Description
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
EVP, Global Head of Business Development, Transfer Solutions Who is Mastercard?Mastercard is a global technology company in the payments industry. Our mission is 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. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.
Overview
The Commercial and New Payment Flows (CNPF) division was established to drive dedicated focus on Mastercard's commercial payment and money movement journey - unlocking its full growth potential as a key volume and revenue generator for the company. With this renewed focus comes the opportunity to unify sales teams aligned to Transfer Solutions (the business focused on money movement) in new ways, sharing expertise, embed collaboration, and simplify ways of working.
The EVP Global Head of Business Development, Transfer Solutions, will be responsible for driving growth in every region for our products and solutions designed to serve the needs of originating institutions (OIs) active in money movement (disbursements, remittances, P2P, B2B (the latter, together with Commercial Solutions). This role will be responsible for business development and commercialization, i.e. managing the business development teams across geographies selling to clients within each market in which Mastercard operates across the globe. These teams will sell to OIs working closely with the regional product, global network development and business development teams across geographies.
It is a pivotal position, acting as both an internal and external leader tasked with accelerating Mastercard's scale in these segments.
The role manages a substantial, globally dispersed team, and plays a critical role in driving customer satisfaction and retention.
Responsibilities
• Partner with EVP Mastercard Move to develop the strategy to grow the business organically and inorganically across all regions
• Partner with regional leadership and particularly regional TS Leads both to inform and execute the regional go-to-market strategies
• Develop and proactively maintain strong relationships with existing and potential customers, partners, and other key stakeholders at the C-suite level
• Manage regional business development and divisional experts (both in Transfer Solutions and situated in Customer Solutions Centers) to deliver on in-year and multi-year revenue goals and strategic priorities (e.g., ecosystem buildout)
• Educate regional account management teams on Transfer Solutions products and serve as a subject matter expert in customer and partner meetings
• Inform product development priorities and roadmap based on customer/market feedback
• Engage customers/partners in strategic dialogue and partnerships covering the full spectrum of Mastercard assets, capabilities, and solutions
• Serve as the expert and advocate for the business segment to identify and understand the opportunities, challenges, and potential partner priorities to establish mutually beneficial partnerships/commercial relationships
• Develop strong internal executive level partnerships to ensure cross-functional alignment and maximum support
• Provide continual and timely education to the broader team
• Ensure discipline in the use of client management tools (e.g. Salesforce) and drive and maintain clear metrics and reporting relating to pipeline, cross-sell, customer penetration and success, and time to revenue
All About You/Key Requirements
• In-depth understanding of the payments industry, and specifically money transfer on account-based and card-based rails, both domestic and cross-border; Mastercard value proposition relative to competitors - across B2C, P2P, B2B, applications, both domestic and cross-border
• Subject matter expertise in cross-border payments, particularly account to account payments and the associated nuances of dealing with treasury/settlement banks, is key
• Proven ability to grow businesses through sales efforts and strategic partnerships
• Ability to develop and maintain high-quality relationships at C-suite level and Treasury and Payments departments of customers/partners
• Consultative problem-solving skills
• Excellent negotiation capabilities and demonstrated influencing skills
• Superior presentation skills, communication skills
• Ability to work effectively in a highly matrixed organization
• Emulate and drive the Mastercard Way through their behavior, coaching, and employee engagement
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.
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