Job Title:

Manager, Services Business Development

Overview:

Mastercard Services, the professional services arm of Mastercard Worldwide, provides payments and cyber security focused consulting, marketing, loyalty, information and risk management services. With its unique category expertise, deep understanding of customer needs and successful track record in addressing complex challenges throughout the payment lifecycle, Mastercard Services addresses the challenges and opportunities of its clients, enhances Mastercard's strategic and tactical performance and establishes Mastercard's global thought-leadership pre-eminence.

Role Description and Major Responsibilities:
This generalist sales position will engage in consultative business development with existing, managed clients, and will also hunt for new business - managing and converting a pipeline of opportunities into revenue streams across all Canadian verticals. These include Financial Institutions, Fintechs, Payment Processors and Acquirers, Retailers, Airlines, Consumer Goods, Public Sector, as well as emerging verticals like healthcare and real estate. Mastercard’s suite of capabilities, platforms and solutions cover Business and Market Insights, e.g., geo-location, macro-economic and behavioral analytics, payments advisory, business experimentation, Consumer Acquisition and Engagement, e.g., marketing, loyalty, hyper personalization, and Security Solutions e.g., enterprise-wide and cyber risk, fraud, cyber-risk, identity validation, etc.

In summary:
• Own and manage a sales pipeline, from planning, to opportunity identification, to scoping and contract development to closing, including oversight of revenue recognition
• Support the Mastercard Services “go-to-market” in Canada, including launching, scaling and optimizing the suite of capabilities, solutions and platforms
• Establish strong partnerships internally and externally to build and maintain a successful, revenue generating professional network built on subject matter expertise and credibility around data driven insights and connected intelligence related to cyber risk and fraud
• Work closely with product development and management to communicate market needs and tailor products that are uniquely suited to address unmet client business needs in the Canadian market
• Be the “voice of the customer” – identify new revenue-generating opportunities for Mastercard to create new Data & Services offerings that meet client needs

Core Competencies:
• A proven value based, consultative sales methodology
• Demonstrates financial expertise, industry & business knowledge within a business context relevant to data, analytics and information consultancy preferably in a card issuing, retail or e-commerce environment.
• Working knowledge of fraud operations and metrics relevant to a payments eco system
• Knows the market environment, including competitors, substitutes, and complementary offerings
• Attains first-hand customer information and uses it to communicate market needs
• Results Driven - is able to develop partners to expand the Info Services business in the region.

Education, Qualifications and Experience:
• MBA or other advanced degree preferable but not required
• Experience selling and delivering targeted information and or analytic solutions to financial and non-financial clients
•. Experience selling cyber risk/ fraud software
• Proven ability to set and achieve revenue targets
• Strong interpersonal and client facing skills
• Strong presentation creation and delivery skills
• Strong sales skills including ability to uncover client needs and identify the combination of current off-the-shelf products and custom offerings to meet those needs
• Experience working cross functionally with other sales teams, product management, and development services, operations and legal to identify opportunities, design and deliver projects