Director, Product Sales

Director, Product SalesDo you enjoy building relationships with customers, negotiating and winning complex deals, and helping customers meet and exceed growth targets? Are you passionate about cutting edge innovation in domestic and cross border payments?The North American Products and Innovation team develops innovative products and commercializes new business opportunities that go beyond Mastercard's traditional strength in card payments. Within that remit, our Mastercard Send and Cross-Border Services solutions meet today's demand for simple, certain, and cost-effective domestic and international payments.We are seeking an experienced business development and relationship management expert to join the Disbursements and Remittances team in the North American region. You will be responsible for supporting our go-to-market for two priority products by forming strong relationships with existing customers and helping them scale their usage of these products. This role provides a unique opportunity for a high-performing individual to drive real change and transform the way we engage with our key customers.Objective: Generate incremental Send and Cross-border Services revenue from existing portfolio customers by cross-selling, up-selling, optimizing and expanding partnership terms, and renewing existing agreements.Roles & Responsibilities:Form relationships with key customers across Send and XBS portfolios. Meet on a regular basis to identify opportunities to scale via:Joint pipeline, referrals, RFP responsesOpen new use casesNew XB corridors / marketsReprice markets / services as neededCross-sell C&I and D&S services (e.g. Finicity, Ekata, Advisors)Recommend best practices to customersPartner with optimization team and CAMs to identify revenue growth opportunities. Deliver proposals and growth plans to customersCreate "best practices" materials and share with customers as necessaryInform product roadmap by consolidating and sharing customer growth inhibitors with relevant product teamsBe the central point of contact for key customers for any discussions/negotiations related to new use cases, repricing, new partnership terms, volume growth, and optimization opportunitiesAll About You:Do you have experience in domestic or cross-border disbursements and money movement?Do you have experience in sales of a complex payments product or service to financial institutions or fintech firms?Do you have experience working with Treasury Services, Transaction Banking, Wholesale or Commercial Banking organizations?Do you have a proven ability to manage complex sales processes with a wide range of prospects?Do you have experience managing complex pricing and contract negotiations?Are you able to lead conversations at both a business and complex technical level?Expert relationship building and management skills. Ability to build trust with key customers and portray confidence, knowledge, and understanding of customer roadmaps and goalsPayments knowledge either at a service provider (bank, PSP, fintech, payment network), a user/customer (corporate), or a payments networkEffective Communications story telling, visual presentation, thinking on your feet, handling customer objections and questions, managing the conversationInfluencing/Value Selling understanding prospect needs and how they define value, adapting your message to the audience, illustrating value over featuresSales- scoping, qualification, proposal writing, presentations, closing and customer agreementsSolutions Development presenting solutions to solve real pain points, clearly communicating valueSelf-starter / motivated to work independently and as an effective team memberBachelor's degree, Master's preferredSome travel requiredMastercard 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.Corporate Security Responsibility: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, andComplete all periodic mandatory security trainings in accordance with Mastercard's guidelines.Pay Ranges:New York City, New York: $190,000 - $304,000 USD