Job description
Role Overview
Manager, Issuer Sales Specialist Ethoca at Mastercard. This client-facing commercial position reports directly to the Vice President of Sales and drives revenue growth within Ethoca's regional Issuer division.
Company Overview
Ethoca, a Mastercard company, transforms the payments landscape by redefining how global merchants and issuers collaborate to combat fraud and disputes while enhancing the consumer experience. Mastercard powers economies and empowers people in 200+ countries and territories worldwide, supporting a wide range of digital payments choices and delivering products and services that help people, businesses and governments realize their greatest potential.
Role Purpose
To drive revenue growth and account expansion within Ethoca's Issuer division by managing the sales process, securing new opportunities, executing cross-sell strategies, and deepening customer relationships with existing and prospective issuer accounts.
Key Responsibilities
Revenue Growth & Expansion
- Drive revenue growth by managing the sales process and securing new opportunities across Ethoca product solutions for new and existing issuer accounts.
- Own the client sales contractual and negotiations process through to close.
- Help drive long-term scalable growth with existing accounts.
- Enhance profitability across the portfolio.
Client Relationships & Account Management
- Grow, expand, and identify new relationships across key client stakeholders.
- Deepen and strengthen customer relationships and drive overall account stickiness.
- Run quarterly business reviews and account planning.
- Drive senior level involvement to deliver on shared business goals.
- Support and manage commercial escalations with clients to provide quicker turnaround times and support in resolution.
Platform Adoption & Optimization
- Lead commercial efforts to drive platform adoption and optimization of Ethoca solutions.
Internal Cross-Functional Collaboration
- 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.
Qualifications & Experience
- Experience selling and upselling to enterprise senior client-level stakeholders in medium or long-term sales cycles.
- Relevant experience in SAAS, client-side, or issuer sales.
- Track record of pipeline generation, hitting sales targets, and driving in-year revenues.
- Proficiency with CRM tools to manage sales cycles.
- Proficiency within Fraud, Chargebacks, Dispute Resolution, and/or Consumer Experience.
- Strong understanding of the issuer and merchant payments landscape.
- Ability to quickly learn, understand, and adapt to various adjacent technologies, ecosystems, and trends.
Skills & Competencies
- Strong commercial mindset focused on growing, optimizing, and expanding the existing accounts portfolio.
- Confident with strong written communication, listening, and interpersonal skills.
- Ability to manage senior client relationships and complex negotiations.
- Strong oral presentation skills and ability to lead and manage the presentation development process.
- Comfortable working with data and providing actionable insights and recommendations.
- Strong self-starter, proactive, with ability to problem solve and deliver solutions to management and issuer clients.
- Ability to thrive in a fast-paced environment, handle a diverse workload, and meet aggressive deadlines.
Additional Information
- International travel is required for this role.
- All activities involving access to Mastercard assets, information, and networks carry inherent risk; every person working for or on behalf of Mastercard is responsible for information security.
- Must abide by Mastercard's security policies and practices.
- Must ensure the confidentiality and integrity of the information being accessed.
- Must report any suspected information security violation or breach.
- Must complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.