Vice President, Services Business Development

Overview

The Loyalty Sales Specialist team within Mastercard Services acts as the Go-To-Market engine for the Mastercard suite of loyalty products and cardholder services. The team has responsibility for new sales value and in-year revenue of the covered product lines. The team is expected to hunt for new business opportunities outside of the existing Mastercard footprint as well as drive commercial outcomes at existing partners (with tight coordination across Account Management and the broader Services BD team). Client verticals include Financial Institutions, Retail & Commerce and Digital Partners, Governments, and many others. Loyalty solutions are typical complex, technical, and highly accretive to Mastercard and our clients.

Role

The Loyalty Sales Specialist Regional Lead will be responsible for the achievement of bookings and in-year revenue sales targets specific to that region. They will lead the development and execution of the overall sales strategy, align team resources towards areas of largest opportunity, and manage activities toward the overall goal. The region lead will serve as a direct report of the global specialist sales lead and lead a team of 3 to 10+ sales specialists. They are expected to play the role of player-coach: managing and developing the team of sales specialists while leading from the front in client and internal environments. The role is equal parts leadership and execution.

Responsibilities:

• Develop and deliver our in-region sales strategy and direct all business development activity to meet and exceed bookings and recognized revenue goals
• Maintain regional level pipeline and sales forecasts with an emphasis on deal qualification and pipeline velocity
• Build, recruit, manage, and develop a world class sales organization and culture
• Source, develop, and maintain relationships with customers at the most senior levels
• Act as liaison between regional Services Business Development, Account Managers, Regional Product Management, and Marketing / Demand Gen teams
• Represent Loyalty in overall Mastercard BD pursuits and independently hunt for new business outside of the Mastercard footprint
• Partner closely with all product teams to ensure customer needs and product innovations align with development road maps

Qualifications:

• Established track record of sales management success and team quota attainment
• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership, and subject matter expertise
• Experience with loyalty or customer engagement solutions and familiarity with one or more of our client segments
• Excellent leadership and team management skills in a commercial setting
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence to effectively advance business opportunities and generate revenues
• Proven track record of progressively complex sales and strategic account management experience within the financial services or merchant sectors; loyalty experience is preferred
• Strong negotiation capabilities required for large deals at enterprise accounts