Director, Account Management

Overview

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.

Director, Account Management

The Market Development (MD) team is responsible for growing revenue with key acquirer/channel partners to drive Mastercard’s strategy forward by expanding core payments, enabling adjacent payment platforms, offering services and cyber & intelligence solutions.

The MD Team is seeking to build a diverse strategic and consultative workforce of world-class relationship managers, problem-solvers and sales leaders. We are pursuing highly motivated individuals who display strong achievement orientation, intellectual curiosity, openness, resilience, diligence, and the ability to effectively marshal resources. We align our team to compete and differentiate on the basis of customer intimacy, product and solution strength, and partnership orientation.

The team works with our MD customers to support their needs across Payments, Treasury, Digital Channels, Data Analytics, Marketing, Fraud & Risk, Finance to drive joint business development.

Reports to the Vice-President, Acceptance Ecosystems & Emerging Verticals, and is based in Toronto.

• Provide superior strategic account management driven by robust planning – building a deep understanding of customer needs, defining creative solutions to meet those needs, and working effectively across internal functions to bring together the resources required to deliver enhanced value to the customer.
• Identify and develop new business opportunities (with both existing and new customers) that provide the best potential for future business growth, and appreciable return on financial investments. Qualify opportunities before working with internal product experts & other stakeholders to then progress the sales process.
• Support strategically significant organizational initiatives, including cross-selling of key Mastercard products, capabilities and solutions to deepen relationships.
• Work with customers to build an in-depth understanding of their business and a point of view on how Mastercard solutions can address the needs of their business, leveraging internal stakeholders to efficiently move prospect through highly matrixed buy cycles.
• Develop detailed business cases, including financial analysis/modeling, in support of MD initiatives.
• Assists in designing strategies, messaging and proposals for acquiring customers
• Assists in local projects and cross-functional initiatives
• Negotiate, execute and manage the customer contract agreement process, ensuring global linkage of resources and information sharing.

The ideal candidate for this position:

• Experience in the payments or technology business with exposure to Acquiring or experience in the Acceptance space with some responsibility for payments, and business development is desirable.
• Demonstrated track record of planning, managing, and closing complex, competitive sales efforts and delivering results in a fast-paced environment with a sense of urgency and accuracy.
• Dynamic, forward-thinking positive team player, adept at engaging and leveraging internal resources to achieve success and contribute to the wider team environment.
• Ability to manage and grow internal and external cross functional relationships and partnerships with executives at all levels.
• Sound business judgment with established strategic and conceptual thinking and planning skills.
• Excellent strategic thinking and analytical skills with a proven track record in problem-solving and creating solutions that increase revenue.
• Bachelor’s degree required; MBA preferred.

Ideally bi-lingual (French)

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