Role

Working in direct collaboration with our Account Management colleagues that manage/own customer relationships, the B2B Regional & Global product teams, Data & Services and other cross functional teams, the successful candidate will

    Grow, maintain, convert, and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space. Meet and exceed KPIs on Pipeline Value, Conversion rate, time-to-revenue and Y1/Y2 revenue. 

    Support issuers through the LM/B2B journey by clearly and simply articulate the value MC can bring both around Product, D&S and other Services capabilities (Cyber & Intelligence, New Payment Platforms, etc.). 

    Bring to bear the entire Mastercard capability set, across all functions, to close out deals 

    Create, drive, and win deals with Financial Institution (FI) partners (for both card & invoice led flows) and own the response to RFPs when required

    Take responsibility for training the sales teams inside the FI partners and supporting their ongoing product knowledge development to enable them to sell into their customer base.

    Where it is optimal, undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Mid-Market corporates that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and have them make the brand decision in favor of Mastercard. Once that is done, then in discussion with Regional B2B Head, take these prospective LM/MM corporate customers to Issuers/FI partners in a completely agnostic manner and help them make decisions around which partners to go with. 

    Own deal implementation & go-live in partnership with B2B Program Managers where available or directly interface with TAMs to drive implementation of deals 

    Develop and manage a Commercial BD events schedule

KPIs

    GDV

    Net Revenue

    Pipeline size & conversion of pipeline deals

    Deal activation rates

    Other strategic & tactical KPIs that may be added from time to time 

All About You

    Good knowledge of the Commercial Large Market segment and it’s AP/Procure-to-Pay and AR/Order-to-Cash cycle pain points

    Working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/customer management in these businesses.

    Self-motivated with a demonstrated track record of success

 Ability to interact with external clients

 Successful salesperson with ability to generate and follow up on leads independently

 Good communication skills and active participation to contribute to team settings

 Proactivity, curiosity to learn and eagerness to innovate

    Demonstrated success in commercial management/relationship roles with a strong track record of success 

    Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.

    Experience in identifying strategic opportunities and of managing multiple stakeholder projects.

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.