Director, Specialist Sales

Director, Specialist Sales at Mastercard scores 0 out of 100 on AI centrality, which makes it AI Level 1 of 4 (Little AI) on this board. The level measures how much of the work is AI, not seniority.

Purchase, New YorkseniorFull time

AI in this role

Director of Specialist Sales driving SME segment solutions and distribution partnerships at Mastercard.

salesstrategybusiness-developmentdistribution-management

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

Director, Specialist Sales

Overview

Mastercard is a technology company in the global payments space. We connect consumers, , financial institutions, merchants, governments, and businesses worldwide, enabling them to use electronic forms of payment instead of cash and checks. We use technology and data-driven insights to make electronic payments more convenient, secure, and efficient for people everywhere.
Our business has a global reach—extending to more than 210 countries and territories—and continues to experience growth in a world where 85% of retail transactions are still made in cash and checks.
Micro, Small, and Medium Businesses (SMEs) are a critical driver of global economy growth and represent 75% of the global workforce and about 50% of the global GDP. Additionally, SMEs foster inclusion, as minorities own 45% of small businesses, and 1/3 of small businesses are women owned. As such, SMEs have become a top priority for many governments and enterprises.
Mastercard segment strategy is based on continuing to drive growth in core products aside to driving additional long terms growth by developing new innovative solutions and expanding product distribution.
The successful candidate will partner with the various Mastercard regional & global stakeholders, along with banks, acquirers, fintech & other SME service providers, to identify strategic growth opportunities, allowing us to serve all SMEs through multiple distribution channels.

Role:
o Distribution Enablement - Diversifying our Go-To-Market channels beyond the traditional (issuers & acquirers) by bringing SME knowledge, insights & expertise in supporting and building relationships with Global Ecomm & Marketplaces distribution partners (i.e., Pharma, Retail, etc.)
o In partnership with the regional team, develop strategic business plans for SME Segment Solutions, including rigorous analysis of revenue opportunities & markets to drive growth and open new markets and payment flows.
o Analyze regional market trends, dynamics, and competition to inform product and go-to-market strategies.
o Enhance/ Develop regional SME Segment Narrative for Executive, account, sales, and product engagements internally and externally.
o Provide support to the sales teams in pre and after-sale partner meetings with a detailed understanding of product features to identify and implement solutions (in partnership with the Customer Solutions Center and the local product team.
o Represent the SME strategy and narrative on new distribution customer meetings
o Draft and keep current go-to-market materials such as bulletins, sales, and training materials to support new and enhanced products in SME Central Hub
o Assess relevant differentiated bundles for the SME segment supporting the digitization of distribution channels
o Own the creation of Sales training, collateral & Marketing initiatives to elevate SMEs CPG vertical
o Regional and Market Execution Support: for distribution partners’ discussions, RFPs, and external conferences
o Distribution and communication of all Thought Leadership/Best Practice Sharing
o New SME Segment Flows identification to drive increased revenue and help us win new deals
o GTM/Rollout support for all new solutions and initiatives.

o Customer Solution Centers – Ongoing engagement with local and regional Customer Solution Centers teams to ensure the SME strategy is implemented, needs are fulfilled, and bridge the knowledge gaps while ensuring SME KPIs are met.

o Product knowledge/training through certification, ensuring consistent SME narrative across teams: for SME Product & BD Teams –
o Drive consistent SME Strategic Narrative across larger teams through training, product certification, and opportunity identification.

All About You:
o Able to navigate conversations that are both technical and business oriented
o Excellent writing skills and experience creating training materials, product guides, etc.
o Able to work independently and with minimal guidance
o Self-motivated and thrives in a fast-paced environment; ready to take on stretch goals.
o Flexible and creative, able to not only adapt but also thrive in a constantly changing environment with the ability to multitask and adjust to evolving responsibilities.
o Ability to “storyboard” and develop visually compelling presentations with clear logic and structure.
o Ability to lead initiatives from start to finish, with excellent time management and organizational skills.
o Builds cross-functional organizational relationships and ensures establishing an internal network to execute against strategy successfully.
o Strong customer relationship-building and management skills that results in meeting and managing the demands of our internal and external customers.
o Experience in financial services and payments with an understanding of competitive offerings and industry trends; international market knowledge/experience; SME banking or SME payment experience a plus.
o Consulting background is a plus.

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.

Pay Ranges

Purchase, New York: $182,000 - $291,000 USD

Job Posting Window

Posting windows may change based on the volume of applications received and business necessity. Candidates are encouraged to apply expeditiously.

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Skills and AI tools this role asks for

SalesStrategyBusiness DevelopmentDistribution Management

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Tell me about a project where sales was part of your work. What did you do?
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Tell me about a project where distribution management was part of your work. What did you do?

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