Director, Retail & Commerce Business Development, Test & Learn

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, Services Business Development

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 payments-focused consulting, loyalty and marketing programs, business Test & Learn experimentation, and data-driven information and risk management services. Client verticals include Financial Institutions, Retail & Commerce and Digital Partners, Governments and many others.

Role
Director level role focused on our Test & Learn platform, leveraged by 300+ clients globally and growing revenue with new clients in the Retail, Restaurant, Telecom, travel verticals

• Responsible for developing and executing the sales strategy for a key set of prospect accounts within Western Europe (France, Italy, Spain, Benelux, Portugal) to secure multimillion-dollar, multi-year deals
• Build and develop a cold pipeline into an active one through hunting new opportunities and/or bringing over your existing relevant network of potential clients, ultimately progressing to signed platform deals
• Strong communication and influencing skills, should be a compelling presenter to senior client audiences and able to influence large deals
• Ability to seamlessly partner across our Data & Services Sales CBL population
• 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

All About You
• Deep understanding of the suite of Mastercard Test & Learn 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 software or data driven solution selling background with success with 6-12+ month sales cycles; never give up attitude, excellent at ‘pounding the pavement’ through email/phone cold outreach
• 10+ years of progressively complex hunting sales within Retail, CPG and Restaurants sectors; rolodex of C-Level / EVP / SVP contacts preferred
• Experience selling analytical/data products to large new logo in Retail, CPG and Restaurants strong asset'
• Experience utilizing analytical platforms in a Retail & Commerce environment'
• 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 in order to effectively advance business opportunities and generate revenues
• Revenue management experience
• Revenue goal-setting abilities
• Top-level sales 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.