Director, Product Sales

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, Product Sales

Do you enjoy building relationships with customers, negotiating and winning complex deals, and helping customers meet and exceed growth targets? Are you passionate about cutting edge innovation in domestic and cross border payments?

The North American Products and Innovation team develops innovative products and commercializes new business opportunities that go beyond Mastercard’s traditional strength in card payments. Within that remit, our Mastercard Send and Cross-Border Services solutions meet today’s demand for simple, certain, and cost-effective domestic and international payments.

We are seeking an experienced business development and relationship management expert to join the Disbursements and Remittances team in the North American region. You will be responsible for supporting our go-to-market for two priority products by forming strong relationships with existing customers and helping them scale their usage of these products. This role provides a unique opportunity for a high-performing individual to drive real change and transform the way we engage with our key customers.

Objective: Generate incremental Send and Cross-border Services revenue from existing portfolio customers by cross-selling, up-selling, optimizing and expanding partnership terms, and renewing existing agreements.
Job Description / Roles & Responsibilities
• Form relationships with key customers across Send and XBS portfolios. Meet on a regular basis to identify opportunities to scale via:
o Joint pipeline, referrals, RFP responses
o Open new use cases
o New XB corridors / markets
o Reprice markets / services as needed
o Cross-sell C&I and D&S services (e.g. Finicity, Ekata, Advisors)
o Recommend best practices to customers
• Partner with optimization team and CAMs to identify revenue growth opportunities. Deliver proposals and growth plans to customers
• Create “best practices” materials and share with customers as necessary
• Inform product roadmap by consolidating and sharing customer growth inhibitors with relevant product teams
• Be the central point of contact for key customers for any discussions/negotiations related to new use cases, repricing, new partnership terms, volume growth, and optimization opportunities

All About You:

• Do you have experience in domestic or cross-border disbursements and money movement?
• Do you have experience in sales of a complex payments product or service to financial institutions or fintech firms?
• Do you have experience working with Treasury Services, Transaction Banking, Wholesale or Commercial Banking organizations?
• Do you have a proven ability to manage complex sales processes with a wide range of prospects?
• Do you have experience managing complex pricing and contract negotiations?
• Are you able to lead conversations at both a business and complex technical level?
• Expert relationship building and management skills. Ability to build trust with key customers and portray confidence, knowledge, and understanding of customer roadmaps and goals
• Payments knowledge – either at a service provider (bank, PSP, fintech, payment network), a user/customer (corporate), or a payments network
• Effective Communications – story telling, visual presentation, thinking on your feet, handling customer objections and questions, managing the conversation
• Influencing/Value Selling – understanding prospect needs and how they define value, adapting your message to the audience, illustrating value over features
• Sales- scoping, qualification, proposal writing, presentations, closing and customer agreements
• Solutions Development – presenting solutions to solve real pain points, clearly communicating value
• Self-starter / motivated to work independently and as an effective team member
• Bachelor's degree, Master’s preferred
• Some travel required

Mastercard is a merit-based, 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. We hire the most qualified candidate for the role. In the US or C