Principal, Services Business Development

4 weeks ago

Melbourne, Victoria, Australia MasterCard Full time

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

Principal, Services Business Development

Mastercard Services, the professional services arm of Mastercard Worldwide, provides payments-focused consulting, marketing, platforms, information, loyalty, security, and risk management services to financial institutions and merchants worldwide.

The Services team is a key differentiator for Mastercard, providing cutting-edge services that help our customers grow. Focused on thinking big and scaling fast globally, this agile team is responsible for end-to-end solutions for a diverse customer base.

Centered on data-driven technologies and innovation, these services include payments-focused consulting, loyalty and marketing programs, business Test & Learn experimentation, and data-driven information, security, and risk management services.

Role

  1. The Business Development role for Mastercard Services is responsible for influencing networking and driving the sales process. The candidate is an active team member who largely works independently, managing projects or significant parts of large projects.
  2. Translate market development objectives into sales strategies for an assigned portfolio of key client accounts.
  3. Perform comprehensive analysis to understand client needs and identify potential solutions, focusing on critical issues.
  4. Identify new business opportunities with key clients and communicate them to executives for pursuit.
  5. Build relationships and network with internal and external stakeholders, influencers, sponsors, and decision-makers to align support with business objectives.
  6. Manage the sales cycle from client needs identification through contractual development and execution, including preparing persuasive proposals.
  7. Develop sales-support materials such as presentations and business cases to demonstrate the value of Mastercard Services.
  8. Ensure engagement quality, lead post-implementation reviews, and identify follow-on opportunities.
  9. Proactively identify new business opportunities using business acumen and support initiatives to combine multiple product offerings.
  10. Manage or contribute to project delivery efforts, utilizing core consultancy skills and industry knowledge.
  11. Participate in recruiting, training, and developing team members.
  12. Create intellectual capital (e.g., white papers) to enhance the value proposition of Mastercard Services.

Additional Comments

  • Work with issuers to understand their needs and pain points.
  • Identify how Mastercard can address pain points, craft compelling pitches, create statements of work, and close deals.
  • Coordinate with the delivery team to ensure project stays on track, participating in key meetings and deliverables.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks carry inherent risks. Every employee must:

  • Abide by Mastercard's security policies and practices;
  • Ensure confidentiality and integrity of accessed information;
  • Report any security violations or breaches;
  • Complete mandatory security trainings as per Mastercard's guidelines.
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