Principal, Services BD (Commercial / B2B)

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 BD (Commercial / B2B)

Principal, Services Business Development (Commercial/B2B)
Mastercard Services is a key differentiator for Mastercard, providing cutting-edge services that help our customers achieve their objectives. Focused on big ideas which are scalable in a fast-paced business environment, we are responsible for end-to-end solutions for a diverse global customer base. Centered on data-driven technologies and innovation, our services include payments-focused consulting, loyalty and marketing programs, and data-driven analytic platforms.
Mastercard Services comprises of a diverse and dynamic team of experts who enjoy working in a goal-oriented and collaborative culture. As a member of our sales team, you will be on the frontlines - building excitement and generating demand for our unique services - while partnering with solutions experts to achieve the desired end.
All about the role:
• Are you motivated by developing new insights into issues and developing recommendations that add real value to clients?
• Can you develop strategies and programs for local, regional and global clients?
• Do you want to play a key role in driving a world beyond cash?
As a key part of the BD team you will be mainly focusing on major issuing clients in Australia and New Zealand. This person will be an active team member who contributes to sales targets and opportunity generation and closing with Mastercard Data & Services.
Specifically we are looking for someone that has some level of experience in the payment industry, and ideally a proven track record driving growth in B2B payments. Deepening our participation in carded commercial POS flows and B2B accounts payable flows is essential to realizing our ambitions in capturing new payments flows.
In addition, they need expertise in consulting sales management experience and professional problem-solving skills.
Key responsibilities include:
• Together with existing team, shape Mastercard Data & Services growth strategy in ANZ and execute against that strategy
• Ownership of the sales process from prospecting to writing well-structured and persuasive proposals to demonstrations and commercial contract execution
• Working with Mastercard account managers and clients to identify new business opportunities, communicate opportunity areas to key clients, ensure alignment among stakeholders and manage dependencies
• Building effective working relationships across management levels in client organization
• Identification of client’s pain points, root causes and potential solutions
• Understanding of client’s organizational systems and taking a considered approach to problem solving for the client’s unique situation
• Partnering with project team to ensure project quality and identification of follow-up sales opportunities
Education Needed:
• Undergraduate degree required
• MBA or relevant post graduate degree (beneficial but not critical)
All About You:
• 10+ years of experience with solid track record for delivering objectives
• Experience and understanding of the Commercial payments ecosystem (issuing)
• Knowledge of the Commercial Large and Mid-Market segment
• Experience in selling complex solutions to large organizations and/or consulting experience in Financial Services from a top tier consulting firm or a niche consultancy is desirable
• Excellent interpersonal skills
• Excellent verbal and written communication skills
Excellent analytical skills
Ability to work collaboratively as part of a team and as an individual contributor
Entrepreneurial spirit and can-do attitude
Advanced Word, Excel and PowerPoint skills

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.