Manager, Business Development

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

Manager, Business Development

Overview: Fintech and Digital Partners Business Development and Relationship Manager
Sub-Team: Fintech and Digital Partners Business Development
Team: Fintech, Digital and Government

This role is in the Fintech, Digital Partners & Government team which has broad brief to develop business and manage relationships across multiple verticals and customers. Fintech and Digital Partnerships (on which this role is focussed) is a fast-growing, strategically important part of the Mastercard business. The Fintech and Digital Partners Business Development Manager will be responsible for bringing new Fintech and Digital Partners new business to Mastercard, working across multiple verticals, identifying opportunities across the Mastercard product and services set. The role will also involve building and managing strategic relationships to maximise revenue opportunities.

Role and Responsibilities

• Assist with the development of the UK & Ireland Fintech and Digital Partners Business Development and Relationship Management strategy.
• Assist with the development and management of a robust sales pipeline in coordination with Product, Customer Solutions Centre and FDG and MCDS Account Management teams.
• Prospect for new Fintech and Digital Partners business using cold prospecting channels including personal business network, business social media, thought leadership and external events.
• Explore and manage opportunities with other parts of Mastercard (e.g. Product, Acceptance, Security Solutions, Data & Services).
• Closely manage own business development pipeline and customer portfolio.
• Build and develop a comprehensive external Fintech and Digital Partners industry network.
• Prepare for and participate in new business conversations with key Digital Partners and Fintech prospect decision makers.
• Analyse prospects’ core proposition, revenue model and plans to establish Mastercard product and service opportunities including core issuing, acceptance, security solutions, data and services, remittances, open banking, and processing.
• Develop financial models and business cases to support prospects’ new business plans.
• Support the execution and management of the customer contract agreement process.
• Assist in evaluation of the deal process to deliver efficiencies and added improvements.
• Support existing business development relationships (e.g., government, regulators, industry bodies. BIN sponsors, programme managers).
• Provide ongoing best-in-class operational relationship management of owned portfolio customers.
• Ensure all opportunities are managed through the Salesforce platform, ensuring all information is accurate and up to date.

Experience:

• Experience executing and managing business development strategies.
• Experience in building and managing strong customer relationships
• Track record in achieving challenging sales targets
• Experience of building customer relationships through sales and prospecting activity.
• Demonstrated success introducing existing and emerging solutions in a high-pressure sales environment.
• Experience of the UK and Ireland Fintech ecosystem.
• Comfortable working with c-suite clients.
• Participated in cross-functional projects.
• A strong understanding of Mastercard’s core products, services, rules and ‘The Mastercard Way.’
• An established network in the UK and Ireland Fintech vertical is desirable.
• Strong commercial acumen and experience of developing and presenting business proposals.
• A confident and adept networker and presenter.
• Team player and self-starter.
• Highly organised and able to manage multiple priorities.

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.