX, and technology to ensure smooth partner launch post-contract signing, and working with the partner’s go-to-market team to drive adoption and sell-through of Ethoca solutions across the partner’s book of customers.
• Deliver against sales and net revenue targets
• Conduct periodic account planning to identify top revenue and optimization opportunities for each partner.
• Develop and implement sales plans including business development, marketing and product management.
• Partner with the customer to establish, execute and report progress against annual business plans.
• Adapt generic sales materials to cater to specific prospects and/or value propositions.
• Build pricing proposals and business cases to ensure deal profitability and protect Ethoca pricing integrity.
• Identify and drives new partnership/partnership expansion opportunities.

All About You

• Experience selling complex data/SaaS products, and/or selling to complex customer segments/distribution partners, and/or managing complex customer accounts/distribution partners, with quantifiable and demonstrable positive outcomes.
• Comfortable with facilitating cross-functional meetings and projects with product teams, engineering teams, customer success teams, and/or sales teams.
• Experience codifying and executing processes and best practices.
• Strong written and verbal communication and presentation skills.
• Comfortable with handling, analyzing, and summarizing large datasets into actionable insights, commercial proposals, and executive-level memos and presentations using Microsoft Excel, PowerPoint, Word.
• Familiarity and experience in payments technology and payments fraud.


Mastercard is an inclusive equal 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. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment 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.

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