Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion (https://www.mastercard.us/en-us/vision/who-we-are/diversity-inclusion.html) for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Title and Summary

Director, Merchant Partner Optimization, Ethoca (remote)

This position reports to the Vice President, Global Partnerships and is responsible for account management, relationship management and business development with key merchant partners, specifically focusing on their global Ethoca portfolio.

Role

Maintain primary responsibility for managing the customer relationship and revenue opportunities with key merchant partners. This will include coordinating cross-functionally with product, CX, and technology to ensure smooth partner launch post-contract signing and working with the partner’s go-to-market team to drive adoption and sell-through of Ethoca solutions across the partner’s book of customers.

• Serves as the main point of contact for partner accounts.

• Partners with the customer to establish, execute and report progress against annual sales and net revenue targets.

• Conducts periodic account planning to identify top revenue and optimization opportunities for each partner.

• Adapts generic sales materials to cater to specific prospects and/or value propositions.

• Builds pricing proposals and business cases to ensure deal profitability and protect Ethoca pricing integrity.

• Drives partner enablement activities, including training sessions, joint marketing initiatives, and sales support.

• Coordinate with internal teams to ensure timely and successful delivery of partner commitments.

• Analyze partner performance and market trends to provide strategic recommendations for partnership growth.

All About You

• Experience selling complex data/SaaS products, and/or selling to complex customer segments/distribution partners, and/or managing complex customer accounts/distribution partners, with quantifiable and demonstrable positive outcomes

• Comfortable with facilitating cross-functional meetings and projects with product teams, engineering teams, customer success teams, and/or sales teams

• Experience codifying and executing processes and best practices

• Strong written and verbal communication and presentation skills

• Comfortable with handling, analyzing, and summarizing large datasets into actionable insights, commercial proposals, and executive-level memos and presentations using Microsoft Excel, PowerPoint, Word

• Familiarity and experience in payments technology and payments fraud

Mastercard is an inclusive equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary based on location, experience and other qualifications for the role and may be eligible for an annual bonus or commissions depending on the role. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance), flexible spending account and health savings account, paid leaves (including 16 weeks new parent leave, up to 20 paid days bereavement leave), 10 annual paid sick days, 10 or more annual paid vacation days based on level, 5 personal days, 10 annual paid U.S. observed holidays, 401k with a best-in-class company match, deferred compensation for eligible roles, fitness reimbursement or on-site fitness facilities, eligibility for tuition reimbursement, gender-inclusive benefits and many more.