Our Purpose
We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team - one that makes better decisions, drives innovation and delivers better business results.
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Title and Summary
Principal, Advisors Canada Commercial Business Development
Mastercard Data & Services (D&S), the professional services arm of Mastercard, provides payments-focused consultancy services to financial institutions, governments, and merchants worldwide. With unique category expertise, a deep understanding of customer needs, and a successful track record in addressing complex challenges throughout the payment lifecycle, Mastercard Services addresses clients' challenges and opportunities, enhances Mastercard's strategic and tactical performance, and establishes Mastercard as a global thought leader.
Role Description and Major Responsibilities:
The Principal, Commercial Services Business Development, is an active team member who contributes to selling, supporting the delivery of projects when appropriate, and managing the overall Services business in Canada . The position requires a day-to-day relationship with clients and Mastercard internal stakeholders, helps control the quality of the deliverables, and develops & delivers presentations.
In particular, the candidate should be able to:
• Formulate, articulate, and prioritize Commercial Data & Services plans and initiatives related to not only your clients but also Services Canada overall.
• Work in partnership with the Commercial Sales, Product and Account Management teams to advance and execute the strategic agenda with regard to D Services. This may include in collaboration with Commercial Sales/Solutions a plan to educate a client's workforce on B2B or leading a project to review data to identify B2B opportunities or focus areas.
• Coach and provide feedback to the project team members and the D&S Sales team
• Capture senior executive's implicit business needs in addition to articulated requests, and identify the most critical aspects of the problem to be solved
• Lead formal and informal pitches, from "storyboarding" through face-to-face/virtual presentation, and create concise, persuasive written materials tailored to the "level" of the audience
• Effectively manage a pipeline of proposals from early lead stages through to signature
• Deliver on the sales and revenue numbers
• Take a leading role in supporting major Mastercard deals, including RFP deal and cross-selling of value-added services (within and beyond Mastercard Services)
• Be a thought leader to the Mastercard Canada division president and its reports
• Develop effective working relationships with internal and external executives
• Actively participate in recruiting, training, and developing others
• Support other Mastercard Canada initiatives as required
Experience and skills:
• Undergraduate degree required
• MBA or relevant post-graduate degree required
• Solid experience in a top-rated management consulting firm or Financial Institution
• Strong experience in managing projects and teams
• Strong commercial or Business to Business / experience with an understanding of Supplier & Buyer payment ecosystem flow.
• Strong relationship management skills
• Technical fluency in Commercial Payments products including Virtual Payments, Account to Account payments, Commercial Card (i.e., comfortable with technology solutions, able to discuss trends and simplify concepts)
• Financial Services / Payments merchant industry experience desirable
• Data analytics/technology sales experience desirable
• Ability to work on a team or independently and to influence and build consensus
• Ability to multi-task in a fast-paced, deadline-driven environment
• Excellent verbal and written communication skills
• Experience in managing projects and teams
• English proficiency required
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.