Enterprise Solutions Lead

Enterprise Solutions Lead at Ozow

Ozow, a prominent South African fintech innovator, is seeking a strategic and commercially astute Enterprise Solutions Lead to join its dynamic team in Cape Town. This role is pivotal in shaping Ozow's approach to its merchant base, driving growth, and ensuring the delivery of impactful payment solutions. As a company committed to innovation, accessibility, and security in digital payments, Ozow offers a vibrant environment where pushing boundaries is encouraged, and a positive impact on the financial landscape is a core objective.

The Enterprise Solutions Lead will be instrumental in defining how Ozow engages with both its existing and prospective merchant partners. This involves crafting a clear and differentiated solution proposition that caters to a diverse range of merchant needs, from scalable, repeatable solutions to highly bespoke offerings for larger, more complex enterprises. A key facet of this role is the ability to translate intricate merchant requirements into tangible commercial and technical solutions, guiding them from initial contact through to a signed, deliverable agreement.

Key Responsibilities and Strategic Impact

This position demands a proactive approach to identifying and prioritising opportunities that yield the greatest commercial value. The Enterprise Solutions Lead will act as a bridge between business needs and technical execution, collaborating closely with Product and Engineering teams to transition solutions from design to reality, and to package successful approaches for future reuse. A critical element of success will be the ability to synthesise the commercial and financial modelling with the technical design, ensuring that what is sold aligns perfectly with what can be delivered.

Furthermore, the role involves building and nurturing essential relationships with banks, infrastructure providers, and other strategic partners. These relationships are the bedrock upon which Ozow’s innovative solutions are built. The successful candidate will also be involved in co-developing capabilities and commercial arrangements with these partners, thereby unlocking additional value for merchants and establishing a distinct competitive advantage for Ozow. Representing Ozow with credibility among senior stakeholders at these partner organisations will be a significant responsibility.

A core objective will be to drive revenue growth across both new and existing merchants. This will involve targeted outreach, leveraging networks, and dedicated business development efforts to attract enterprise-level and complex merchants. Deepening integration and relationships within the current merchant base will be equally important for increasing revenue per merchant and bolstering retention rates. The Enterprise Solutions Lead will ultimately be accountable for achieving defined revenue and retention outcomes for their function.

Collaboration is paramount, with close partnerships required across Sales, Product, and Engineering to ensure a cohesive go-to-market strategy for key merchants. The insights gleaned from merchants and partners will be fed back into product development, directly influencing the roadmap and ensuring it is shaped by genuine market demand. This role also presents the opportunity to establish and lead the solutions function itself, fostering team development, defining effective ways of working, and creating robust playbooks, all while delivering against established organisational objectives.

What Ozow is Looking For

Ozow seeks an individual with a strong commercial and technical aptitude, evidenced by at least eight years of experience within the payments, fintech, or enterprise technology sectors. Experience should span solutions, commercial roles, or partnerships. A proven history of designing and successfully selling solutions to large or intricate merchant accounts is essential.

Candidates should possess demonstrable experience in cultivating and managing relationships with banks, platforms, or partners to achieve commercial objectives. A dual fluency in both commercial and technical aspects is required, enabling the structuring and pricing of deals, as well as fostering credibility with product and engineering teams. Previous experience working in cross-functional environments and a track record of building or leading teams are highly advantageous.

Ozow values individuals with a strong executive presence, capable of influencing senior internal and external stakeholders effectively. A highly commercial mindset, coupled with a true sense of ownership and a high level of accountability, is crucial. While knowledge of the South African payments landscape is considered a plus, Ozow is primarily looking for strategic thinkers who can drive significant value. A Bachelor’s degree in a commercial, technical, or related field is required, with a postgraduate qualification being an advantage.

In South Africa, roles like this, focusing on enterprise solutions and business development within the fast-growing fintech sector, can typically command competitive salaries, often with performance-related bonuses. Common employers include established banks, payment service providers, and emerging fintech disruptors. For those demonstrating success, career progression might lead to senior management roles within commercial, strategy, or partnership functions, with opportunities to influence broader business direction.

• Bachelor’s degree in a commercial, technical or related field (post-graduate qualification an advantage).
• 8+ years of experience in payments, fintech or enterprise technology, across solutions, commercial or partnerships roles.
• A proven track record of designing and selling solutions to large or complex merchants or clients.
• Experience building and managing bank, platform or partner relationships as a route to commercial outcomes.
• Both commercial and technical fluency, enough to structure and price a deal and to be credible with product and engineering teams.
• Experience working cross-functionally and building or leading a team.
• Strong executive presence and the ability to influence senior internal and external stakeholders.
• Highly commercial, with an ownership mindset and high accountability.
• Knowledge of the South African payments landscape an advantage.