Director, Product Management - Cross Border Payments at Mastercard

Overview

• Mastercard’s Transfer Solutions team in EEMEA is driving at scale innovation and growth to meet today’s demands for simple, certain, and secure international and domestic payments by individual and businesses of all sizes. Transfer Solutions is a portfolio of integrated assets and capabilities designed to service key verticals, customer segments and multiple payment flows.
• Through simple connectivity means, we enable partners the ability to reach a variety of endpoints—account, card, mobile wallet, or cash payout—nearly anywhere in the world.
• The organization is looking for a Director, Product Management, Cross Border Payments as part of the EEMEA Business Development Team, to work with customers, who are primarily large pan-African Group Banks to further the strategic and commercial agenda of Mastercard in the region, especially around Cross Border Payments, which includes Low Value B2B / Commercial Payments, P2P Remittances and Purpose-based payments like Bill Payments, Tuition Payments, Utility, Social Security etc.
• The ideal candidate is aware of the African Payments landscape and is a known name within the circles of Financial Institutions in Africa. He / She must be aware of the intricate dynamics of how money moves across Banks and Borders, especially relating to Correspondent Banking, evolving nature of SWIFT and ISO messaging standards, existing Settlement & Funding Structures, thereby able to identify the existing gaps, and solutionize placing Mastercard assets in the mix with customers.
• The person must hold adequate subject-matter expertise to hold conversation with banking leaders ranging from Transaction Banking, Treasury, Retail or Payment System Design and drive home desired commercial outcomes for the company.

Role

• This is a PreSales Solutioning roles at its heart where you will work with new prospects and existing clients in providing the commercial and technical solution, to drive sale and launch of Mastercard’s Cross Border Payments asset to the large pan African Banks.
• Own the Sales Solutioning cycle, end-to-end, when working with large / multi-market prospects, positioning Mastercard’s Cross-Border Payments assets, either as a standalone deal or as part of a clubbed multi-product engagement.
• Partner with MA Account Management, and in-country Cross-Border Sales teams during the Sales and / or Implementation Cycle with a Customer and provide deep subject matter expertise required for the opportunity conversion.
• You can either choose to be - Accountable for successful conversion of the opportunity cycle. In short, while you own the Commercial and Techno-Functional Solution, your counterpart teams in MA owns the Relationship and Revenue Realization cycle. OR,
• Alternatively – be accountable to lead, with minimal supervision, the complete Sales and GTM efforts within assigned territories and Accounts, including relationship and full scale PnL responsibilities.
• Internal concept selling within the company, at an Account / Country level, for appropriate customer engagement required to drive conversion. Responsible for driving market adoption of Mastercard’s cross-border solutions, in partnership with the Cluster teams.
• Be able to independently and in teams communicate the needed product capabilities for the markets and clients, and work with various teams within the organization to get them to life.
• Develops and maintains strong working relationships, working closely with cross-functional teams across the organization, to drive the Transfer Solutions agenda.

All About You

The ideal candidate for this position should:

• Have worked in Product Management roles in Cross Border Payments processing teams of large Transaction Banks working in / focused on Africa.
• Alternate, have worked in Sales Solutioning role within Cross Border Payments industry OR Market Infrastructure providers, preferably in Africa.
• Understand and know how NOSTRO pricing works, along with Africa specific challenges of Currency Control, Correspondent De-Risking etc.
• Understand SWIFT, RTGS, ACH, and emerging Multi-lateral payment schemes and the constructs that exists in Africa. Knowledge of alternate technical architecture is a big plus.
• Have firsthand experienced business and sales lifecycle of products and offerings along with prospecting, conversion funnel, launch, and PnL responsibilities.
• Known face in the markets, with existing relationship and credibility to hold deep subject-matter conversations on the topics.
• You enjoy learning new things and can pick up concepts quickly and connect the dots independently without the need of formal & extensive training.
• Demonstrated success working with stakeholders across other business units, functions, and markets in support of cross-functional projects / programs.