Director of Cross-Border Business Development, Mastercard
$182-291k
More information about location
Office located in Purchase, New York
Global payments technology company
Be an early applicant
Global payments technology company
1001+ employees
Be an early applicant
$182-291k
More information about location
Office located in Purchase, New York
1001+ employees
Company mission
To connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible.
Role
Who you are
- Demonstrated experience in business development and sales across the region, preferably in B2B payments
- In depth understanding of the payments industry, and specifically cross-border B2B payments
- Proven ability to develop and successfully execute on quantifiable business plans, experience in pipeline management through strong sales methodology adoption
- Strong business acumen with excellent negotiation capabilities and demonstrated influencing skills
- Ability to develop and maintain high quality relationships across stakeholders in organization and C-suite level of customers/partners
- Ability to thrive in a new and fast paced environment and work effectively in a highly matrixed organization
- Analytical skills combined with operational experience
- Superior presentation and communication skills
- Fluent in English, additional languages are a plus
- 25% Travel is required, as per customer/market needs
What the job involves
- The Director, Business Development is dedicated to NAM region with a focus on driving commercial success of our referral agreement with Corpay XB B2B payments business in their market
- This role sits at the intersection of sales, product management, and customer engagement, ensuring that Corpay’s cross-border B2B products are effectively pitched to our FI partners, objections are handled appropriately, and sales are referred and then closed
- This role will report directly to the North America regional CNPF lead and have a dual line reporting into the Global Transfer Solutions organization to ensure speed, customer centricity and execution of partnership in a systemic manner
- As a Director of Business Development, you are a sales-driven professional with a deep understanding of local market dynamics, FI customer needs, payments & XB products positioning
- You will work closely with Account Management teams, Transfer Solutions leads, and other key market stakeholders to execute the joint go-to-market strategy with Corpay cross-border business, drive volume and revenue growth, and ensure customer satisfaction as part of the referral agreement
- Learn Corpay’s Cross Border B2B Payments business value proposition and product solutions. Learn about pre and post sales activities from Corpay such as onboarding and Implementation to be able to facilitate and expedite closing on deals
- Work with Regional CNPF Lead, Regional Transfer Solutions Lead, Regional President and Divisional Presidents to curate a target list of FIs by tier to refer to Corpay based on quality of Mastercard relationship, FI's current payment offering, FI's current payment providers/partnerships, customer base and market opportunity
- Keep track of Mastercard Move product roadmap and discern Move sales opportunities if Corpay’s Cross Border B2B Payments solution is not appropriate
- Build relationship with Mastercard Account Management teams to promote the referral business. Work with account management to ensure the referral list is systematically maintained and executed, escalate if progress slows down
- Own end-to-end pipeline management, managing pipeline reporting. Monthly management review of FI sales Pipeline & client activity internally at regional level reporting into a global view. Attend meetings between account managers and FIs to ensure the topic is well introduced and accurately described
- Ensure full, quality handover details are provided to Corpay, with all the above information, plus FI stakeholder mapping. Attend joint meetings between account managers, FI and Corpay
- Closely track reasons for referral success/failure for internal stakeholders by maintaining lessons learned by actively engaging ad-hoc and during regular reviews with Corpay and Global teams
Our take
Mastercard is in the global payments business, and operates the world's fastest payments processing network. Its products and solutions have become central to everyday commerce across the world, in activities ranging from shopping and travelling to running businesses.
As the economy has become more and more digitised, Mastercard has been a leading player in helping businesses and individuals across the globe embrace card payments and digital banking. One of the world's largest companies, its revenue has seen consistent gain in the last 20 years.
The challenge for modern payments companies is that payments are always changing, as seen in the astronomical rise of contactless payments over the last decade. Mastercard's acquisition of blockchain systems, and an overall focus on leveraging its technology towards a digital economy, has placed the company in good stead to keep up to date with current trends, like cryptocurrency, in the digitised payments world.
Steph
Company Specialist at Welcome to the Jungle
Insights
21% employee growth in 12 months
Company
Company benefits
- Gym membership
- Share purchase options
- Extra holiday purchase optional
- Work from home opportunities
- Health insurance
Company HQ
Purchase, Harrison, NY
Leadership
Michael Miebach
(CEO)Has served in a variety of roles at the company, including President and CPO. Currently Board Member at IBM, Accion, the World Resources Institute, the US-India Strategic Partnership Forum, and the Metropolitan Opera. They are also a Trustee of USCIB.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 139 more jobs at Mastercard