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Customer Proposition Architect


Posted on August 12, 2019

2 - 3 years Dubai - United Arab Emirates

Any Graduation. Any Nationality

Opening 01

Job Description

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Purpose of the Digital Partnerships Team
The Digital Partnerships team is responsible for managing relationships with Digital Partners across Middle East and Africa with a focus on Telco s (Mobile Network Operators), Digital Partners (including but not limited to Online Market Places and On Demand Services) including Large Digital Giants and Key Digital Activity Players.
The key areas of responsibilities for the team are to own and drive the Strategic Imperatives and Business Development initiatives for the Digital Partners across the industry verticals including building/ deepening relationships with the partners. The team will focus on deploying initiatives identified as being high priority in delivering MEA and MasterCard (MC) goals, including:
Positioning MC as strategic technology partner, critical to profitability/ business growth
Deepening relationships with key Digital Partners, ensuring holistic engagement(s) at all levels and driving flawless execution with robust governance processes
Building and executing commercial partnerships and strategic initiatives
Developing scalable value propositions and ecosystems across the different verticals that drive partners and Mastercard key KPIs (revenue, new consumers, transactions etc.)
Providing Thought Leadership internally and externally
Purpose of the Job
Reporting directly to the Digital Partnerships Lead for MEA, The candidate will be responsible for supporting the co - creating, designing and execution of vertical specific solutions and ecosystems for the digital partners across the Middle East and Africa. This will be done in collaboration with the digital partnership relationship managers and business development teams including regional cross functional support partners. The candidate will play an instrumental role in shaping unique vertical level strategies for the digital partners including Telco s, On Demand Services, and Digital Giants and Online Merchants. This role will be based in Dubai.
Key Responsibilities
Reporting directly to the Digital Partnerships Lead for MEA, The candidate will ensure Digital Payments value proposition and strategy for each vertical is implemented in close alignment to market objectives and deliver commercial product launches and success.
Summary of responsibilities:
Support the Creation and Development of Centres of Excellence across the Digital Partnership Verticals
o Assists in the development of the strategy for Digital Partner, the account objectives and action plans
o Contributes to large cross-functional projects for the Digital Partners by developing presentations, conducting research and executing complex analysis, typically owns a specific portion of the project and/or work stream
o Conducts and /or leads the delivery of special, ad-hoc studies for to aid leadership in developing and/or framing digital partner/vertical specific solutions and value propositions
o Participates and attends leadership meetings, may participates in senior level discussions
o Developing necessary tools and processes to ensure Sales Management excellence for the Digital Partnerships Team including creating key templates such as QBR templates, Customer Engagement Templates, KPI Management and Reporting etc.
Support flawless execution through collaboration with key constituents both internally, including the Digital Partner Group Relationship Manager (market development, global products & solutions, legal, franchise and finance teams), as well as external resources (customers and Digital partners, regulators and third party service providers) to ensure seamless execution of the strategy
o Develop views on competition positioning in the partners industry vertical for MasterCard. Accountable for MasterCard positioning with the industry eco system
o Perform market research and opportunity assessments on new concepts and ideas. Assess the viability of new products in support of market strategy
Develop & Co-create new business models with the view to accelerate business growth to increase MasterCard share and volume and identifying new revenue streams working in partnership with the Group Relationship Managers, Digital Business Development Managers and Head of Digital Partnerships to
o Develop & Co-create new business models(Vertical Focus) with the view to accelerate business growth to increase MasterCard share and volume and identifying new revenue streams
o Support the ideation, scoping and then documenting new business models, value propositions and /or innovative ecosystems in collaboration with the customer, internal stakeholders and /or external third party providers as required.
o Unpack the needs, aspirations and pain points for Mastercard Digital customers in a consultative approach
o End to end ownership of narrative and storyboarding for strategic pitches and sales opportunities
o Support the packaging and documentation of new business opportunities/ sales pipeline leveraging full suite of MasterCard products and solutions, including co-brands, prepaid and commercial products, MasterPass, Advisors services and other MasterCard products service innovations or enhancements
o Support the development of financial modelling and business cases for identified opportunities and value propositions.
o Work with the Digital Partnership team Account Managers and MasterCard cross functional teams to identify new segment and product opportunities and develop/ execute bespoke propositions to maximize penetration with Digital partners/ industry
All About You
Ability to package industry trends and consumer needs to provide sales ideas, solution selling support and differentiated value for Mastercard offerings.
Experience of building and driving business cases, strategic plans and execution roadmaps
Strong consultative mind-set, including sound communication and presentation skills, able to effectively articulate and present complex architectures, solutions and ecosystems.
Team player, comfortable working in a large matrix organization, willing to lead, build consensus and determined to get things done in time
Experience working across culture. Comfortable working in a dynamic environment where rapid or sudden changes are not unusual
Strong Project Management and Program Execution Skills
Solid interpersonal and communication skills _ matrix management capability. (internal and external stakeholders)

Banking / Financial Services / Broking

Sales / Business Development


Customer Proposition Architect

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Founded in 1966, MasterCard is a global technology company and payments industry leader. With an expertise in making payment safer, smarter and simpler, the company continually innovates and expands the range of its products and solutions for the global market, including the UAE. Be it business p artners, governments, merchants or consumers, the benefits of MasterCard products and services are reaped by all.

The global company has received several recognitions, including:

- Ranked among Top 10 in Bloomberg Businessweek 50 annual ranking (2013) for top performing US companies

- Best-in-Category Paybefore Awards 2013 and Most Innovative Program from the Paybefore Awards Europe (2013)

- 2013 GSMA Best NFC/Mobile Money Product or Service for the Etisalat Commerce Program

- Ranked #5 for its diversity and inclusion practices by DiversityInc’s list of Top 50 companies for Diversity (2013)

MasterCard is recognized as a great global place to work and fosters a multi-cultural work environment where the diverse workforce can learn and engage in challenging projects. The company rewards talented employees and offers several benefits such as flexible work schedules, training and development programs.

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