Director, Customer Success, Transfer Solutions, AP

Overview
Do you enjoy building and leading a team that manages key customer relationships, negotiates and wins complex deals, and helps customers meet and exceed growth targets? Are you passionate about cutting edge innovation in domestic and cross-border money movement?
The AP Mastercard Move team develops and maintains relationships with some of the largest merchants, fintechs, acquirers, and banks in support of their money movement needs. We bring innovative products and solutions to customers to enhance their money movement offerings with world class card and non-card capabilities alike. We are seeking an experienced sales leader to join the team to lead the Mastercard Move Customer Success team. This team’s objective is to scale our existing portfolio customer relationships. A team of strong relationship managers and product sales specialists that are passionate about helping our customers scale their usage of Mastercard Move products by solutioning, upselling, cross-selling, and incentivizing incremental volume. This role provides a unique opportunity to drive real change and meaningful revenue; while transforming the way we engage with our key customers.
Job Description / Roles & Responsibilities
Grows relationships with key customers in AP, by engaging with customers on a regular basis and identify opportunities to scale
Open new use cases
Open new receiving corridors / markets
Enable Move VAS capabilities as needed
Cross-sell other relevant Mastercard services (e.g. consulting, fraud detection tools)
Recommend best practices to customers (examples from other markets and similar customer segments)
Develop, implement, and own the customer success strategy
Identify revenue growth opportunities jointly with customers
Inform product roadmap by consolidating and sharing customer growth inhibitors
Own end responsibility to enable new use cases, repricing, new partnership terms, volume growth, and optimization opportunities
Oversee the creation of “best practices” materials to guide the team and ensure consistency in customer communication and engagement
Own persistent customer issuers and resolve working internally across Mastercard product, customer support, and operations teams
Key KPIs / Performance metrics
Volumes and revenue growth of existing clients
All About You
Deep payments industry experience. Knowledge of domestic and/or cross-border disbursements and money movement
Strong experience in sales of complex payments products or services to financial institutions, fintechs, and merchants
Proven leadership skills and ability to build, motivate, and collaborate with cross functional teams to meet key business objectives
Experience managing complex pricing and contract negotiations, and/or related experience in data driven decision making
Ability to form and articulate a strategic vision to a senior audience both internally and externally
Expert relationship building and management skills. Ability to build trust and credibility with key customers and convey confidence, knowledge, and understanding of customer roadmaps and goals
Effective Communications – story telling, visual presentation, thinking on your feet, handling customer objections and questions
Influencing/Value Selling – understanding prospect needs and how they define value, adapting 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
Bachelor's degree, master’s preferred
Some travel required
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.
Details
Seniority level: Director
Employment type: Full-time
Job function: Other
Industries: Financial Services, IT Services and IT Consulting, and Technology, Information and Internet
#J-18808-Ljbffr