Senior Managing Consultant, Advisors Business Development
Full Time
Others
Job 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
Senior Managing Consultant, Advisors Business Development
Who is Mastercard
What role do we play in the modern world? Are we an enabler of purchases or a facilitator for transactions? We play a much larger role in the world by enabling those that have no access to financial systems - every employee can be a part of something bigger and to change lives. We have the technology, people, and Brand to serve modern society. Today, we are a global tech company that connects everyone to endless possibilities, priceless possibilities.
Overview
The Data & Services team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow. Focused on thinking big and scaling fast around the globe, this agile team is responsible for end-to-end solutions for a diverse global customer base. Centered on data-driven technologies and innovation, these services include cyber consulting, financial crime, and data-driven information and risk management services. Client verticals include, but not limited to, Financial Institutions, Retail & Commerce and Digital Partners, Governments, and healthcare.
Role
Director level role focused on our Cyber & Data services portfolio, leveraged by clients globally and with responsibility for growing revenue with new clients in key market segments.
• Responsible for co-developing and executing the go-to-market strategy for a key set of market segments globally to secure multi-year deals
• Build and develop a cold pipeline into an active one, ultimately progressing to signed services deals
• Ability to message USP and establish market differentiation of MA cybersecurity and risk management services
• Ability to message the benefits of bundling Cybersecurity services with other Data & Services products (Test & Learn, Open Banking, Digital, Loyalty, etc.)
• Advocate for Merchant Investment Fund incentives with the Market Development / Digital Partnership teams
• Strong communication and influencing skills, should be a compelling presenter to senior client audiences and able to influence large deals
• Excellent problem solving and analytics skills and should be able to go head-to-head with internal stakeholders and customers alike with fact-based thinking
• Will serve as the face of Mastercard D&S to senior level client stakeholders, including c-suite
Responsibilities
• Creates a consultative selling experience to identify customer needs and customize solutions
• Collaborates with the practice GTM leader overall Specialist Sales strategies that drive profitable revenue growth and value creation (e.g., go-to-market delivery strategies/tools, customer product portfolio and sales enablement infrastructure)
• Build and consolidates a strong sales pipeline and monitors opportunities within the region or industry segment
• Facilitates cross-functional collaboration with product and account teams
• Collaborates with account leads and customers to prioritize product initiatives
• Develops relationships with internal constituencies to ensure a high level of awareness of products and services
• Formally supervises and coaches several groups/teams, and influences how the function is structured
• Helps identify, coach and groom top talent and pro-actively develops employees as organizational resources
All About You
• 10+ years of cybersecurity services, solutions and/or product sales
• In-depth understanding of current cybersecurity tools, technologies, and trends
• Should have demonstrable experience in growing market presence and revenue for a new line of business
• Awareness understanding of the suite of Mastercard Data & Services value propositions with a thoughtful approach to executing within and across markets
• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership and subject matter expertise
• Strong consulting or data driven solution selling background with success with short sales cycles; never give up attitude, excellent at 'pounding the pavement' through email/phone cold outreach
• 6+ years of progressively complex sales hunting within Financial Services / Healthcare / Government / other sectors; rolodex of C-Level / EVP / SVP contacts preferred
• Ability to thrive and build robust pipeline with limited lead generation support
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence to effectively advance business opportunities and generate revenues
• Revenue management and P&L experience
• Revenue goal-setting abilities
• Top-level sales and business development skills (internally and externally) combined with strong negotiation capabilities required for large deals
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:
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
Senior Managing Consultant, Advisors Business Development
Who is Mastercard
What role do we play in the modern world? Are we an enabler of purchases or a facilitator for transactions? We play a much larger role in the world by enabling those that have no access to financial systems - every employee can be a part of something bigger and to change lives. We have the technology, people, and Brand to serve modern society. Today, we are a global tech company that connects everyone to endless possibilities, priceless possibilities.
Overview
The Data & Services team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow. Focused on thinking big and scaling fast around the globe, this agile team is responsible for end-to-end solutions for a diverse global customer base. Centered on data-driven technologies and innovation, these services include cyber consulting, financial crime, and data-driven information and risk management services. Client verticals include, but not limited to, Financial Institutions, Retail & Commerce and Digital Partners, Governments, and healthcare.
Role
Director level role focused on our Cyber & Data services portfolio, leveraged by clients globally and with responsibility for growing revenue with new clients in key market segments.
• Responsible for co-developing and executing the go-to-market strategy for a key set of market segments globally to secure multi-year deals
• Build and develop a cold pipeline into an active one, ultimately progressing to signed services deals
• Ability to message USP and establish market differentiation of MA cybersecurity and risk management services
• Ability to message the benefits of bundling Cybersecurity services with other Data & Services products (Test & Learn, Open Banking, Digital, Loyalty, etc.)
• Advocate for Merchant Investment Fund incentives with the Market Development / Digital Partnership teams
• Strong communication and influencing skills, should be a compelling presenter to senior client audiences and able to influence large deals
• Excellent problem solving and analytics skills and should be able to go head-to-head with internal stakeholders and customers alike with fact-based thinking
• Will serve as the face of Mastercard D&S to senior level client stakeholders, including c-suite
Responsibilities
• Creates a consultative selling experience to identify customer needs and customize solutions
• Collaborates with the practice GTM leader overall Specialist Sales strategies that drive profitable revenue growth and value creation (e.g., go-to-market delivery strategies/tools, customer product portfolio and sales enablement infrastructure)
• Build and consolidates a strong sales pipeline and monitors opportunities within the region or industry segment
• Facilitates cross-functional collaboration with product and account teams
• Collaborates with account leads and customers to prioritize product initiatives
• Develops relationships with internal constituencies to ensure a high level of awareness of products and services
• Formally supervises and coaches several groups/teams, and influences how the function is structured
• Helps identify, coach and groom top talent and pro-actively develops employees as organizational resources
All About You
• 10+ years of cybersecurity services, solutions and/or product sales
• In-depth understanding of current cybersecurity tools, technologies, and trends
• Should have demonstrable experience in growing market presence and revenue for a new line of business
• Awareness understanding of the suite of Mastercard Data & Services value propositions with a thoughtful approach to executing within and across markets
• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership and subject matter expertise
• Strong consulting or data driven solution selling background with success with short sales cycles; never give up attitude, excellent at 'pounding the pavement' through email/phone cold outreach
• 6+ years of progressively complex sales hunting within Financial Services / Healthcare / Government / other sectors; rolodex of C-Level / EVP / SVP contacts preferred
• Ability to thrive and build robust pipeline with limited lead generation support
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence to effectively advance business opportunities and generate revenues
• Revenue management and P&L experience
• Revenue goal-setting abilities
• Top-level sales and business development skills (internally and externally) combined with strong negotiation capabilities required for large deals
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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