Principal, Services Business Development

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Principal, Services Business Development

Overview: The Services team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow. Focused on thinking big and scaling fast around the globe, this agile team is responsible for end-to-end solutions for a diverse global customer base. Centered on data-driven technologies and innovation, these services include payments-focused consulting, loyalty and marketing programs, business Test & Learn experimentation, and data-driven information and risk management services.

The Role

As a Principal, you will be instrumental in driving the growth of our business. You will be responsible for managing and expanding existing customer relationships, tapping into new markets/buying centers to generate and qualify leads, promote products and services, and drive sales in the CNPF (Commercial and New Payment Flows) segment in Mastercard's North LAC Division (Mexico, Central America and Caribbean).

In addition, you will contribute to new client business development by initiating contact with potential new customers and managing opportunities through the sales pipeline to a successful close, further extending our customer base and revenue.

To be successful the ideal candidate will:
• Exhibit strong relationship management skills to drive revenue growth and expand buying centers, fostering lasting partnerships with the client.
• Be detail oriented, forming a deep understanding of the client/s strategies, objectives, operations, leaders, etc.
• Have a customer first attitude, capable of uncovering customer needs and crafting innovative global customer strategies.
• Take ownership of the sales process, from prospecting to executing commercial contracts, ensuring a seamless and efficient sales cycles.
• Be responsible for achieving sales targets, revenue goals, and sales projections, consistently delivering outstanding personal performance.
• Collaborate closely with other team members to move sales processes into signed deals.
• Foster a team-orientated environment within the sales group and collaborate effectively with other colleagues across Mastercard to drive collective success.
All About You
• Demonstrated excellence and career development in a B2B sales role.
• Experience in cash management, treasury and other related capabilities in the business/corporate space.
• Proven self-starter with record of success in team-oriented environment.
• B2B Sales experience preferably in data/analytics/insights, loyalty or professional services.
• Demonstrated experience in selling solutions to c-level clients.
• Strong communication and persuasion skills, both written and oral.
• Ability to influence internal and external stakeholders across markets and divisions.
• A proven attitude for learning technical terms and developing an understanding of complex technical products.
• High level of energy, drive, enthusiasm, initiative, and commitment.

Responsibilities:
• Lead sales calls and new client development for Services across our Commercial and New Payment Flows Business in the North Division, which includes SME, Corporate Solutions and Transfer Solutions.
• Deliver against sales targets for existing accounts and contribute to Mastercard deal bids.
• Capture senior and mid-level clients’ implicit business needs in the Commercial segment in addition to articulated requests, and identify most critical aspects of the problem.
• Translate objectives into key hypotheses and structure work for large/complex projects or ill-defined problems.
• Leverage deep knowledge of all the Mastercard Services capabilities, specifically in the Commercial and New Payment Flows segment of our business, to structure and offer new and innovative solutions that address client needs and pain points in this space.
• Contribute to formal and informal pitches, from “storyboarding” through face-to-face presentation.
• Create succinct, persuasive written materials tailored to the “level” of the audience.
• Contribute to project delivery, quickly identifying shortcomings in projects and taking remedial action.
• Manage complete capture of assignment knowledge and drive to ensure it is available firm-wide (knowledge management).
• Contribute as a thought leader to the development of intellectual capital, point of views, articles, and blogs.
• Leads Services participation in Mastercard account team meetings as well as client meetings.
• Leads Services participation in account planning sessions.

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.