Senior Manager: API Partnerships at MTN

Mission/ Core purpose of the Job

The Senior Manager: API Partnerships is responsible to lead the development, and management of the Partnerships across the API Ecosystem for existing and new products. The SM is responsible for the development strategy and business plan for effective execution across Finco.

In addition, the Senior Manager is responsible to lead and oversee business development opportunities in with the API related partnership ecosystem by building commercial partnerships that enhance Finco platforms & services across the Finco landscape, in collaboration with relevant Opco teams offering both basic and next level financial services for our MTN customers and partners

In addition to the traditional API partnerships the role is also responsible to oversee and manage bespoke partnerships for the following portfolios but not limited to:

• Financial services such as bank and fintech integrations
• Payment service partners (Bill collections, payments, disbursements)
• MoMoGo (ride hailing services and mass transport services)
• MoMo Market (physical and digital products, travel and hotel booking, and ticketing services)
• AgriTech, TransportTech, EnergyTech and other identified strategic verticals

As part of the leadership team, the Senior Manager is responsible to contribute to Finco’s overall strategic goals, to achieve profitable growth, and to continuously improve the operations performance.

Context (Global influences, environmental / industry demands, organizational mission etc.)

Fintech is entering a new phase where operational and commercial excellence has become critical for success. A separate Company has been set up to drive financial products and services to expand the reach and speed of operations. There is an increased focus in the commercial areas, new products and services and scaling up of Digital capabilities. The incumbent must therefore ensure the successful delivery in context of:

• An expertise-based multicultural Fintech organisation
• A dynamic and evolving field of Telecommunications/Financial industry
• Revolutionary workforce practices which are bringing together global labour markets
• Convergence in markets and exploration of non-traditional revenue streams requiring complex interpretation and structuring
• Evolving industry sector constantly presenting new challenges and opportunities to the core businesses
• Dynamic legal and regulatory environment
• Agile ways of working
• Product and Customer driven operations

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

Strategy Development and Implementation

• Lead the creation of the API Partnership strategy in line with the overarching business goals
• Ensure effective implementation of the strategy by means of providing direction, structure, frameworks, models, plans and roadmaps
• Cascade and communicate overall Strategy and Business Plan
• Translate overall strategy into operational initiatives and plans and drive execution
• Drive growth payments and transactions within the Fintech and adjacent sectors

Operational Delivery

• Develop and implement the medium to long-term strategy for API partnerships on the Finco platforms.
• Ensure alignment of the initiatives undertaken in the unit to the overall Group Finco Platforms and Partnership strategy
• Ensure coverage of maximum number of payment & API use cases across sectors
• Lead the business and the relationship development with business partner prospects. Align objectives, priorities, and resources between Finco and them
• Enable development of products and solutions to captures opportunities across all payment related products & services
• Drive revenue, profitability and user uptake through partnerships and alliances where applicable
• Increase the numbers of value adding partners across the payments & API ecosystem
• Drive & contribute to the increase the number of users, usages and revenue within the payments products ecosystem
• Evaluate and assess the strategic and economic impact of potential opportunities with partners
• Develop initiatives to increase customers usage and satisfaction via the customer management process
• Lead all aspects of partnership management, from business case development, to deal structuring and negotiating
• Understand platform partners’ strategic priorities, challenges, complexities and internal roadmaps
• Win new business partnership opportunities (originating, structuring, executing) with high-growth global, regional, or local players across multiple sectors that will differentiate Finco platforms
• Position Finco as the preferred partner among prospects and clients, thorough deep understanding of entities strategies, priorities, needs and business processes, to present strategic ideas on how Finco’s products can impact their results, in alignment with industry developments, dynamics and digital trends
• Be actively involved in the platform ecosystem development and scaling
• Develop a clear stakeholder engagement model with the required cadence plan
• Analyse customer base trends and highlight areas of the business that needs to be developed further to increase usage, revenue, and retention
• Provide monthly reporting on impact both financially and operationally on platform verticals
• Collaborate with the overall platform internal and external partners, and cross-functional internal teams to define and deliver programs
• Support Opcos in managing and establishing local partnerships where applicable
• Support Opco to develop and implement Go to market strategies to drive payments across all payment services & products

Governance
Operational, Tactical and Strategic Meetings

• Participate in strategic meetings, ensure relevant participation, and provide guidance and input in the various discussions. Solicit feedback and input from opco Finco.
• Drive adequate risk mitigation and controls and elicit inputs from relevant parties
• Request relevant budget for internal projects
• Prepare proposal on change initiatives, policies, and procedures

Escalations

• Escalate issues that will result in severe time, scope, productivity, and cost or resource impact
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery

Collaboration (Formal and Informal Relationships)

Responsibility towards:

Key external stakeholders:

• External contractors & partners
• Technological & Operational providers
• Commercial and Strategic partners
• Banking Regulators

Key internal stakeholders:

• Functional leaders in Payments & Ecommerce
• Business verticals in Group Finco
• Functions within Payment & E-Commerce
• Group Finco Technology Teams
• Finco Opcos

Job Requirements (Education, Experience and Competencies)

Education:

• Minimum of 4 year tertiary degree in Information Technology, Business
• Management, Marketing, or related field
• MBA or Masters (advantageous)

Experience:

• Manager track record of 4 years or more; with at least 3 years’ experience in partnerships & ecosystem development relating to API and or Payment Services within the & Fintech, Financial Services sectors
• Minimum of 7 years of experience in Fintech, Financial Services, banking
• Experience in TransportTech, AgriTech or Fintech Adjacent services is advantageous
• Hands on experience in managing, leading and implementing innovative Fintech partnerships & deal management
• Experience in ecommerce and electronic payment business is advantageous
• Deep understanding of the Fintech ecosystem, players, business models and industry related best practices.
• ‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬‬Understanding emerging markets advantageous
• Worked across diverse cultures and geographies
• Pan Africa multi-cultural experience is advantageous
• Entrepreneurial spirit, self-driven and ability to motivate a fast-paced team
• Attitude of Innovation, inventiveness and thought leadership
• Abreast of global mind-set and best practice
• Willing and flexible to travel within Africa and Middle East
  English speaker. French, Portuguese, Zulu, Swahili, and other African languages a plus

Competencies:
Functional Knowledge

• Understanding of FinTech and adjacent services & products (AgriTech, TransportTech, EnergyTech)
• E-Commerce and electronic payment business
• Fintech APIs
• Commercial partnerships
• Client relationship management
• Value Proposition development
• Solution Development
• Business Case Development
• Sales forecasting, planning and reporting

Skills

• Business Acumen
• Analytics and Interpretation
• Strategic Thinking
• Organizational Agility
• Digital mind-set
• Dealing with ambiguity and complexity
• Decision Making
• Conflict Management
• Negotiation
• Financial and Numerical
• Project Management