Director, Pre-Sales Solutioning, Merchant and Commerce Europe

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, Pre-Sales Solutioning, Merchant and Commerce Europe

Overview
Reporting into the Merchant & Commerce Solutioning Lead, the Director is responsible for sales enablement with merchant and acceptance partners, particularly focused on the go-to-market of commercial products to this segment. In this role, you will be on point for supporting Business Development leads (across regional and divisional teams) within the segment to successfully position the right range of Commercial solutions with the prospect partners and to help drive services revenues and sales effectiveness. The role is critical to make our sales team work in a more agile way by maintaining priorities and co-creating new solutions.
You will be solving unique business challenges to define the sales strategies for priority commercial products with the wide range of partners, drive scale and the broad penetration of solutions through deep product expertise and solutions sales discipline.
The role will work closely with Product and Business Development teams. The position plays a critical role in understanding the merchant and acceptance channel partner pain points and building integrated solutions to address the needs.
Role
• Lead market and customer analysis to shape the segment go-to-market strategy for priority solutions with the goal of winning new business and prioritizing sales effort
• Drive revenue alongside the business development team, serving a key stakeholder in the sales process from discovery and solution design through to implementation and kickoff.
• Stay abreast of key market trends and leverage insights from customer discussions to build and refine product propositions for the segment. Use insights to identify and size new product opportunities and use-cases.
• Utilise a deep understanding of Mastercard’s commercial products and the segment to tailor compelling sales narratives and solutions for partners, ensuring product capabilities match their specific requirements.
• Organize and lead industry events to drive market awareness, generate leads and obtain customer insights & feedback.
• Oversee pipeline and support performance tracking activities to help Business Development advance leads through informed vertical plans.
• Leverage data and analytics to deliver insights to the team, providing strategic guidance on aspects such as targeted prospecting, lead qualification, solution positioning, cross-selling, identifying white spaces, preventing churn
• Bring thought leadership to the organization through market research and voice of customer from customer engagements to enhance and shape product propositions
All About You
• Proven track record of success in consulting or sales with experience in product a plus
• A creative problem-solver with the ability to bring different assets together to address a customer pain point or opportunity
• Broad understanding of the complete Mastercard strategy and assets – including assets from the following areas: Product, Services and CNPF
• Ability to understand in depth, analyze, and select current and emerging technologies that are pertinent to the Segment partners
• Strong understanding of Segment partner’s evolving strategic needs, the current and potential future market environment
• Effective cross-functional collaborator with demonstrated ability to develop and deliver products and solutions for customer needs in a highly matrixed product organization
• Ability to rally and gain backing from internal stakeholders to build organizational support for the solution go-to-market strategy
• A strong storyteller with an ability to clearly articulate the services sales narratives to the Segment partners, well-honed written communication skills
• Strong communicator; able to communicate complex, often technical topics in a compelling manner; comfortable presenting, influencing, and negotiating, able to shift gears for audiences from different business disciplines of varying technical knowledge

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.