Manager– Product Management, Cross Border Payments

The company’s Transfer Solutions team in EEMEA is driving at-scale innovation and growth to meet today’s demands for simple, certain, and secure international and domestic payments by individuals and businesses of all sizes. Transfer Solutions is a portfolio of integrated assets and capabilities designed to service key verticals, customer segments, and multiple payment flows. Through simple connectivity means, we enable partners the ability to reach a variety of endpoints—account, card, mobile wallet, or cash payout—nearly anywhere in the world.

The organization is looking for a Manager, Product Management, Cross Border Payments as part of the EEMEA Product Management Team, to work with customers, primarily large pan-regional Group Banks, to further the strategic and commercial agenda of the company in the region, especially around Cross Border Payments, which includes Low Value B2B / Commercial Payments, P2P Remittances, and purpose-based payments like Bill Payments, Tuition Payments, and Utility Payments.

The ideal candidate is aware of the African Payments landscape and is a known name within the circles of Financial Institutions in the region. He/She must understand the intricate dynamics of how money moves across Banks and Borders, particularly regarding Correspondent Banking, the evolving nature of SWIFT and ISO messaging standards, and existing Settlement & Funding Structures, thereby able to identify existing gaps and solutionize by placing the company’s assets in the mix with customers. The person must hold adequate subject-matter expertise to converse with banking leaders across Transaction Banking, Treasury, Retail, or Payment System Design and drive desired commercial outcomes for the company.

Role

• This is a Product/Solutioning role at its heart where you will work with new prospects and existing clients in providing the commercial and technical solutions to drive the sale and launch of the company’s Cross Border Payments asset to large pan-regional banks.
• Own the Sales Solutioning cycle, end-to-end, when working with large/multi-market prospects, positioning the company’s Cross-Border Payments assets, either as standalone deals or as part of clubbed multi-product engagements.
• Partner with MA Account Management and in-country Cross-Border Sales teams during the Sales and/or Implementation Cycle with a Customer and provide the deep subject matter expertise required for opportunity conversion.
• You can either choose to be accountable for successful conversion of the opportunity cycle. In short, while you own the Commercial and Techno-Functional Solution, your counterpart teams in MA own the Relationship and Revenue Realization cycle.
• Alternatively, be accountable to lead, with minimal supervision, the complete Sales and GTM efforts within assigned territories and Accounts, including relationship and full-scale PnL responsibilities.
• Engage in internal concept selling within the company at an Account/Country level for appropriate customer engagement required to drive conversion.
• Responsible for driving market adoption of the company’s cross-border solutions in partnership with the Cluster teams.
• Be able to independently and in teams communicate the needed product capabilities for the markets and clients, and work with various teams within the organization to bring them to life.
• Develop and maintain strong working relationships, working closely with cross-functional teams across the organization to drive the Transfer Solutions agenda.

Requirements

• Have worked in Product Management roles in Cross Border Payments processing teams of large Transaction Banks focused on Africa.
• Alternatively, have worked in Solutioning roles within the Cross Border Payments industry or Market Infrastructure providers.
• Understand and know how NOSTRO pricing works alongside specific challenges of Currency Control, Correspondent De-Risking, etc.
• Understand SWIFT, RTGS, ACH, and emerging Multi-lateral payment schemes and the constructs that exist in Africa. Knowledge of alternate technical architecture is a significant plus.
• Have first-hand experience in the business and sales lifecycle of products and offerings along with prospecting, conversion funnel, launch, and PnL responsibilities.
• Be a known face in the markets, with existing relationships and credibility to hold deep subject-matter conversations on the topics.
• Enjoy learning new things and can pick up concepts quickly, connecting the dots independently without the need for formal & extensive training.
• Demonstrated success working with stakeholders across other business units, functions, and markets in support of cross-functional projects/programs.

Corporate Security Responsibility
All activities involving access to the company’s assets, information, and networks come with an inherent risk to the organization; therefore, it is expected that every person working for, or on behalf of, the company is responsible for information security and must:

• Abide by the company’s security policies and practices;
• Ensure the confidentiality and integrity of the information being accessed;
• Report any suspected information security violation or breach; and
• Complete all periodic mandatory security training in accordance with the company’s guidelines.