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About the Role

This role sits within the Co-Brand Center of Excellence and owns the end-to-end Services relationship for our co-brand partners. The Principal will be accountable for driving Services revenue, expanding client engagement, and scaling high impact solutions across the partnership. Mastercard Services fuels growth for financial institutions and travel partners through solutions spanning Customer Acquisition & Engagement, Personalization, Market Insights, Security, and Open Banking. This role requires a consultative seller who can navigate complex, matrixed organizations, and deliver measurable commercial outcomes. This role is an individual contributor who will directly influence a Services team supporting an assign set of co-brand accounts and partner daily with the Account Management teams, issuer team, and client stakeholders.

Responsibilities

Own and grow the Services P&L for set group of Mastercard’s U.S. cobrand relationships.
Serve as the General Manager for all Services work being delivered for the clients and how they all come together in a cohesive and unified manner to help deliver results that improve clients’ capabilities and performance against their top corporate priorities.
Expand existing engagements and originate new opportunities by positioning Mastercard Services solutions.
Lead all Services business development for clients and drive the full sales lifecycle: prospecting, scoping and pricing, business cases, contracting, negotiation, and kickoff.
Partner and coordinate closely with the dedicated CAMs on targets, goals, strategy, execution plan, opportunities, prioritization, and customer engagement approach to operate as One Mastercard.
Lead executive level pitches and presentations, tailoring messages to senior audiences.
Collaborate with delivery teams to define scope, solve problems, and ensure successful execution.
Coach and develop team members while contributing to thought leadership and internal best practices.
Contribute to the COE and NAM BD internal workstreams by utilizing best-in-class work and engagement model to help expand with current customers and win new business.

Requirements

Significant consultative B2B sales experience, ideally in professional services, SaaS, data & analytics, and/or loyalty.
Proven ability to monetize senior client relationships through insight, empathy, and subject matter expertise.
Strong analytical, problem solving, and communication skills.
Demonstrated success managing complex sales cycles and cross-functional teams and delivering results on-time.
High energy, strong commercial drive, and comfort operating in fast paced and sometimes ambiguous environments.
Deep knowledge of the airline industry preferred.
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
Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.

Skills

Consultative B2B sales
Professional services
SaaS
Data & analytics
Loyalty
Monetize senior client relationships
Insight
Empathy
Subject matter expertise
Analytical skills
Problem solving skills
Communication skills
Managing complex sales cycles
Cross-functional teams
Commercial drive
Airline industry knowledge

Location

Work Type

Full-time

Experience Level

Principal

Education Level

Bachelor's degree required
MBA or relevant postgraduate degree preferred

Salary/Compensations

$221,000 - $349,000

Benefits

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
5 personal days
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

About the Company

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.

Equal Opportunity

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 reasonable_accommodation@mastercard.com 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.