Director, Services Business Development, Security Solutions

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, Services Business Development, Security Solutions

All About Us

Mastercard Services, the professional services arm of Mastercard, provides payments and cyber security focused consulting, marketing, loyalty, information and risk management services. With its unique expertise, deep understanding of customer needs and successful track record in addressing complex challenges throughout the payment lifecycle, Mastercard Services addresses the challenges and opportunities of its clients, enhances Mastercard's strategic and tactical performance and establishes Mastercard's global thought-leadership pre-eminence.

All about the role

This sales professional will focus business development with existing clients and will hunt for new business - managing and converting a pipeline of opportunities into revenue streams across all verticals - such as Financial Institutions, Fintechs, Acquirers, Retailers, Consumer Goods, Public Sector and others – leveraging Mastercard’s suite of capabilities, with key focus on Security Solutions e.g., enterprise-wide and cyber risk, fraud, cyber-risk, identity validation, etc.

Key responsibilities include:
• Lead sales and new client development across all lines of Security Solutions
• Deliver against sales targets for existing accounts or build and convert pipeline of new business
• Capture senior and mid-level clients’ implicit business needs and articulated requests, and identify most critical aspects of the problem
• Translate objectives into key hypotheses and structure work for large, complex projects or ill-defined problems
• Contribute to formal and informal pitches, from “storyboarding” through face-to-face presentation
• Create succinct, persuasive written materials tailored to the audience
• Contribute to project delivery, quickly identifying shortcomings in projects and take remedial action
• Manage knowledge capture and drive to ensure it is available firm-wide (knowledge management)
• Contribute as a thought leader to the development of intellectual capital, point of views, articles, and blogs
• Leverage deep knowledge of all the Mastercard Services capabilities and how they fit together to offer new innovative solutions
• Communicate the benefits of bundling Cybersecurity services and solutions with Data & Services products and platforms
• Support the Mastercard Services “go-to-market”, including launching, scaling and optimizing the suite of capabilities, solutions and platforms
• Establish strong partnerships internally and externally to build and maintain a successful, revenue generating professional network built on subject matter expertise and credibility around data driven insights and connected intelligence related to cyber risk and fraud
• Work closely with product development and management to communicate market needs and tailor products that are uniquely suited to address unmet client business needs
• Be the “voice of the customer” – identify new revenue-generating opportunities for Mastercard to create new Services offerings that meet client needs


Core Competencies:

• A proven value based, consultative sales methodology
• Demonstrates financial expertise, industry & business knowledge within a business context relevant to data, analytics and information consultancy, preferably in financial, retail or e-commerce environment
• Working knowledge of fraud operations and metrics relevant to payments ecosystem
• In-depth knowledge of the market, including competitors, substitutes, and complementary offerings, as well as demonstrated interest in current trends
• Ability to obtain first-hand customer information and use it to define and communicate market needs
• Strong ability to build and monetize senior client relationships based on empathy, thought leadership and subject matter expertise
• Excellent leadership and management skills, focused on building and developing talent, fostering collaboration, and helping each other be great
• Excellent verbal and written communication skills
• Excellent analytical skills, including ability to frame the customer’s opportunity in financial terms (i.e. value quantification)
• Advanced Word, Excel and PowerPoint skills

All about you:

• Undergraduate degree required
• MBA or relevant post graduate degree desirable
• Experience selling and delivering targeted security, information and/ or analytic solutions to financial and non-financial clients
• Experience selling cybersecurity, risk and/ or antifraud software
• Proven ability to set and achieve revenue targets
• Strong interpersonal and client facing skills
• Strong presentation creation and delivery skills
• Strong sales skills including ability to uncover client needs and identify the combination of current off-the-shelf products and custom offerings to meet those needs
• Experience working cross functionally with other sales teams, product management, and development services, operations and legal to identify opportunities, design and deliver projects

Languages: Polish (native) and strong English skills required. Additional languages skills (German, French, Italian) desirable

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.