Mastercard
Dubai, United Arab Emirates
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.
Manager, Issuer Sales Specialist Ethoca
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
Manager, Issuer Sales Specialist Ethoca
Overview
Ethoca, a Mastercard company, is transforming the payments landscape by redefining how global merchants and issuers collaborate to combat fraud and disputes—while enhancing the consumer experience. Our relentless focus on the customer has made us a multi award-winning leader in the industry. We are seeking an exceptional and experienced Issuer Sales Manager to join our high-performing team. This individual will be a key contributor in driving revenue growth within Ethoca’s regional Issuer division. Reporting directly to the Vice President of Sales, this individual will play a critical role in managing and executing the issuer growth strategy.
Role Responsibilities:
In this client-facing commercial position, you will be responsible for:
• Issuer revenue Growth & Expansion - Driving revenue growth by managing the sales process and securing new opportunities and cross-sell across Ethoca product solutions for the new and existing issuer accounts portfolio.
• Enhance profitability and own the client sales contractual and negotiations process through to close, helping to drive long-term scalable growth with existing accounts.
• Grow, expand, and identify new relationships across key client stakeholders. Accountable for deepening and strengthening customer relationships and driving overall account stickiness.
• Lead commercial efforts to drive platform adoption/optimization of Ethoca solutions.
• Own and manage the internal sales approval process with Sales leadership, Product, Sales Excellence, Client Services, Legal, and Finance.
• Collaborate across Mastercard business lines to identify new opportunities that align to client priorities.
• Support and manage commercial escalations with clients to provide quicker turnaround times and support in resolution.
• Run quarterly business reviews and account planning, responsible for driving senior level involvement to deliver on shared business goals.
Role Requirements
• Experience selling and upselling to enterprise senior client-level stakeholders in medium or long term sales cycles. Relevant experience on the SAAS / client-side or issuer sales is a plus.
• Track record of pipeline generation, hitting sales targets, driving in year revenues, with proficiency in using CRM tools to manage sales cycles.
• Possess a strong commercial mind-set focused on growing, optimizing, and expanding the existing accounts portfolio
• Proficiency within Fraud, Chargebacks, Dispute Resolution, and/or Consumer Experience, as well as possesses a strong understanding of the issuer/merchant payments landscape. Ability to quickly learn, understand, and adapt to various adjacent technologies, ecosystems, and trends.
• Ability to thrive in a fast-paced environment, handle a diverse workload, and meet aggressive deadlines.
• Must be confident and possess strong written communication, listening, and interpersonal skills, with an ability to manage senior client relationships and complex negotiations.
• Strong oral presentation skills and ability to lead/manage the presentation development process.
• Comfortable working with data, and providing actionable insights and recommendations.
• A strong self-starter, proactive, with the ability to problem solve and deliver solutions to management and issuer clients.
• (International) travel is required for this role.
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: