Jobs at Mastercard Foundation

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.

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Role

• We are pursuing highly motivated individuals with experience in consultative sales across data products, platforms, and / or other analytic services. Individuals should display strong achievement orientation, intellectual curiosity, openness, resilience, diligence, and the ability to effectively communicate complex ideas in simple ways. As a Principal, you will be at the frontline of generating excitement and demand for our unique solutions and forming successful lasting partnerships within Retail & Commerce segment, which includes Retailers, Telco’s, Digital Players, Airlines and Fintech’s.
• Own and manage business development activities for Data & Services within Retail & Commerce segment in Africa division with direct revenue and sales responsibilities.
• Refine the value proposition of new and existing D&S capabilities to meet the needs of executives within Retail & Commerce segment
• Serve as the face of Mastercard Data & Services to senior level client stakeholders, including C-Suite Executives.
• Develop strong value-driven narratives and customized presentations in support of new business pitches that ultimately generate new multi-year and multi-million-dollar revenues to Mastercard.
• Drive coordination within Demand Generation, Marketing, Specialist Sales teams across D&S business lines and value propositions, focused on the above defined client vertical.
• Take ownership of the sales process, from prospecting to executing commercial contracts, ensuring a seamless and efficient sales cycles.
• Partner with the Mastercard Account Leadership team to develop a plan to support their strategic imperatives for target accounts.
• Work closely with Advisors Client Services teams for an effective joint go to market and to ensure best-in-class value delivery.
• Collaborate closely with other team members and bring an innovative and creative mindset to partnering with clients.
• Contribute as a thought leader to the development of intellectual capital, point of views, articles, and blogs.
• Manage complete capture of assignment knowledge and drive to ensure it is available firm-wide (knowledge management).

All About You

• 10+ years of experience in consultative sales across consulting services, data products, software platforms, and / or other analytic services in relevant industries (Retail, Telco, Digital, Travel, and Fintech)
• Strong commercial drive with ability to build and monetize senior client relationships based on thought leadership, empathy, and subject matter expertise.
• Ability to own and drive end-to-end sales from initial prospecting through signed contract.
• Entrepreneurial mindset and demonstrated experience in selling solutions to c-level clients.
• Excellent at building relationships through networking and outbound prospecting.
• Collaborative attitude with an understanding of how to win as a team.
• Strong verbal and written communication skills and proven attitude for learning technical terms and developing an understanding of complex technical products.
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence in order to effectively advance business opportunities and generate revenues.
• Advanced analytical skills, including ability to frame the customer’s opportunity in financial terms (i.e. value quantification)
• Bold, energetic, proactive, self-driven, never give up attitude and creative
• Bachelor’s degree minimum.
• MBA or relevant post graduate degree recommended
• Proficiency in written and verbal English.
• Advanced Word, Excel and PowerPoint skills
• Advanced Word, Excel and PowerPoint skills

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Role

• Deliver against targets for existing accounts and/or contribute to MasterCard deal bids.
• Capture senior and mid-level clients implicit business needs 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
• 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 take 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
• Leverage deep knowledge of all the MasterCard Advisors capabilities and how they fit together to offer new innovative solutions

Education Needed

• Undergraduate degree required
• MBA or relevant post graduate degree recommended

 Experience and Skills Needed

• Experience in management consulting firms and in relevant industry
• Knowledge of payments market, trends and opportunities
• Demonstrates the ability to initiate, develop, and close a sale
• Excellent verbal and written communication skills
• Excellent analytical skills, including ability to frame the customer s opportunity in financial terms (i.e. value quantification)
• Ability to think from the perspective of the customer
• Ability to gain consensus with others and coordinate team of consultants and subject matter experts around goal
• Ability to multi-task in a fast-paced, deadline-driven environment
• Advanced Word, Excel and PowerPoint skills