Manager, Merchant Strategy & Ecosystem Enablement

Manager, Merchant Strategy & Ecosystem Enablement The

Manager, Merchant Strategy & Ecosystem Enablement

plays a pivotal role in shaping and executing strategies that strengthen merchant relationships, drive ecosystem growth, and enhance overall commercial performance. This role focuses on developing and implementing initiatives that enable merchants to adopt and optimize digital payment solutions, improve operational efficiency, and leverage ecosystem partnerships for business growth.

The manager will collaborate cross-functionally with product, business development, marketing, operations, and technology teams to design merchant value propositions, identify market opportunities, and enable scalable solutions across the merchant lifecycle. The ideal candidate combines strong strategic thinking, analytical acumen, and stakeholder management skills to deliver impactful outcomes for both merchants and the broader ecosystem.

Duties and Responsibilities 1. Strategy Development & Execution

Develop and refine the

merchant ecosystem strategy , aligning it with overall business objectives and market trends.

Identify

growth opportunities

across merchant segments (e.g., SMEs, enterprise, digital‑first merchants) to expand market share and revenue.

Formulate

business cases and strategic roadmaps

to support new initiatives, partnerships, and product launches.

Track emerging

industry trends, technologies, and regulatory developments

to inform strategic priorities.

Translate strategic goals into actionable plans with clear KPIs and measurable outcomes.

2. Merchant Enablement & Engagement

Design and implement

merchant onboarding, training, and enablement programs

to improve product adoption and satisfaction.

Develop

merchant value propositions

that highlight the benefits of the company’s payment solutions, tools, and ecosystem offerings.

Work closely with sales, account management, and product teams to

streamline merchant activation and lifecycle management

processes.

Create toolkits, playbooks, and knowledge resources to

empower internal teams

supporting merchants.

Drive initiatives that

enhance merchant experience , reduce friction, and improve operational efficiency.

3. Ecosystem Partnership & Collaboration

Identify, evaluate, and build

strategic partnerships

with key ecosystem players such as banks, acquirers, PSPs, fintechs, and technology enablers.

Manage partnership frameworks, ensuring alignment of

commercial objectives, value creation, and go‑to‑market execution .

Lead

joint initiatives

that expand merchant access to digital payment solutions, loyalty programs, and business tools.

Foster a

collaborative ecosystem environment

to drive co‑innovation and sustainable growth.

4. Performance Management & Insights

Establish and monitor

performance metrics

to assess merchant adoption, activation, retention, and revenue contribution.

Analyze

merchant behavior, transaction data, and market insights

to identify trends, pain points, and opportunities.

Prepare

regular reports, dashboards, and presentations

for senior leadership, highlighting progress and strategic recommendations.

Use data‑driven insights to

optimize programs, campaigns, and partnerships

for better ROI and ecosystem health.

5. Cross‑functional Leadership

Serve as a

strategic liaison

between product, marketing, operations, and sales to ensure alignment on merchant‑focused goals.

Drive

cross‑departmental initiatives

that enhance ecosystem integration, process efficiency, and customer experience.

Support product and technology teams by providing

merchant feedback and market intelligence

to inform product roadmaps.

Champion a

merchant‑first culture

across the organization, advocating for continuous improvement and innovation.

6. Go‑to‑Market (GTM) Planning & Execution

Collaborate with marketing and product teams to

plan and execute GTM strategies

for new products, features, and partnerships.

Define

target segments, messaging, and positioning

to ensure merchant propositions are relevant and differentiated.

Monitor GTM performance, gather feedback from the field, and adjust tactics for maximum effectiveness.

Support

sales enablement efforts

through the development of collateral, sales kits, and merchant‑facing communication materials.

7. Governance & Compliance

Ensure all merchant initiatives adhere to

regulatory, risk, and compliance requirements

across jurisdictions.

Maintain appropriate governance over ecosystem activities, partnership agreements, and data sharing frameworks.

Support audits and reviews related to merchant operations and ecosystem management.

Direct Reports : None

Role Relationship Internal

Product & Technology Teams

Operations & Customer Support

Finance & Risk Teams

Marketing & Communications

Compliance & Legal

Senior Leadership / Board

Data & Analytics Team

External

Merchants & Enterprise Partners

Payment Networks / Card Schemes

Fintech & Technology Partners

Regulatory Authorities

Banks & Financial Institutions

Industry Associations & Forums

Knowledge and Experience Education

Bachelor’s Degree in Business Administration, Economics, Finance, Marketing, Strategy, or a related field is required.

A Master’s Degree (MBA or equivalent) is strongly preferred, particularly with a focus on Strategy, Digital Transformation, or Innovation Management.

Additional certifications in areas such as Project Management (PMP, PRINCE2), Digital Payments, Ecosystem Management, or Data Analytics will be considered an advantage.

Strong academic foundation in strategic planning, financial analysis, and business development is desirable.

Experience Minimum 1‑3 years

Behavioral Skills & Competencies Strategic Thinking & Commercial Acumen

Demonstrates the ability to think long‑term, connect business objectives with merchant and ecosystem needs, and translate strategy into actionable plans.

Strong understanding of commercial levers, financial impacts, and market dynamics influencing merchant and ecosystem growth.

Relationship Building & Stakeholder Management

Builds and nurtures strong relationships with internal teams, merchants, and ecosystem partners.

Demonstrates influence and credibility when engaging with senior leaders, external partners, and cross‑functional stakeholders.

Skilled in managing complex partnerships and balancing multiple stakeholder interests effectively.

Collaboration & Team Leadership

Works collaboratively across departments and geographies to drive alignment and deliver shared outcomes.

Encourages teamwork, open communication, and mutual respect across diverse functional teams.

Able to lead project teams and motivate others without direct authority.

Analytical & Problem‑Solving Skills

Uses data and insights to diagnose business challenges and identify actionable opportunities.

Strong critical thinking skills to interpret complex information, evaluate options, and recommend evidence‑based solutions.

Demonstrates agility in making sound decisions under pressure.

Innovation & Growth Mindset

Embraces change, experimentation, and new technologies to improve merchant and ecosystem performance.

Continuously seeks opportunities to innovate merchant experiences and business processes.

Encourages a culture of learning and adaptability within the team and ecosystem.

Execution Excellence & Accountability

Focused on achieving measurable results through disciplined planning and effective prioritization.

Takes ownership of outcomes and follows through on commitments.

Demonstrates resilience, persistence, and adaptability in achieving goals.

Communication & Influence

Communicates complex ideas clearly and persuasively across all levels of the organization.

Strong presentation and storytelling skills to convey strategic narratives and business cases effectively.

Listens actively and tailors messages for diverse audiences, including merchants, partners, and internal leadership.

Customer & Merchant Centricity

Deep understanding of merchant needs and pain points; advocates for merchant success in every initiative.

Ensures decisions are guided by delivering superior value and experience to merchants and end customers.

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