Director, SME Channel Partner Sales, Europe

Title and Summary

Director, SME Channel Partner Sales, Europe Overview

Overview

Across Europe, Small and Medium Businesses (SMEs) are essential to the economy, contributing significantly to employment, GDP and economic growth. An increasing share of SMEs are adopting innovative financial service products and services via non-traditional sales channels which include Fintechs, Spend Management Platforms and other Payment Solution Providers. Mastercard is committed to helping SMEs grow and thrive in a digital-first economy, by delivering customer-centric solutions through these emerging channels.

Role

Accelerating growth in SME is a key part of Mastercard’s strategy, and with increased focus and investment, it’s a great time to join us. Our SME team is looking for a Director, SME Channel Partner Sales to drive revenue growth and expand Mastercard’s presence in this high growth area. The primary focus of this role is on sales execution and revenue generation with emerging channel partners. This role sits within a global team and is responsible for driving growth in the Europe region specifically. You will work closely in collaboration with Account Management, Business Development, SME Product teams, and key market stakeholders, to develop and execute successful go-to-market strategies, drive volume and revenue growth, whilst ensuring market-leading customer satisfaction. As part of a global team, you will also have access to resources and best practice from across the globe, whilst benefiting from strong collaboration also within the Europe region itself.

Key Responsibilities

• Own and execute a revenue-driven channel sales strategy in your designated partner channel (Fintechs that offer Accounts, Invoicing, Spend Management and broader SME Solutions) to grow Mastercard’s distribution with emerging partners across Europe.
• Develop and maintain a robust high-quality sales pipeline, leveraging data-driven insights to prioritise high-impact opportunities in your assigned target segment(s).
• Identify and engage potential customers through a combination of internal and external networking, partnerships, and direct outreach.
• Understand channel partner needs, SME pain points and tailor Mastercard’s solutions to address their unique challenges, whilst also articulating a clear business case for stakeholders.
• Track and analyse performance, adjusting sales tactics and strategies as needed to exceed growth targets.
• Work in alignment with Account Management, Business Development and Product teams, and actively engage with both clients and prospects to drive mutual success.
• Represent Mastercard at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the SME space.
• Support go-to-market execution by collaborating with product, marketing to enhance Mastercard’s SME solutions.
• Develop business strategies to help SME customers digitise payments, streamlining B2B payments.
• Analyse market trends, competition, and SME payment journeys to inform product and sales strategies, driving differentiation and innovation.
• Identify opportunities to improve value propositions and win via emerging distribution channels.

All About You

• Create customer-centric solutions and be passionate about their work and supporting SME growth.
• Possess a strong track record of achievement in a sales / channel sales position, with experience of lead generation, pipeline management, deal negotiation, and revenue growth.
• Have proven experience engaging internal and external commercial and technical stakeholders to drive solution development and adoption.
• Have experience in financial services and/or payments, with an understanding of competitive offerings, industry trends, and profitability drivers.
• Have excellent relationship management, collaboration, influencing, and communication skills.
• Be self-motivated, a quick learner, and able to manage multiple priorities in a fast-paced environment.
• Able to navigate working in a high growth, global organisation.
• Able to build strong internal & external networks with the right stakeholders to support success in role.
• Hold a Bachelor’s degree.
• Proficiency in the English language required; additional languages are desirable.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must: Abide by Mastercard’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 trainings in accordance with Mastercard’s guidelines.

Everyone wants easier ways to pay; we invent them.

Checkout lines are slow; we speed them along. Merchants want more sales; we give them data and insights. People need financial access; we connect them. Corporate purchasing is complicated; we make it simple. Commuters are busy; we speed them on their way. Governments need greater efficiencies; we help create them. Small businesses are virtual; we give them access to a world of buyers. Retailers want to fight fraud; we provide the tools.

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