Manager, Business Development - Digital Giant Segment

Role Overview

Manager, Business Development - Digital Giant Segment at Mastercard, based in United Arab Emirates. This high-profile, customer-facing role focuses on building, developing, and managing key strategic clients in the Digital Giant segment across EEMEA markets.

Company Overview

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. The company supports a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Technology, innovation, partnerships and networks combine to deliver products and services that help people, businesses and governments realize their greatest potential.

Role Purpose

Develop strategy and grow revenue in the Digital Giant segment across the EEMEA region by identifying and pursuing opportunities with new or existing customers and markets, growing market share, and deepening Mastercard's regional footprint. Embed multiple products, platforms, and capability bundles that drive innovation and stickiness.

Key Responsibilities

Account Ownership & Relationship Management

• Own Mastercard's relationship with assigned accounts and be accountable for building mutually aligned strategies and plans with partners.
• Establish day-to-day and senior business relationships with partners.
• Create roadmaps with partners and ensure alignment on strategy and execution through QBRs and daily interactions.
• Represent Mastercard in strategic partnership programs and events.
• Build and nurture meaningful relationships at all levels, including with senior-level and C-Suite executives.

Deal Development & Commercialization

• Partner with digital giants across EEMEA, deepening relationships across key marketplace segment partners.
• Focus on deal commercialization, acceptance, value-added services, and portfolio optimization.
• Develop business cases including ROI analyses.
• Lead responses to RFPs.
• Develop strategies, financial modeling and business cases for identified opportunities.
• Coordinate contract development.

Revenue Growth & Strategy

• Drive Mastercard revenue growth with a strong bottom-line focus.
• Develop and set sales and commercial strategies aligned with geographies and segments, including pipeline management and go-to-market at the segment level.
• Build roadmap and pipeline for ecosystem to accelerate growth and commercialization in cooperation with regional input.
• Diversify revenue streams across assigned partners.

Data Analysis & Customer Insight

• Dive into financial and payment related data to be grounded in facts.
• Provide customer-specific recommendations that drive value for partners and Mastercard.
• Understand customer needs, marketplace dynamics, industry trends and competitive landscape.

Negotiation & Contract Management

• Lead negotiations with partners and internal stakeholders.
• Develop terms sheets and contracts.
• Execute and manage multiple multi-market and large digital giant customers.

Strategic Leadership

• Demonstrate an entrepreneurial approach; quickly understand business requirements and translate them into potential business development opportunities.
• Operate at both strategic and operational levels.
• Lead in developing strategy, solution design, obtaining investment funds, sales planning, delivery, and ongoing management including customer delivery and business risk management.
• Leverage the Mastercard organization effectively to execute agreed plans.

Information Security

• Abide by Mastercard's security policies and practices.
• Ensure confidentiality and integrity of information being accessed.
• Report any suspected information security violation or breach.
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.

Qualifications & Experience

• Bachelor's degree in business or equivalent work experience.
• Expert relevant work experience with core knowledge of payments, data processing concepts and financial industry/banking operations practices.
• Deep knowledge and understanding of payment solutions with significant experience in sales and business development.
• Thorough understanding of the marketplace landscape across the region.
• Account management experience.
• Extensive experience communicating in international environment at senior management level.

Skills & Competencies

• Strong written and verbal communication skills.
• Expertise in deal commercialization and P&L management.
• Fluent in English and Arabic preferred.
• Action-oriented and results-driven with disciplined approach to deliver sales targets, financial analysis, and strategic development.
• Analytical capability, strategic thinking, and emotional intelligence.
• Ability to dive deep on all areas of the business to deliver creative solutions to unstructured problems.
• Comfortable aptitude for onboarding complex business and technical knowledge to level sufficient to engage in meaningful partner discussions.
• Negotiating and influencing skills with ability to execute through cross-functional teams.
• Strong people management and coaching skills.
• Passion and comfort in meeting new people and building relationships.
• Ability to collaborate with a team while working independently towards a goal.
• Committed to quality with strong focus on customer needs.
• Team player who easily builds relationships.
• Strong relationship management skills in multicultural environment.
• Capable of operating with high levels of empowerment and accountability.
• Intellectually curious and commercially astute mindset.

Additional Information

• All activities involving access to Mastercard assets, information, and networks come with inherent risk to the organization and require responsibility for information security.