Director, Specialist Sales – Open Banking

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

Director, Specialist Sales – Open Banking

Services within Mastercard is responsible for acquiring, engaging, and retaining customers by managing fraud and risk, enhancing cybersecurity, and improving the digital payments experience. We provide value-added services and leverage expertise, data-driven insights, and execution.

Mastercard is looking for a talented Director, Specialist Sales to join our Open Banking team. The position will be responsible for building net-new and growing existing Mastercard Open Banking commercial partnerships with Financial Institutions. You will work with some of the largest and most innovative financial services and technology companies in the country who are actively embracing the digitization of financial data to empower consumers and small businesses.

Your primary objective will be to cultivate strong relationships with our partners to accelerate profitable revenue growth. To achieve this objective, you will work closely with our internal Mastercard customer account management and Services teams to architect, price/negotiate/contract, build-out and implement innovative financial services offerings across a variety of Open Banking use cases. A key success driver will be leveraging the deep client relationships and capabilities across the overall Mastercard business (i.e., integrating Open Banking services into the broader account plans that address our clients’ most pressing strategies).

Role
• Build strong internal relationships and communication channels within the Open Banking team and the broader Mastercard organization to ensure a collaborative, unified and responsive interface to partner relationships
• Analyze client needs, conduct research, develop thoughtful solutions and devise tactical plans to pursue business opportunities
• Manage the entire sales cycle from opportunity identification, thru pursuit and proposal development, to negotiation and contract execution.
• Integrate Open Banking priorities and opportunities within the broader Mastercard strategic account planning framework
• Build and manage a robust pipeline by identifying and selling prospects
• Successfully close new business through consultative and relationship-based selling
• Achieve and exceed assigned quotas
• Capture and share client feedback with Open Banking stakeholders to enhance the Open Banking Product and Technology management process
• Proactively keep up to date of industry and technology landscape to ensure you are a trusted advisor and resource to prospects, customers and internal Mastercard stakeholders

All About You
• Agility and desire to demonstrate depth and breadth on any given day – e.g. articulating industry trends, framing/negotiating commercial models, innovating/white boarding with a partner, harnessing resources to resolve an issue, consolidating/synthesizing a revenue forecast
• Strong organizational and personal skills to successfully communicate and negotiate with internal and external stakeholders
• Excellent presentation skills and ability to communicate effectively with C-level business executives
• Partner-driven with a desire and proven track-record to achieve success through complex relationships and multi-tier distribution channels.
• Solid understanding of our clients’ top Open Banking use cases spanning payments and lending
• Good working knowledge of technology to understand partner implementation approaches and position Open Banking services (e.g., APIs, cloud-based infrastructure, microservices, technical SLAs).
• Strategic mindset with ability to understand partner and industry objectives
• Excellent relationship development, problem solving and issue management skills
• Self-driven, proactive, motivated and results oriented
• High level of partner/client management experience including in a sales/business development role

Purchase NY Salary Range: $145,000 - $218,000

#ServicesBD

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 [email protected] 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.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary based on location, experience and other qualifications for the role and may be eligible for an annual bonus or commissions depending on the role. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance), flexible spending account and health savings account, paid leaves (including 16 weeks new parent leave, up to 20 paid days bereavement leave), 10 annual paid sick days, 10 or more annual paid vacation days based on level, 5 personal days, 10 annual paid U.S. observed holidays, 401k with a best-in-class company match, deferred compensation for eligible roles, fitness reimbursement or on-site fitness facilities, eligibility for tuition reimbursement, gender-inclusive benefits and many more.

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