The Senior Director, the company Global Processor Partnerships, is responsible for executing business development strategies through partnership to grow our business and drive innovation adoption with processor partners located in the company's CEMEA Region (Central Europe, Middle East, and Africa). This person will work with the CEMEA Processing Head and provide operational support, strategic analysis, sales analysis, and technical expertise. The result of these efforts will be increasing strategic value to the client, identifying new use cases, and delivering the company innovation across the ecosystem including processing (Issuer), program management, BIN sponsorship, and core solutions.
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Responsibilities
- Head the development and execution of all related sales activities with all Issuer processors in the CEMEA region.
- Work with product and processing teams to identify and prioritize the implementation of the company solutions (tokenization, push payments, installations, digital issuance, risk and dispute solutions) for TPP integration and distribution.
- Identify and eliminate friction points that limit our ability to innovate and drive brand outcomes.
- Oversee the development and management of the reporting of CEMEA Processing Partnership sales plans, including relevant metrics. Review KPIs regularly with Processing Head to identify variances and work with the RPS team to address them.
- The person will be directly responsible for all issuer processor relationships and business development activities.
- Deliver on specific and aggressive processor account plans focused on the company processing products and services, including traditional products, emerging digital solutions, white-labeled services, and/or open platform extensions to processors.
- Identify strategic opportunities through a strong understanding of clients’ businesses, including payment processing strategies aligned with the company's overall strategy.
- Build and deepen relationships/partnerships with processor executives.
- Prepare proposals, RFPs, and negotiate contractual relationships with various internal and external stakeholders.
- Participate on relevant cross-functional teams (internal/external) that include representation from Product, Technology, Corporate Strategy, Digital Innovation, Operations, Marketing, Risk, and Market Research groups.
Work Conditions
This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.
Qualifications
- Strong knowledge of issuer processing, trends, and dynamics including ability to technically assess and engage with processors, fintech clients, neo-banks, and all related technology players.
- Strong knowledge of the CEMEA TPP landscape and the comparative position of regional ecosystem enablers.
- 12-15 years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g., Masters, MBA, JD, MD) or 6+ years of work experience with a PhD.
- 10 years Pre-Sales or business development experience with related TPP sales and relationship management experience in the payments industry; issuer/acquirer processing experience/functional processing understanding is critical.
- Demonstrated track record of providing guidance and influence across multiple levels within a client organization, including senior executive management.
- Background in planning, managing and closing complex sales efforts.
- Background with Processing products and Platforms and its nuances.
- Ability to implement strategic initiatives, including market sales plans, policies, and operational decisions.
- Proven technical/operational project management skills.
- Excellent written and verbal communication skills with the ability to establish effective relationships with all levels, including senior management.
- Excellent strategic thinking and analytic skills and a proven track record of creating solutions that increase revenue.
- Ability to manage & grow internal and external resources and cross-functional relationships.
- Proven ability negotiating business agreements and ability to enhance existing and develop new business partnerships.
