Director, Business Development - Digital Partnerships - Telco

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, Business Development - Digital Partnerships - Telco

Overview
The EEMEA Digital Partnerships team is looking for a Director, Business Development, Telco to manage the relationships with key strategic digital partnership TELCO accounts in Morocco & French Speaking West Africa (Francophone Africa). This role will be based in Abidjan, Cote d’Ivoire.
Key Responsibilities
The role, is responsible for business development and account management for key telco partners, and as a result driving growth in Mastercard market share and revenue with TELCO partners in Morocco and French Speaking West Africa.
The role is responsible for signing new and executing on existing partnership/commercial deals with Mastercard telco partners across multiple markets. This includes developing and executing new and innovative digital payment business models and ecosystems.
The incumbent will be responsible for cross functional collaboration and exercising leadership in driving core revenue and product cross sales across their key accounts including partnership with local country teams and regional market development teams to drive execution.
• Execution of Strategic Account Commercial Deals and /or Strategic Partnership agreements:
• Work with cross-functional teams to clearly define strategic initiatives and priorities, set objectives, financial goals, funding requirements, and key performance indicators to measure success. (split into near term and long term priorities)
• Lead multiple customer projects in collaboration with regional teams, quickly grasp new ideas and simplify strategy into specific actions with clear accountability & roadmap
• Exercise strong judgment and organization skills to prioritize and replan activities so that critical path tasks and deliverables are not delayed
• Own the customer’s P & L including Budgeting, forecasting and financial reporting
• Responsible for reviews of the overall performance of the customer, as well as managing the relationship and profitability as per the commercial deal.
• Responsible for all administrative and operational issues for the customer/partner.
• Contribute to the achievement of the telco customer’s sales and net revenue targets including designing strategies, messaging and proposals for customers.
• Assist with analysis of the telco customer’s business with Mastercard through profitability modelling, financial forecasting and competitive analysis including Budgeting, Strategic Account planning and Quarterly Business Reviews.
Develop & Sell new opportunities with the Strategic Partners with the view to accelerate business growth – to increase Mastercard share and volume plus identify new revenue streams
• Own the co-creation and development of new business models, value propositions and/or innovative ecosystems in collaboration with the customer, internal stakeholders and/or external third party providers as required.
• Ownership of developing account plans, GTM deliverables for customer, in collaboration with the regional teams
• Develop new business opportunities/ sales pipeline leveraging full suite of Mastercard products and solutions
• Develop financial modelling and business cases for identified opportunities
• Develop strong working relationships with key influencers at customer/partner as well as internal stakeholders in Mastercard
• Collaborate with Mastercard cross functional teams to identify new segment and product opportunities and develop/ execute bespoke propositions to maximize penetration with strategic clients/partners
Execute through collaboration with key internal stakeholders, as well as external resources (customers, partners, regulators and third party service providers) to ensure seamless execution of the Mastercard strategy
• Develop views on competition positioning in the telco vertical.
• Perform market research and opportunity assessments on new concepts and ideas.
• Assess the viability of new products in support of market strategy
• Be a Subject Matter Expert and Centre of Excellence for the Digital Partnerships Telco Vertical in your applicable markets.
All About You
The ideal candidate for this position should:
• Have a strong grasp of English and French Language ( Business Speaking). This is a must-have.
• Be results driven, entrepreneurial and a proactive self-starter, requiring minimal supervision.
• Have a high level of commercial and business acumen including thought leadership.
• Have extensive experience in executing and managing sales strategies for numerous complex or large accounts, having participated in cross-functional projects and taken the opportunity to play a key role for their own market/account
• Have a track record of building and growing complex partnerships, including experience of taking a lead role in customer negotiation(s).
• Be a leader with strong interpersonal and communication skills including managing internal and external stakeholders at senior management and c-suite executive levels.
• Ideally have in-depth experience in core banking/financial industries and/or telco financial services
• Have payment industry experience/ understanding of payment & info flows
• Be able to demonstrate expertise and success leveraging payment products, rules, and services in customer accounts, consistently delivered thoughtful market and business analysis for customer accounts.
• Ideally have strong Project Management and Program Execution Skills

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.