Title and Summary

Director, Business Development

The North America Services team is part of the Mastercard global services organization which is focused on providing on capabilities around security & identity, customer acquisition & engagement, market & business insights, and open banking.
Mastercard develops and delivers world-class risk, security products and services for its customers across the globe. As part of the Services Business Development org supporting Digital Partnership and Fintech services business team this role is focused on the sales, market management and commercialization of security and decision products that drive value and offer a better experience for digital partners, merchants and marketplaces.

The Director will be expected to provide segment leadership responsible for identifying new opportunities (building funnel), work with account managers to grow and influence of Services revenue, build and execute a sales strategy that will drive in year revenue and TCV. The focus is on selling Mastercard North America Services targeting Digital Partners with emphasis on Merchants and Marketplaces. As we continue to see more digital transformation and frictionless transactions grow there will be more need for these services expanding customer acquisition, enabling more trust in transactions and providing analytics and insights.

Role:
Key areas of responsibility include:
Strategy
- Top priority is to provide sales and solutioning of the Mastercard services supporting the Merchant and Marketplace segements
- Supports the segment leading knowledge sharing and training internally as part of QBRs and team calls as means to educate account owners to create lead gen opportunities
- Grow influence of Services, with approval from the CAMs, promote and expand reach within managed and unmanaged / undermanaged accounts to grow revenues
- Identifies client pain points, priorities and needs through data analytics and other means
- Provides market intelligence and requirements to Account Managers, Product Management/Development and Segment Sales
- Actively participates in client business reviews, providing thought leadership and content

Selling
- Revenue Generation: You are responsible for building a 3x pipeline, driving revenue growth and meeting or exceeding assigned sales targets. You will develop and implement sales initiatives, monitor sales performance, and take corrective actions to ensure consistent revenue generation.
Sales Forecasting and Planning: You analyze market trends, customer demand, and historical sales data to forecast future sales and develop sales budgets.

- Develop points of view, frameworks and thought leadership to identify business opportunities
- Forms relationships with Mastercard account teams and Product teams to ensure our solutions meet client needs
- Leads and helps close new sales opportunities with Mastercard account teams
- Grows and enhance existing contracts by building on current value proposition
- Able to respond to functional and technical elements of RFIs/RFPs
- Responsible for planning and preparing for client meetings through creating well structured, high impact written communications

Solutions
- Articulates Mastercard Services value proposition to Customers, Account Managers, Product Sales and CBL leaders

All About You:
Desired Skills
Candidates must be highly motivated experienced professionals with the following qualities:

• 5 years or more selling technology solutions in the payment industry specifically targeting merchants and market places.
• Exceptional problem-solving ability, the person should excel at problem solving through logical reasoning, creative thinking, as well as be comfortable with financials and have the ability to unravel problems to identify logical solutions that result in value creation for the client and Mastercard
oExhibits a strong "hunting" mentality when it comes to lead generation and closing opportunities; Creativity to scale and amplify lead generation is key
oDemonstrated leadership, the person should be someone who takes initiative and is able to create opportunities for others and work as a true team player across the Mastercard and client business
oTeam player, the person should demonstrate and operate in a positive cooperative and coordinated approach with all members of the Mastercard team
oExperience in financial services, payments, merchants/marketplaces is a plus
oConsultative selling experience using strong listening skills and ability to connect needs to solutions
oProven ability to translate analytics into execution and achieving results
oDemonstrated ability to balance a sense of urgency / persistence with patience
oStrong communication, storytelling and presence (gravitas) with internal and external stakeholders
oSelf-starter, highly organized, collaboration minded and results driven and positive attitude

Other Requirements/Education
• Proficiency in Microsoft suite of tools
• Adhering to and complying with all management reporting/administrative tasks in a timely manner
• Overnight travel required (20%)

Mastercard is an inclusive equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary based on location, experience and other qualifications for the role and may be eligible for an annual bonus or commissions depending on the role. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance), flexible spending account and health savings account, paid leaves (including 16 weeks new parent leave, up to 20 paid days bereavement leave), 10 annual paid sick days, 10 or more annual paid vacation days based on level, 5 personal days, 10 annual paid U.S. observed holidays, 401k with a best-in-class company match, deferred compensation for eligible roles, fitness reimbursement or on-site fitness facilities, eligibility for tuition reimbursement, gender-inclusive benefits and many more.

Pay Ranges
Remote - New York: $143,000 - $229,000 USD

Remote - California: $143,000 - $229,000 USD

Remote - Colorado: $143,000 - $229,000 USD

Remote - Florida: $143,000 - $229,000 USD

Remote - Georgia: $143,000 - $229,000 USD

Remote - Texas: $143,000 - $229,000 USD