Director, Cross-Border Business Development at Mastercard

Job description

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, Cross-Border Business Development The Director, Business Development is dedicated to NAM region with a focus on driving commercial success of our referral agreement with Corpay XB B2B payments business in their market. This role sits at the intersection of sales, product management, and customer engagement, ensuring that Corpay’s cross-border B2B products are effectively pitched to our FI partners, objections are handled appropriately, and sales are referred and then closed. This role will report directly to the North America regional CNPF lead and have a dual line reporting into the Global Transfer Solutions organization to ensure speed, customer centricity and execution of partnership in a systemic manner. As a Director of Business Development, you are a sales-driven professional with a deep understanding of local market dynamics, FI customer needs, payments & XB products positioning. You will work closely with Account Management teams, Transfer Solutions leads, and other key market stakeholders to execute the joint go-to-market strategy with Corpay cross-border business, drive volume and revenue growth, and ensure customer satisfaction as part of the referral agreement. Key Responsibilities: Learn Corpay’s Cross Border B2B Payments business value proposition and product solutions. Learn about pre and post sales activities from Corpay such as onboarding and Implementation to be able to facilitate and expedite closing on deals. Work with Regional CNPF Lead, Regional Transfer Solutions Lead, Regional President and Divisional Presidents to curate a target list of FIs by tier to refer to Corpay based on quality of Mastercard relationship, FI's current payment offering, FI's current payment providers/partnerships, customer base and market opportunity. Keep track of Mastercard Move product roadmap and discern Move sales opportunities if Corpay’s Cross Border B2B Payments solution is not appropriate. Build relationship with Mastercard Account Management teams to promote the referral business. Work with account management to ensure the referral list is systematically maintained and executed, escalate if progress slows down Own end-to-end pipeline management, managing pipeline reporting. Monthly management review of FI sales Pipeline & client activity internally at regional level reporting into a global view. Attend meetings between account managers and FIs to ensure the topic is well introduced and accurately described Ensure full, quality handover details are provided to Corpay, with all the above information, plus FI stakeholder mapping. Attend joint meetings between account managers, FI and Corpay Closely track reasons for referral success/failure for internal stakeholders by maintaining lessons learned by actively engaging ad-hoc and during regular reviews with Corpay and Global teams All About You: Demonstrated experience in business development and sales across the region, preferably in B2B payments In depth understanding of the payments industry, and specifically cross-border B2B payments Proven ability to develop and successfully execute on quantifiable business plans, experience in pipeline management through strong sales methodology adoption Strong business acumen with excellent negotiation capabilities and demonstrated influencing skills Ability to develop and maintain high quality relationships across stakeholders in organization and C-suite level of customers/partners Ability to thrive in a new