Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion (https://www.mastercard.us/en-us/vision/who-we-are/diversity-inclusion.html) for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Title and Summary

Vice President, Account Management

The Vice President will be responsible for leading account management within a subset of this FI's global product team. As one of the few truly global FIs this role presents the successful candidate with the opportunity to shape how Mastercard’s strategy is developed and delivered to support the client team wherever they operate.

The successful candidate will have responsibility for driving new revenue for Mastercard by working with the client team to link new Mastercard products, solutions and functionality to explicit customer needs as well as ensuring that this FI are a bastion of Mastercard’s strategy.

The position requires a thought leader who is commercially pragmatic and innovative, with strong influencing and negotiating skills to partner with the client across numerous global, regional and market specific proposals and portfolio engagements – both proactive and reactive (RFP’s) in nature.

With a matrixed team across the world it is essential that the successful candidate can navigate the intricacies of these very different relationships to ensure best outcome for Mastercard and FI. This person must be able to drive sales and their other objectives through these teams and this will be critical to success in this role.

Role:

• As VP Account Management this person have responsibilities for sales & business development across the global client account, working with team colleagues and the MA regions to introduce new products/solutions to market and across the client portfolios, conduct market sizing/competitive landscape analysis, recommend pricing, profit planning, negotiate deals, etc.

• This person will also be expected to drive new business opportunities and deliver on account management responsibilities, such as new portfolio acquisition, launches, account activation, portfolio optimisation etc.

• Design and execute both strategic and tactical plans to enhance the profitability of the client relationship

• Manage relationships with FI's global product leadership, influencing their strategy, direction and decisions

• Respond to complex Requests for Proposal under tight process and time guidelines, with multiple stakeholders in different markets

• Partner with internal stakeholders across various functional teams to identify new segment and product opportunities and develop propositions to maximize segment penetration in close collaboration with the Global and Regional Product Team

• Perform market research and opportunity assessments on new concepts and ideas. Assess the viability of new products in support of the global/regional or market strategies

All about you:

• A proven track record of driving global revenue growth in a business development/sales/commercial or account management role

• Consultative solution selling including using functionality and innovation to differentiate and derive value/revenue across complex deal negotiations, ideally gained within a payments or financial industry

• Expert knowledge of electronic payments/ cards from an issuing payment network perspective required

• Numerate with the ability to facilitate deal financials, manage detail, multiple deal scenarios, internal and external P&L views, while being able to synthesize the complexity and present this to senior management at both MasterCard and the client with seamless effort

• Strong thought leadership, influencing, negotiation skills (complex negotiations), & commercially focused - with an understanding of pricing, deal structures, accounting, impact of deals on P&L

• Multi-disciplinary knowledge in Marketing, Operations, Risk Management, Co-brand and Emerging technologies/fintech

• Demonstrated expertise in the Mastercard Sales Discipline Framework and Value Driver Sales approach with ability to think from the perspective of the customer

• Exceptional communicator across regions, businesses and functions; able to have an impact on and influence on the division

• Able to empower and develop team/others and willing to “roll up” sleeves when necessary.

• Demonstrate keen, broad market awareness, be able to think strategically, creatively and able to provide competent team leadership

• Bachelor’s degree, Masters preferred

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.