THOMAS M NZANO

Global Merchant Advisory (Netflix, Spotify, InDrive )

Responsibilities:

• Serve as a strategic advisor to global tech giants including Netflix, Spotify and InDrive on payment and market strategies across key African markets ( Nigeria, South Africa, Kenya , Ghana , Francophone West Africa , Eastern Africa)
• Guide global merchants expanding into Africa through the integration of the region’s leading payment methods.
• Provide high-level advisory on tax considerations, market dynamics, FX volatility, currency controls, payment infrastructure and regulatory frameworks.
• Explore and pilot stablecoin settlement and liquidity partnerships to enable fast, cost-effective cross-border settlement and native-currency access in markets with high FX volatility and currency controls.

• Fostering the growth and evolution of Ethiopia's Digital Payments ecosystem. Working closely with the CEO to drive Amole's hyper growth across the region.
• Moneta aims to deliver a collusive financial service to the unbanked and under-banked people of Ethiopia. Moneta Payment solution “Amole” is secure and efficient payment platform that links consumers, banks, merchants, mobile content aggregator and service providers into an electronic payment ecosystem.

I was in-charge of the Sub Saharan Africa Region.I defined and executed the payments strategy in the region and ultimately influence the regional payments business. Being the key commercial interface for new and existing partners - I led partnerships strategies with regulators, financial institutions, mobile money network operators, payment networks, Fintechs, aggregators, card schemes, cash based vouchers and interbank switches to enable Boku to process transactions locally in multiple countries by integrating relevant local payment methods across Africa.

Key Achievements:

• Signed Group framework partnerships with MoMos such as Airtel Money Africa, MTN MoMo, Ecocash, Tigo Cash, Orange money and M-PESA to power mobile collections across Africa.
• Signed partnerships with several Regional & local banks giving Boku coverage and competitive pricing across Africa.
• Onboarding of global premium merchants such as Google, Meta, Amazon , Netflix , Spotify & Apple.
• Redesign Local payment methods to meet premium merchant requirements such as tokenization subscriptions payments. Facilitate merchant requirements by building LPMs to order merchant controls roadmapsDeveloping and mapping out a robust Business & GMT strategy for the SSA region.
• Developed and implemented impactful new product concept/technology solutions that in turn became revenue drivers

Responsibilities:

• Building new relationships with local financial institutions, Telco’s, aggregator, payment gateways, Fintechs and regulatory authorities
• Develop, manage, and execute the region payment expansion strategy
• Manage all commercial relationships with key payment suppliers.
• Manage a commercial team, setting objectives and ensuring these are exceeded.
• Working with senior management across the region to support with developing their payment strategies to ensure they are technically and commercially ready to support Boku’s premium merchants’ launch
• Working with cross-functional teams (product, engineering, marketing, legal, finance and operation , to identify and expand our reach toward most used payment method in the region.
• Being a focal point in front of region regulatory authorities, central banks, consultants, and legal advisors to make ensure boku is well represented.
• Create and manage data-driven operational processes such as target setting, CRM management, forecasting, and budgeting for sales and GTM goals.
• Identify new business opportunities – including new markets, growth areas, partnerships, trends, customers, products and services
• Map out legal, regulatory and compliance framework for payments processing required.
• Participate in daily stand-ups, grooming and sprint planning with payments team engineers.
• Manage product profitability and maximizing revenue from existing products and new products.

Reporting directly to the Chief Revenue Officer, I was in-charge of the Sub Saharan Africa Region. Building the distribution channels for Aza products - I led partnerships strategies with regulators, financial institutions, mobile money network operators, payment networks, Fintechs, aggregators and interbank switches to offer local settlement rails for our suite of product and services to reach new customers.

Key Achievements:

• Signed Group framework partnerships with Mobile Money Operators such as Airtel Money Africa, MTN Mobile Money, Ecocash, Tigo Cash, Orange money and M-PESA to power mobile collections across Africa.
• Signed partnerships with several Regional & local banks giving Aza coverage and competitive pricing across Africa.
• Developing new partnerships and corridors in Key markets in Sub Saharan Africa.
• Developing and mapping out a robust Business, Growth & GMT strategy for the SSA region.

Responsibilities:

• Building new relationships with local financial institutions, Telco’s, aggregator, payment gateways and regulatory authorities
• Convincing banks/non-bank partners to extend regulatory coverage for AZA.
• Negotiating commercial contracts, complete account opening forms, educating potential partners about our compliance and due processes, and other ad-hoc tasks to close partnership deals.
• Leading commercial and relationship discussions with partners and monitor our economics on global routes to ensure we offer the most sustainable and competitive service in the market.
• Working closely with partners / AZA product teams to bring market insights and recommendations to build better products and experiences for our customers.
• Supporting our compliance team in managing our relationships with regulators and other important non-commercial relationships, such as the government
• Understanding existing and new regulations and figure out the best ways our product can comply with them. We see regulation as an opportunity!

I was consulting banks from my previous work engagement in terms of driving and implementing digital banking and digital payments strategy, along with developing new product concepts enabling seamless interaction and consistency with bank customers.In addition consulting for Reloadly & Unnax (Spain) and Wiseasy (China) on Business Development and Growth for Africa.

Responsibilities:

• Develop world-class solutions for banking and fin-tech institutions.
• Become a trusted advisor clients looking to solve critical business problem.
• Define clients’ business and technology strategy.
• Develop strategy of the next generation digital banking and digital payments technology offerings.
• Drive business development to originate new client opportunities.

I was in-charge of acquisition, growth and retention across eight markets: Kenya, Tanzania, Uganda, Botswana, Mozambique, Ghana, Zimbabwe & Zambia.

Key Achievements:

Portfolio: 20+ Banks , 25+ MNO wallets & Aggregators across 8 markets in Africa .

• Achieved revenue of $2.67M in 2017, $3.7M in 2018 and $4.3M in 2019.
• Developed and implemented impactful new product concept/technology solutions that in turn became revenue drivers.
• Completing all projects within scope, budget, and timeline; delivering client solutions according to customers’ success criteria.
• Acquired new businesses (Banks, MNOs Wallet & Mobile money operators) as additional revenue units for the company and new market strategic expansion.

Responsibilities:

• Drive acquisition and retention across assigned markets for Banks, merchants, MNOs and other stores of value.
• Drive alternative payment methods partnerships with MNOs, Mobile money operators, Fintechs & banks.
• Drive B2B digital payments partnerships for clients across sectors.
• Identify new market opportunities across C2B, B2B and B2C product propositions.
• Build and maintain strong and trustworthy relationships with key partners as from C-level to 2nd and 3rd management level to establish Cellulant as partner of choice for digital banking & payments partner.
• Drawing global payments mapping and acquisition plans.
• Management of full cycle of sales process. Identify, qualify and develop Business opportunities to achieve growth and profitability goals.
• Manage the key business partners to deliver innovative and compelling products/services to the banks.
• Full ownership of customer requests and exploring new opportunities to add value to position.
• Overseeing customer account management, including negotiating contracts and agreements to maximize profit.
• Ensure account retention, contractual health, well-being and maximum satisfaction of clients.
• Co-ordinate product integration with banks, MNOs & mobile money operators. Work closely with implementation/software engineers.
• Provide business requirements documentation; work with agile delivery teams in delivering the required solutions.
• Track project status on daily basis and work towards meeting defined deliverable dates.
• Conducting research to inform sector strategies, market entry, and sales activities.
• Facilitate a strong relationships with the regulators to ensure continual improvement with a better understanding of the regulatory expectations and regulatory agenda.
• Produce Monthly Business Reports that provide deep analysis on the client services, revenue performance, improvement areas & recommendations.

In Kilimall International I grew from Account Management to handling Digital Strategy and UX Architect. I was in-charge of managing existing client relation and build new client relations ensuring profitability and growth. In addition, also ensured that a cohesive digital strategy is seamlessly embedded within the overall marketing objectives.

Key Achievements:

• Increased conversion rate to 48%.
• Developed and integrated loyalty programs named ‘Kilibob and Kilipoints’
• Developed and executed digital marketing campaigns e.g. ‘Beba na Bob’, ‘Chrisi Ibambe’ ,‘Jijenge’, ‘Jaza keja’ and ‘Mobile week’.
• Developed and implemented several innovative projects as a project manager.

I had the opportunity to effectively handle the role of Agent Management where I was in-charge of all M-PESA Agencies. I gained valuable experience in M-PESA Money Money Service. This role honed my relationship and account management skills.

Key Achievements:

• Growth of M-PESA Agent outlets to over 80,000 in Kenya.
• Managing M-PESA Agent recruitment and support to over 3,000 Agent Head offices.
• Involved in M-PESA projects including deployment of new systems.
• Driving revenue growth through float monitoring to grow Agent transactions
• Selected to the team tasked with testing of new M-PESA G2 system.