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Job Description
- The Senior Principal Client Business Leader (or CBL) has the lead responsibility to grow and manage the MasterCard Advisors business as a whole in MENA
- The CBL will effectively manage a pipeline of pursuits from early lead stages through to signature, project kickoff and delivery. These pursuits will vary greatly in scope and value and, although the pipeline will be driven mainly by traditional bank card issuers, the CBL’s range will also encompass: merchants, airlines and hotel chains; acquirers and processors; government entities; as well as new entrants and non-traditional players in the virtual and physical payments ecosystem
- The CBL will draw on a broader team of Advisors colleagues in MENA as well as further afield, including strategy consultants and specialists (risk, marketing, analytics etc.), to architect solutions that add significant value to our client
- The CBL will work effectively with MasterCard account relationship managers and country managers in MENA division to gain access to senior clients, bring valuable insights to bear, and expeditiously match customer needs with Advisors’ and other MasterCard solutions
- The CBL will be reporting to Regional Head of Sales & Servicing for Data & Services and should be based in Dubai.
- Build peer relationships and become trusted advisor with senior/executive level clients in MENA, capturing these clients’ implicit business needs in addition to articulated requests and identifying the most critical aspects of the problem
- Surpass MasterCard Advisors sales and revenue targets for MENA across all business lines (Consulting, Managed Services and Information Services, Loyalty)
- Take a leading role in winning major MasterCard Worldwide deal bids, including influencing network RFP decisions and cross-selling MasterCard value-added services (within and beyond MasterCard Advisors)
- Translate objectives into key hypotheses and structure work for large/complex projects or ill-defined problems
- Lead formal and informal pitches, from “storyboarding” through face-to-face presentation and create succinct, persuasive written materials tailored to the “level” of the audience
- Oversee project delivery through to successful completion over and above what was promised to clients and ensuring continuous and expanded follow-on work
- Participate in recruiting, training and developing others
- Create intellectual capital (e.g. white papers on specialist industry topics) to increase the value proposition of MasterCard Advisors services
Job Requirements
- Experience in top management consulting firms (manager or higher) and/or in relevant industry including superior knowledge of payments in general and specialist knowledge is preferred in areas such as loyalty, co-branding, digital marketing, security and risk management, processing, acquiring, innovation and/or big data and analytics
- Knowledge of payments market, trends and opportunities
- Demonstrates the ability to initiate, develop, and close a sale
- Excellent verbal and written communication skills
- Excellent analytical skills, including ability to frame the customer’s opportunity in financial terms (i.e. value quantification)
- Demonstrated ability to project a credible point of view on a variety of industry topics, to act as a trusted advisor to senior clients, and to show thought leadership at an industry level
- Ability to think from the perspective of the customer
- Ability to gain consensus with others and coordinate team of consultants and subject matter experts around goal
- Ability to manage a team of multiple sales team members
- Ability to multi-task in a fast-paced, deadline-driven environment
- Advanced Word, Excel and PowerPoint skills
- Proficiency in written and verbal English
- Bachelor’s and post-graduate degrees (MBA or other) from leading universities
- Experience in payments will be a plus
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