Job Title:
Director, Account Management - Ethoca
Overview:
Ethoca, a Mastercard company, is transforming the payments landscape by redefining how global merchants and issuers collaborate to combat fraud and disputes—while enhancing the consumer experience. Our relentless focus on the customer has made us a multi award-winning leader in the industry. We are seeking an exceptional and experienced Director of Account Management to join our high-performing team. This individual will be a key contributor in driving revenue growth within Ethoca’s existing global merchant division. Reporting directly to the Vice President of Account Management, this individual will play a critical role in managing and executing the merchant growth strategy.
Role Responsibilities:
In this client-facing commercial position, you will be responsible for:
• Account Growth & Expansion - Driving revenue growth by managing the renewal sales process and securing new opportunities for up-sell and cross-sell across Ethoca product solutions for the existing merchant accounts portfolio.
• Enhance profitability and own the client sales contractual and negotiations process through to close, helping to drive long-term scalable growth with existing accounts globally.
• Grow, expand, and identify new relationships across key senior client stakeholders. Accountable for deepening and strengthening customer relationships and driving overall account stickiness.
• Lead commercial efforts to drive platform adoption/optimization of Ethoca solutions.
• Own and manage the internal sales approval process with Sales leadership, Product, Sales Excellence, Client Services, Legal, and Finance.
• Collaborate across Mastercard business lines to identify new opportunities that align to client priorities.
• Manage commercial escalations with clients to provide quicker turnaround times and support in resolution.
• Run quarterly business reviews and account planning, responsible for driving executive level involvement to deliver on shared business goals.
Role Requirements:
• Advanced experience working and upselling to enterprise senior client-level stakeholders within the payments technology space. Relevant experience on the merchant / client-side is a plus.
• Track record of hitting sales targets, driving incremental value, and renewing long-term client contracts, with proficiency in using CRM tools to manage and grow the sales pipeline.
• Possess a strong commercial mind-set focused on growing, optimizing, and expanding the existing accounts portfolio
• Proficiency within Cyber Security, Dispute Resolution, and/or Consumer Experience, as well as possesses a strong understanding of the issuer/merchant payments landscape. Ability to quickly learn, understand, and adapt to various adjacent technologies, ecosystems, and trends.
• Ability to thrive in a fast-paced environment, handle a diverse workload, and meet aggressive deadlines.
• Must be confident and possess strong written communication, listening, and interpersonal skills, with an ability to manage senior client relationships and complex negotiations.
• Strong oral presentation skills and ability to lead/manage the presentation development process.
• Comfortable working with data, and providing actionable insights and recommendations.
• A strong self-starter, proactive, with the ability to problem solve and deliver solutions to management, and clients.
• International travel is required for this role.
ServicesBD
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