Job Description

Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team one that makes better decisions, drives innovation and delivers better business results.

Job Title

Director, Product Specialist

Overview
The North America Markets New Payment Flows Team is accountable for growing our B2B payments business through differentiated products in market. This team works closely with product managers, product sales generalists and client account teams in North America to accelerate the commercialization of products and services that will significantly grow our revenue and market share in the region. We are looking for an experienced B2B payments professional with deep product and industry knowledge who can strategically align Mastercard solutions (mainly, Mastercard Track BPS) with clients needs and business processes.

Mastercard Track BPS is a portfolio of B2B services centered on a multi-rail B2B payments network, connecting buyers and suppliers for seamless interaction. Services include payments, financing, data and insights, optimization, and integrations/connections.

Role:
Work with Sales Generalists and Client Account Managers to qualify and prioritize sales pipeline. Identify business owners within customer organization, develop value proposition, effectively communicate product fit in existing process flow, identify areas of opportunity, develop proposals and help close opportunities.
Complete diagnosis of client's business needs and related requirements through data gathering, interviews, research, and revenue modeling. Validate customer opportunities through customer consultations.
Serve as a deep technical expert on business payment flows (e.g., ACH, B2B, B2C, Cross Border, Supply Chain Finance).
Serve as a subject matter expert on the B2B Ecosystem.
Serve as a client-facing, pre-sales product expert for B2B solutions, including Mastercard Track BPS.
Partner with Product Managers to ensure the sales strategy, materials and tools are created and relevant.
Partner with product team to develop and roll out sales training program for the broader account management organization.
Partner with customer and product delivery teams to ensure excellent customer experience when onboarding to the solution.
Liaise with North America product teams on required functionality for customers to maximize sales opportunity.
Contribute to and validate product roadmap.

All About You:
Are you able to lead conversations at both a business and complex technical level?
Do you have a deep understanding of the payments landscape?
Have you ever been part of bringing a new product to market?
Have you ever been a technical sales specialist or product manager for a complex payment product or service?
Do you have experience with corporate or business payments?
Do you have experience with Treasury Services, Transaction Banking, Wholesale or Commercial Banking organizations?
Are you familiar with B2B accounts payable and receivable environments?
Do you have a proven ability to manage complex sales processes with a wide range of prospects?
Requirements:
Payments knowledge either at a service provider (bank, PSP fintech, payment network), or a user/customer (corporate).
Effective Communications story telling, visual presentation, thinking on your feet, handling customer objections and questions, managing the conversation.
Influencing/Value Selling understanding prospect needs and how they define value, fitting your message to the audience, illustrating value over features.
Sales: scoping, qualification, proposal writing, presentations, closing and customer agreements.
Solutions Development presenting solutions to solve real pain points, clearly communicating value, architecting a full solution.
Extensive ACH, Business Payments and Accounts Payables knowledge.
Bachelor's degree.
Strong presentation skills.
Self-starter / motivated to work independently and as an effective team member.
Travel required.

Due to COVID-19, most of our employees are working from home. Weve implemented a virtual hiring process and continue to interview candidates by phone or video and are onboarding new hires remotely. We value the safety of each member of our community because we know were all in this together.

Mastercard is an inclusive Equal Employment 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.

If you require accommodations or assistance to complete the online application 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.