Manager, Business Development – Acceptance & Partnerships

Job description

Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Title and Summary Manager, Business Development – Acceptance & Partnerships Overview Driving growth in Commercial Payments across Asia Pacific is one of Mastercard's highest strategic priorities. As businesses continue to digitize procurement, accounts payable, expense management and travel spend, Mastercard is focused on expanding acceptance, enabling suppliers and embedding payment capabilities into the platforms where businesses already transact. The Manager, Business Development – Acceptance & Partnerships will play a key role in accelerating Mastercard's growth across Australia and New Zealand. The role is responsible for expanding acceptance of Mastercard commercial payment solutions, leading supplier enablement initiatives and developing strategic partnerships that unlock new B2B payment flows across enterprise software, procurement, expense, travel and marketplace ecosystems. Working closely with issuers, acquirers, fintechs, corporates and platform partners, the successful candidate will identify and commercialize new opportunities that increase acceptance, grow payment volume and expand Mastercard's participation in B2B payment flows. Success in this role will be measured through acceptance growth, supplier activation, partnership development and payment volume expansion across the ecosystem. Key Responsibilities Acceptance & Commercial Payments Growth • Develop and execute strategies to increase adoption and acceptance of Mastercard commercial payment solutions across key B2B ecosystems. • Build customer value propositions focused on expanding commercial card acceptance, digitizing receivables, increasing payment choice, improving collections efficiency and driving payment volume growth. • Identify opportunities to digitize supplier payments, unlock cardable spend and expand commercial card and virtual card acceptance. • Lead supplier enablement initiatives with issuers, acquirers and ecosystem partners to expand commercial card acceptance, increase supplier participation and accelerate onboarding. • Develop and manage strategic relationships with acquirers, payment facilitators and acceptance partners to expand acceptance coverage and unlock new B2B payment flows. • Partner with issuers, acquirers, fintechs and corporates to develop scalable payment flow opportunities and deliver commercial outcomes. Partnership Development & Commercialization • Identify, prioritize and develop strategic partnership opportunities across ANZ and Asia Pacific. • Prospect, originate and develop a robust pipeline of new business opportunities, maintaining accurate forecasting and opportunity management through Salesforce. • Own the end-to-end partnership lifecycle, from origination and business case development through commercial negotiation, contracting, onboarding and launch. • Develop partnerships with ERP, procurement, travel, expense management and other digital platforms to embed Mastercard commercial payment capabilities into customer workflows. • Commercialize global, regional and local partnerships through market-ready propositions, joint go-to-market plans and sales enablement initiatives. Market Development & Cross-Functional Leadership • Act as a Mastercard ambassador for Commercial Payments, Acceptance and Embedded Finance across ANZ and Asia Pacific. • Represent Mastercard in customer engagements, partner forums and industry events, advancing Mastercard's commercial payments strategy and value proposition. • Collaborate across Sales, Acceptance, Product, Finance, Legal and Technology teams to deliver strategic growth initiatives and successful commercial outcomes. • Provide disciplined pipeline management, performance reporting and business insights to support growth and strategic priorities. All About You • 6–10 years' experience in business development, strategic partnerships, acceptance, acquiring, payments, fintech, banking or enterprise technology. • Proven track record originating, negotiating and commercializing partnerships with measurable business outcomes. • Strong understanding of commercial payments, embedded finance, virtual cards, supplier enablement, acceptance, acquiring and B2B payment ecosystems. • Experience working with issuers, acquirers, payment facilitators, fintechs and corporate customers. • Understanding of payment acceptance, acquiring models, merchant economics and commercial payment flows. • Strong commercial acumen, negotiation and stakeholder management skills. • Ability to influence senior decision-makers across complex matrix organizations. • Excellent communication and presentation skills. • Experience across ANZ and/or Asia Pacific markets preferred. • Bachelor's degree or equivalent practical experience. Preferred • Existing relationships with banks, issuers, acquirers, payment facilitators, fintechs, ERP providers, procurement platforms, travel providers, marketplaces or enterprise software platforms. • Experience in commercial cards, supplier enablement, acceptance, embedded finance or B2B payments. • Experience working with API-led integrations and platform partnerships. • MBA or equivalent postgraduate qualification 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.