Director, Specialist Sales, Transfer Solutions

Director – Specialist Sales, Transfer Solutions, to drive product commercialization and go-to-market execution for Mastercard's Transfer Solutions (Cross-Border Services and Mastercard Send). Mastercard Transfer Solutions is a key component in establishing Mastercard as a global player in real-time payments, facilitating the secure delivery of funds between senders and receivers—typically in near real time. Businesses, merchants, governments, financial institutions, digital players, and fintechs can send money to consumers and small businesses, both domestically and cross-border, with this service. Our Transfer Solutions leverage a combination of Mastercard's card- and account-based technologies to enable multiple user flows, including person-to-person, business-to-business, disbursements, remittances, and merchant payments. The individual will contribute to product commercialization and work hand-in-hand with regional, global, and market teams to scale our Transfer Solutions capabilities.

The role will focus on leading the successful roll-out of the Transfer Solutions business (Cross-Border Services and Mastercard Send) within Asia Pacific (AP), including:

• Leading go-to-market plan development and business development for Mastercard Transfer Solutions in Australia and New Zealand
• Developing country-specific commercialization strategies, including market sizing and in-depth analysis of use cases to identify pain points and opportunity size
• Assembling a product suite that solves key pain points for customer segments (banks, NBFIs, and merchants) in their money movement flows, in collaboration with regional and global teams
• Achieving aggressive revenue growth for Mastercard Transfer Solutions services
• Prospecting and contracting banks and NBFIs, in coordination with product development and internal support teams such as customer delivery, operations and technology, legal, finance, and market/geography teams
• Building industry partnerships and other strategic alliances in support of the strategy
• Playing a key role in facilitating financial modeling and business case development for new business opportunities: executing commercial deals from initial engagements through client negotiations, contract agreements, and implementation
• Owning account-level P&L, including pricing, yield optimization, corridor optimization, and best practice deployment
• Articulating the ideal end state, identifying areas requiring product development, and assessing long-term revenue potential
• Monitoring and reporting on competition, market evolution, and trends; analyzing findings from ongoing and past research efforts, and recommending actions

• This position requires a highly collaborative individual who can manage relationships across multiple functional areas, regional executives and leadership, as well as key customers and strategic partners across AP
• 10+ years of experience with in-depth knowledge of cross-border flows
• Strong interpersonal and leadership skills to influence and build credibility; team-oriented, collaborative, diplomatic, and flexible
• Cross-functional team leadership experience, managing multiple complex projects concurrently and delivering timely results under tight deadlines
• Excellent problem-solving skills with a demonstrated track record of introducing new or emerging products and services
• Experience executing and managing business development strategies in complex environments
• Strategy and product management experience preferred but not mandatory
• Proven ability to build efficient sales teams, achieve business development targets, and foster strong customer relationships
• Leadership and people management experience preferred but not mandatory
• Top-tier MBA or experience in transaction banking preferred but not mandatory
• Prior experience in sales and product commercialization is preferred

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.

Location: Sydney, New South Wales, Australia