Vice President, Commercialization, Small-medium Enterprise

Reporting to the Senior Vice President, Head of SME Solutions AP, this role will co-lead and provide expertise and guidance to product specialists in Customer Solution Centers (CSC) across the region.

Key responsibilities comprise four key areas: revenue targets delivery, drive market penetration and acceleration, sales & product enablement, and strengthen product value proposition to existing and prospect customers.

Role
• Create and define go-to-market strategies to scale existing and newly developed products across the different segments in region.
• Participate and contribute to the sales planning process with sales teams in markets.
• Track and deliver on business KPIs for the region jointly with the account managers in markets.
• Accountable for driving sales pipelines and sizing top business development opportunities to unlock growth.
• Alongside account managers participate as a subject matter expert in customer meetings and deal negotiations to materialize opportunities.
• Understand, gather deep competitor intelligence insights, and share with account managers to refine sales messages and the product value propositions.
• Gather and provide customer feedback regarding product enhancements needed from regional product team and the CSCs
• Own regional commercial and pricing structures.
• Identify and highlight product innovation opportunities emerging from discussion with customer back to the region and global product teams.
• Identify localization needs related to global solutions where dictated by market conditions
• Together with the regional Product SME team help enabling the products, address the needs and ensure readiness for target markets.
• Work together with regional product team to identify relevant partners to execute on global product priorities when the decision has been made to partner rather than build or buy.
• Provide account managers, CSC product specialists and country managers with the right tools, training, and content to drive compelling and differentiated commercial proposition to drive products adoption and high customer satisfaction.

All About You
• In depth understanding and prior experience in the payments industry serving the small and medium business sector.
• Strong understanding of relevant market trends in the region.
• Prior experience in business development, sales, and product management of complex solutions.
• A results-oriented leader able to drive results and with proven experience in developing go-to-market strategies of new and innovative products and end-to-end product strategy and delivery of scalable solutions.
• Entrepreneurial and commercial mindset able and adjust to changing demands of market, customers, internal strategies and build partnerships across the organization.
• Excellent communications and influencing skillset to articulate the value of change and new strategies to the overall business goals.
• Ability to lead cross-function and multi-location teams.
• Organizational savviness to navigate a highly matrixed organization and resilience to thrive in high pressure goal-oriented, and substantial revenue growth driven environment.
• Willingness to travel throughout the region.

Job Description Summary

About Mastercard
Mastercard is a global technology company in the payments sector. We power payments and provide products and services for individuals and industries all around the world. Our people, technology, data, and brand provide the capabilities that drive our success. We believe in connecting people to priceless possibilities.

Overview
The regional Vice President, Commercialization, SME for AP will be responsible for developing, managing, and executing go-to-market strategies for a highly scalable product portfolio and for delivering on revenue targets in shared accountability with sales teams.

Reporting to the Senior Vice President, Head of SME Solutions AP, this role will co-lead and provide expertise and guidance to product specialists in Customer Solution Centers (CSC) across the region.
Key responsibilities comprise four key areas: revenue targets delivery, drive market penetration and acceleration, sales & product enablement, and strengthen product value proposition to existing and prospect customers.

Role
• Create and define go-to-market strategies to scale existing and newly developed products across the different segments in region.
• Participate and contribute to the sales planning process with sales teams in markets.
• Track and deliver on business KPIs for the region jointly with the account managers in markets.
• Accountable for driving sales pipelines and sizing top business development opportunities to unlock growth.
• Alongside account managers participate as a subject matter expert in customer meetings and deal negotiations to materialize opportunities.
• Understand, gather deep competitor intelligence insights, and share with account managers to refine sales messages and the product value propositions.
• Gather and provide customer feedback regarding product enhancements needed from regional product team and the CSCs
• Own regional commercial and pricing structures.
• Identify and highlight product innovation opportunities emerging from discussion with customer back to the region and global product teams.
• Identify localization needs related to global solutions where dictated by market conditions
• Together with the regional Product SME team help enabling the products, address the needs and ensure readiness for target markets.
• Work together with regional product team to identify relevant partners to execute on global product priorities when the decision has been made to partner rather than build or buy.
• Provide account managers, CSC product specialists and country managers with the right tools, training, and content to drive compelling and differentiated commercial proposition to drive products adoption and high customer satisfaction.

All About You
• In depth understanding and prior experience in the payments industry serving the small and medium business sector.
• Strong understanding of relevant market trends in the region.
• Prior experience in business development, sales, and product management of complex solutions.
• A results-oriented leader able to drive results and with proven experience in developing go-to-market strategies of new and innovative products and end-to-end product strategy and delivery of scalable solutions.
• Entrepreneurial and commercial mindset able and adjust to changing demands of market, customers, internal strategies and build partnerships across the organization.
• Excellent communications and influencing skillset to articulate the value of change and new strategies to the overall business goals.
• Ability to lead cross-function and multi-location teams.
• Organizational savviness to navigate a highly matrixed organization and resilience to thrive in high pressure goal-oriented, and substantial revenue growth driven environment.
• Willingness to travel throughout the region.