Mastercard
Jakarta, Indonesia (6th Floor)
+ 2 other locations
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, Security Solutions, Commercialisation, AP
The Security Solutions (SSO) team is responsible for Mastercard’s safety and security products: protecting the integrity of the payment ecosystem and making payments both convenient and secure. The portfolio spans authentication, fraud prevention, risk mitigation, dispute resolution, threat intelligence and cyber risk, serving issuers, acquirers, merchants, processors and consumers.
The Manager, SSO, Commercialisation supports the commercialisation of this portfolio across Asia Pacific. The team covers product narratives and sales enablement, sellable bundle design, anchor-deal and post-event commercialisation support, and the sales and pipeline reporting that gives leadership visibility of performance.
The role has a specific focus on Pay for Performance commercial models and on synergies between SSO and Consulting - developing constructs that link customer value to commercial return, and pairing SSO solutions with Consulting engagements.
The role works across the AP Regional Product team, Division and Country teams, SSO and Services Sales, Business Development, Customer Success, Delivery, Finance and Marketing. It is a matrixed role requiring the ability to influence without authority.
Key Responsibilities
Pay for Performance, Sellable Bundles and SSO–Consulting Synergies (priority focus)
• Develop and scale Pay for Performance commercial models across the SSO portfolio: outcome-linked pricing, gain-share and value-based constructs; working with Product, Pricing, Finance and Legal to make them repeatable in-market.
• Build the business case and value measurement frameworks that underpin these models, so customer outcomes (e.g. approval rate uplift, fraud reduction) translate into commercial terms.
• Identify and pursue synergies between SSO and Consulting: map where Consulting engagements create SSO pull-through and where SSO solutions extend into advisory-led opportunities.
• Package joint SSO + Consulting propositions and equip sales teams to take them to market, tracking joint pipeline and conversion.
• Build SSO sellable bundles: defining which products are packaged together, the use case and buying centre each bundle serves, and the pricing and commercial construct behind it. These help sales teams have a defined set of offers to take to market rather than individual products.
• Maintain and refresh the bundle set based on market feedback, win/loss evidence and new product launches, working with Regional Product and Pricing.
Supporting Responsibilities
The AP SSO Commercialisation team fulfils the following additional responsibilities. The Manager may be required to support on an ad hoc basis from time to time.
Pipeline Creation and Conversion
• Improve SSO pipeline generation and conversion through structured sales motions, post-event commercialisation, anchor-deal support and enablement that links SSO opportunities to Core and broader Services outcomes.
• Drive measurable incremental pipeline through targeted partner and customer initiatives.
• Provide targeted support to win anchor deals in priority markets: aligning product experts, value narratives, commercial models and leadership engagement around high-impact opportunities.
• Implement a disciplined follow-up model for major events with SSO presence (e.g. industry summits): lead assignment, tracking and engagement within a defined timeframe.
• Generate insights and formulate product strategy from customer feedback, leveraging AI tools for theme and opportunity identification.
Product Narratives and Sales Enablement
• Develop SSO product narratives and product-suite clarity so generalist sales teams understand where each solution fits, which buying centre it serves and how to position it.
• Deliver product and segment value-led narratives tailored to relevant buying centres, with a focus on expanding into new buying centres beyond traditional SSO stakeholders.
• Provide clear product-suite guidance for generalist sales teams: target buying centres, priority use cases and how SSO powers Core performance and broader Services relevance.
• Train and enable sales and BD stakeholders and onboard new joiners across Services, Customer Success and partner teams onto the SSO portfolio.
• Act as the “voice” of the market to Regional Product teams: feeding back customer needs, fraud trends and GTM tailoring requirements to inform product development.
SSO Sales Reporting and Commercial Governance
• Build and run scalable reporting frameworks that improve visibility, prioritisation and execution while providing actionable insights to key stakeholders.
• Deliver monthly New Sales and SSO Consulting revenue and pipeline reporting by product, market and division.
• Track pipeline hygiene, win/loss rate and cycle time (days to close).
• Support product suite P&L reviews — analysing revenue performance, pacing and budget deviations, and communicating risks to stakeholders in a timely way.
• Support recurring AP SSO governance activities (e.g. QBRs, strategy and budget reviews, stretch initiative tracking): gathering inputs, challenging first-level quality, and collating into decision-ready materials.
All About You
• Bachelor’s degree in business, technology or a related field.
• Solid experience in commercial, sales, sales enablement or product management roles within payments, security services or technology.
• Demonstrated experience contributing to go-to-market execution for complex products or services, ideally in a regional or multi-market environment.
• Exposure to commercial model design: pricing, outcome-based or performance-linked constructs; and comfort working with Finance on revenue and margin implications.
• Knowledge of the broader payments and transaction ecosystem across channels and rails, and of the payment security solution space; familiarity with transaction scoring, rule management and cybersecurity solutions is a plus.
• Excellent analytical and problem-solving skills: able to identify key issues, structure analysis, synthesize data and make clear recommendations.
• Ability to manage multiple complex workstreams concurrently and deliver to tight timelines.
• Strong interpersonal skills to influence and build credibility across functions, geographies and seniority levels; team oriented, collaborative and flexible.
• Able to embrace complexity but articulate simply, with the presence to communicate compelling messages to senior management and business partners.
• Self-driven and comfortable operating with ambiguity in a fast-moving, matrixed environment.
Key Competencies
• Commercial acumen and negotiation
• Strategic and analytical thinking
• Market insight and customer focus
• Influencing and stakeholder management
• Results orientation and resilience
• Collaborative, outcome-driven mindset
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: