Director, Specialist Sales

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 - SMEMastercard is a technology company in the global payments space. We connect consumers, , financial institutions, merchants, governments, and businesses worldwide, enabling them to use electronic forms of payment instead of cash and checks. We use technology and data-driven insights to make electronic payments more convenient, secure, and efficient for people everywhere.

Our business has a global reach—extending to more than 210 countries and territories—and continues to experience growth in a world where 85% of retail transactions are still made in cash and checks.

Micro, Small, and Medium Businesses (SMEs) are a critical driver of global economy growth and represent 75% of the global workforce and about 50% of the global GDP. Additionally, SMEs foster inclusion, as minorities own 45% of small businesses, and 1/3 of small businesses are women owned. As such, SMEs have become a top priority for many governments and enterprises.

Mastercard segment strategy is based on continuing to drive growth in core products aside to driving additional long terms growth by developing new innovative solutions and expanding product distribution.

The successful candidate will partner with the various Mastercard regional & global stakeholders, along with banks, acquirers, fintech & other SME service providers, to identify strategic growth opportunities, allowing us to serve all SMEs through multiple distribution channels.

Role:

o Distribution Enablement – Diversify Go-To-Market channels beyond traditional issuers and acquirers by leveraging SME expertise, insights, and market knowledge to establish and strengthen partnerships with global marketplaces, CPGs, trade and logistics providers, Payfacs, telcos, and other key enablers

o Collaborate with internal stakeholders to develop comprehensive business plans for SME Segment Solutions, including rigorous analysis of revenue opportunities, emerging markets, and new payment flows

o Continuously monitor and analyze industry trends, competitive dynamics, and emerging opportunities to inform product positioning and Go-To-Market strategies

o Create and refine the SME Segment narrative for use in executive briefings, account planning, sales engagements, and product discussions, both internally and externally

o Partner with the Customer Solutions Center and product teams to provide pre- and post-sales support, ensuring a deep understanding of product features and effective solution implementation

o Advocate for the SME strategy and alternate distribution approach in customer and partner engagements

o Develop, maintain, and update bulletins, sales materials, and workshop resources to support the launch and promotion of new and enhanced products via the SME Central Hub

o Identify and design differentiated product bundles that support SME digitization of distribution channels

o Lead the creation of business meetings, workshop programs, marketing initiatives, and collateral to strengthen the SME value proposition

o Provide support for partner engagements, RFP responses, and participation in external conferences to drive adoption and growth

o Distribute thought leadership materials and best practices across teams to accelerate execution and market readiness

o Identify and pursue new SME payment flows to generate incremental revenue and secure strategic wins

o Oversee the Go-To-Market execution and rollout for all new solutions and initiatives, ensuring readiness and alignment across teams

o Maintain close collaboration with Customer Solution Centers to ensure strategy execution, address market needs, and achieve SME KPIs

o Drive product knowledge through certification programs, ensuring a consistent SME narrative across teams and fostering opportunity identification through workshops, business meetings, and strategic alignment

o Drive a consistent SME strategic narrative across teams and regions by fostering cross-functional coordination and proactively identifying new opportunities.

All About You:

o Able to navigate conversations that are both technical and business oriented

o Excellent writing skills and experience creating training materials, product guides, etc.

o Able to work independently and with minimal guidance

o Self-motivated and thrives in a fast-paced environment; ready to take on stretch goals.

o Flexible and creative, able to not only adapt but also thrive in a constantly changing environment with the ability to multitask and adjust to evolving responsibilities.

o Ability to "storyboard" and develop visually compelling presentations with clear logic and structure.

o Ability to lead initiatives from start to finish, with excellent time management and organizational skills.

o Builds cross-functional organizational relationships and ensures establishing an internal network to execute against strategy successfully.

o Strong customer relationship-building and management skills that results in meeting and managing the demands of our internal and external customers.

o Experience in financial services and payments with an understanding of competitive offerings and industry trends; international market knowledge/experience; SME banking or SME payment experience a plus.

o Consulting background is a plus.

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.

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