Director, Specialist Sales

at  MasterCard

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
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
Director, Specialist Sales
Director, Specialist Sales EEMEA
Job Description Summary

Main Purpose of Role

• Build and Grow RTP (Real Time Payments) Infrastructure Sales pipeline across EEMEA.
• Lead new business customer engagements from a sales perspective.
• Develop and execute on plan to achieve sales targets and expand our customer revenue base.

Key deliverables

• Leads new business customer engagements from a sales perspective.
• Developing and executing plans to achieve sales targets and expand our customer revenue base.
• Maintains opportunity radar looking at global markets for Real Time Payment infrastructure and Services opportunities.
• Maintains continual qualification of an opportunity.
• Builds competitor profiles relative to the opportunity.
• Establishes the initial winning strategy for the opportunity and ensures that the broader Mastercard business understands it.
• Able to articulate business strategy, value proposition, client’s decision criteria, budget and risk boundaries.
• Building and maintaining strong, long-lasting internal stakeholder relationships.
• Provides a customer focused point of view across all internal engagements.
• Support Pricing strategy reflecting market dynamic and value drivers.
• Proactive engagement with Sales teams throughout the sales process
• Planning and ensuring adherence to the timeline / plan, always meeting customer deadlines.
• Supporting customer follow-up, workshops and presentations, contract coordination
• International travel will be required periodically

All About You

• Strong solution selling background with demonstrable resiliency with a never give up attitude.
• Extensive knowledge of and experience of selling within the EEMEA region with established network across the region
• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership and subject matter expertise.
• Experience of progressively complex hunting sales within Financial Services, Digital / Retail / Consumer/ B2B / sectors.
• Top-level sales skills (internally and externally) combined with strong negotiation capabilities required for large deals.
• Ability to thrive and build robust pipeline with limited lead generation support.
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence on effectively advance business opportunities and generate revenues.
• Ability to work with different internal & external stakeholders at all levels across the business, always demonstrating credibility and competence.
• Good customer empathy and the ability to act with a client-first philosophy.
• Commercial acumen – ability to understand and articulate key sales messages, areas of strength and weakness, and support the deal team to better understand the customer’s demands.

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.

Main Purpose of Role

• Build and Grow RTP (Real Time Payments) Infrastructure Sales pipeline across EEMEA.
• Lead new business customer engagements from a sales perspective.
• Develop and execute on plan to achieve sales targets and expand our customer revenue base

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