Managing Consultant, Business Development – Fintech and Emerging Payments

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.

Title and Summary

Managing Consultant, Business Development – Fintech and Emerging Payments

Group Description:
Mastercard Advisors, the professional services arm of Mastercard Worldwide, provides payments-focused consulting, marketing, information and risk management services to financial institutions and merchants worldwide. With its unique category expertise, deep understanding of customer needs and successful track record in addressing complex challenges throughout the payments lifecycle, Mastercard Advisors addresses the challenges and opportunities of its clients, enhances Mastercard's strategic and tactical performance and establishes Mastercard's global thought-leadership pre-eminence.

Role Description and Major Responsibilities:
This generalist sales position is responsible for acquiring new customers within emerging financial verticals such as Fintechs, digital payment providers, and other new entrants (e.g., open banking, crypto, embedded payments), as well as identifying, selling and closing sales into existing accounts- covering Payments, Merchants, Risk/Marketing and Media Solutions.

In summary:

• Plan, Identify, Develop and Execute Advisors sales opportunities with Fintech and emerging payment organizations
• Establish relationships internally and externally, to build and maintain a successful, professional network resulting in revenues
• Work closely with product management and development services to communicate market needs and develop products that are uniquely suited to address unmet client business needs
• Be the “voice of the customer” – identify new revenue-generating opportunities for Mastercard to create new Advisors offerings that meet client needs

Core Competencies:

• Possesses strong sales skills with a ‘hunter’ mentality, including proven ability to identify and engage with new potential clients, uncover their needs and identify the combination of current off-the-shelf products and custom offerings to meet those needs
• Continuously builds and manages a sales pipeline
• Results Driven – ability to achieve / exceed aggressive sales targets in a dynamic environment
• Knows the fintech and emerging payments market environment—including competitors, substitutes, and complementary offerings
• Demonstrates financial services expertise, industry & Business Knowledge within a business context relevant to data, analytics and information consultancy preferably in a Fintech, Card Issuing, Retail or E-commerce environment.
• Is knowledgeable in current and possible future policies, practices, trends and information affecting his / her business and organization
• A proven value based, consultative sales methodology
• Attains first-hand customer information and uses it to communicate market needs
• Solutions Oriented and Demonstrates Thought Leadership

Education, Qualifications and Experience
• 4+ years of relevant experience, including working with, and / or selling and delivering to, Fintechs and other emerging payment organizations
• Proven ability to set and achieve revenue targets in a ‘hunting’ capacity
• Strong interpersonal, communication, and senior-level client facing skills
• Strong presentation creation and delivery skills
• Experience working cross-functionally with other sales teams, product management, and development services, operations and legal to identify and sell consulting projects
Preferred Location: Toronto
• MBA or other advanced degree preferable but not required

Languages: Local language, fluent English, additional languages highly desirable




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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.