Senior Analyst, Business Development - Fintech

Role Overview

Senior Analyst, Business Development - Fintech at Mastercard, based in Dubai, United Arab Emirates. The role supports the Digital Partnerships team in the Eastern Europe Middle East and Africa region (EEMEA), building, developing, commercializing and managing key customers within the Fintech segment.

Company Overview

Mastercard is a global technology company in the payments sector that 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. The Digital Partnerships team in EEMEA leads Mastercard's engagement with major actors in digital commerce, including Fintechs, Telcos (Mobile Network Operators), Digital Merchants, large Digital Giants and Enablers in new and emerging sectors.

Role Purpose

The role exists to support strategy and revenue tracking for the Fintech segment across EEMEA, grow revenue by identifying and pursuing opportunities with new or existing customers and markets, grow market share, and deepen Mastercard's regional footprint by embedding multiple products, platforms and capability bundles that drive innovation and stickiness.

Key Responsibilities

Strategy & Commercial Development

• Develop and set sales and commercial strategies aligned with geographies and segments including pipeline management and go-to-market at the segment level.
• Build, in cooperation with regional input, roadmap and pipeline for the ecosystem to accelerate growth and commercialization.
• Develop strategies, financial modeling and business cases for identified opportunities.
• Lead building of strategy, solution design, obtain investment funds, sales planning, delivery and ongoing management including customer delivery, business risk management and optimization.

Account Management & Partnerships

• Work closely with the VP of Fintech and account managers in the team to streamline tracking and revenue optimization across the segment.
• Partner with Fintechs across the EEMEA region deepening Mastercard's relationship with them across all Fintech sub-segments.
• Serve as the global owner of Mastercard's relationship with assigned accounts and be accountable to build mutually aligned strategies and plans with partners and execute on them by effectively leveraging the Mastercard organization.
• Establish day-to-day and senior business relationships and work with partners to create roadmaps and through QBRs and daily interactions ensure alignment on strategy and execution on agreed projects.
• Manage Multi-Market Fintech partners across the EEMEA region.
• Negotiate, execute and manage multiple multi-market and large Fintech customers.
• Lead negotiations with partners and with internal stakeholders and develop terms sheets and contracts.
• Build effective partnerships with relevant business stakeholders from banks, government and third-party processors.

Financial & Data Analysis

• Support QBRs (internal and external) and P&L management collaborating closely with Finance.
• Dive into financial and payment related data to be grounded in facts to provide customer specific recommendations that drive value for partners and Mastercard.
• Coordinate contract development and financial analysis.

Sales Support & Business Development

• Act as Sales Support to the function.
• Focus on business development and revenue diversification with a strong bottom line focus.
• Identify and pursue opportunities with new or existing customers and markets.
• Develop and refresh Fintech strategy.
• Demonstrate entrepreneurial approach; ability to quickly understand business requirements and translate them into potential business development opportunities.

Stakeholder Engagement & Representation

• Represent Mastercard at strategic partnerships and government events.
• Be the expert on assigned partners and learn about Mastercard's capabilities and be ready to provide insight into a Fintech's business, thinking strategically and broadly.
• Establish extensive experience in communicating in international environment at senior management level.

Qualifications & Experience

• Bachelor's degree in business or equivalent work experience.
• Relevant work experience with core knowledge of payments, data processing concepts and financial industry/banking operations practices.
• Understanding of payment solutions with experience in sales and business development.
• Thorough understanding of the Fintech landscape across the region.
• Account management experience with ability to understand customer needs, marketplace dynamics, industry trends and competitive landscape.

Skills & Competencies

• Strong written and verbal communication skills.
• Expertise in deal commercialization and P&L management.
• 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 a level sufficient to engage in meaningful partner discussions and identify and drive solutions.
• Strong relationship management skills with experience managing multiple stakeholders in a multicultural environment.
• Strong negotiating and influencing skills with ability to execute through others who do not report directly to you.
• Passion and comfort in meeting new people and building and nurturing meaningful relationships at all levels including with senior-level and C-Suite executives.
• Team player who easily builds relationships.
• Strong people management and coaching skills.
• Committed to quality with strong focus on customer needs.
• Capable of operating with high levels of empowerment and accountability.
• Ability to operate at strategic and operational level.
• Ability to collaborate with a team while working independently towards a goal.
• Fluent English.

Additional Information

Corporate Security Responsibility

• 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.
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.