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

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.

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 some of the largest and most innovative digital merchants and marketplaces, global platforms and SaaS providers, payment facilitators, and ISVs/VARs 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 
Develop and execute segment-level go-to-market strategy for Mastercard Open Banking services.
• 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 
• High level of partner/client management experience including in a sales/business development role
• Partner-driven with a desire and proven track-record to achieve success through complex relationships and multi-tier distribution channels.
• Excellent presentation skills and ability to communicate effectively with C-level business executives 
• Solid understanding of our clients’ top Open Banking use cases spanning payments, identity, onboarding, and lending  
• Strong working knowledge of technology to understand partner implementation approaches and position Open Banking services (e.g., APIs, cloud-based infrastructure, microservices, technical SLAs).    
• Self-driven, proactive, motivated and results oriented 

Purchase, New York Salary Range: $124,000 - $186,000
San Francisco, California Salary Range: $124,000 - $186,000

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, ra