Director, Global SME B2B Lead

Our Purpose

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.

Title and Summary

Director, Global SME B2B Lead

The Global SME B2B Lead will be responsible to develop and execute a global strategy to tackle SME B2B flows.
The successful candidate will look after SME solutions to unlock B2B flows (issuing, acceptance, multi-rail), including Mastercard products and identifying potential players, with whom Mastercard could partner to bring forward innovative solutions.

Key Responsibilities:
o Develop and execute a Global strategy for VCN and supplier enablement in
SME B2B acceptance solutions.
o Identify and define key SME B2B Acceptance and VCN partners such as, C2A / MoR players and vertical ISV providers.
o Define C2A/MoR partnership framework, assess global partners, and accelerate efforts to drive incremental B2B volumes across the regions.
o Develop a joint value proposition on cross-border flows, focusing on enabling cross-border express capabilities on SME cards.
o Provide trends, insights, and changes to the SME landscape to support our segment strategy beyond card.
o Collaborate with global & regional SME segment product teams on ensuring SME products and solutions are developed and enhanced with SME and non-bank distribution partners’ inputs in mind and according to the SME product distribution standards.
o Map the SME ecosystem globally and identify key regions & markets to develop a pipeline to penetrate further on SME B2B payment flows, leveraging Mastercard and partners solutions for issuing, acceptance and cross-border flows.
o Partner with global government, fintech, digital partnerships and GPS teams to identify potential SME B2B use cases.
o Map SME distribution partners’ capabilities, product offerings, needs, and gaps to identify product synergies.
o Develop the right distribution model and commercial terms, negotiate, and lead the contractual efforts with prospective partners.
o Develop use cases, playbooks, and distribution model archetypes that can be leveraged for scaling efforts.
o Collaborate with colleagues to capture more SME B2B Flows
o Provide support to the sales teams in pre and after-sales partner meetings with a detailed understanding of product features to identify and implement solutions (in partnership with the Customer Solutions Centre and the local product team).
o Draft, keep and customize to SME narrative the current go-to-market materials such as bulletins, sales, and training materials to support new and enhanced products in SME Central Hub that can drive SME B2B strategy
o Maintain distribution partners pipeline and track performance and value of efforts.
o Distribution and communication of all Thought Leadership/Best Practice Sharing in the SME B2B and embedded finance space
o SME Segment B2B flows and industries identification to drive increased revenue and help us win new deals.
o GTM/Rollout support for all new B2B solutions, partnerships and initiatives.
o Product knowledge/training through certification, ensuring consistent SME B2B and embedded finance narrative across teams: for SME Product & BD Teams.

All About You:
o Able to navigate conversations that are both technical and business oriented.
o Excellent writing skills and experience creating training materials, product guides, etc.
o Strong B2B and embedded payments experience and understanding of SME B2B flows, i.e. accounts payable, embedded finance, trade use cases.
o Able to work independently and with minimal guidance.
o Self-motivated and thrives in a fast-paced environment; ready to take on stretch goals.
o Flexible and creative, able to not only adapt but also thrive in a constantly changing environment with the ability to multitask and adjust to evolving responsibilities.
o Ability to “storyboard” and develop visually compelling presentations with clear logic and structure.
o Ability to lead initiatives from start to finish, with excellent time management and organizational skills.
o Builds cross-functional organizational relationships and ensures establishing an internal network to execute against strategy successfully.
o Strong customer relationship-building and management skills that results in meeting and managing the demands of our internal and external customers.
o Fluent in English.
o Experience in financial services and payments with an understanding of competitive offerings and industry trends; international market knowledge/experience; SME banking or SME payment experience a plus.
o Consulting background is a plus.
#SME

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.