Director of Account Management

Director, Account Management, Financial Institutions Partnerships, Canada

Join an enterprise sales team that brings the breadth of capabilities to leading financial institution partners across Canada.

Overview

The Financial Institutions Partnerships team works with clients to advance strategy by growing core, commercial, and emerging payments, and by delivering value-added services, including cyber and intelligence solutions.

We are building a diverse, strategic, consultative team of sales leaders, problem-solvers, and relationship managers. We value initiative, strong enterprise sales capabilities, intellectual curiosity, resilience, and the ability to mobilize resources to deliver results.

The team supports Retail and Commercial growth by partnering across Payments, Treasury, Everyday Banking, Digital Channels, Data & Analytics, Marketing, Fraud/Risk, and Finance.

Role

• Provide superior strategic account management driven by robust planning.

• Build a deep understanding of customer needs (with a focus on Commercial payments, Enterprise Fraud, and Money Movement including Debit), defining creative solutions to meet those needs, and working effectively across internal functions to bring together the resources required to deliver enhanced value to the customer.

• Identify and develop new business opportunities that provide the best potential for future growth, and appreciable return on financial investments.

• Qualify opportunities by working with internal product experts & other stakeholders to then progress the sales process.

• Support strategically significant organizational initiatives, including cross-selling of key Mastercard products, capabilities and solutions to deepen relationships.

• Work with customers to build an in-depth understanding of their business and a point of view on how Mastercard solutions can address the needs of their business, leveraging internal stakeholders to efficiently move prospect through highly matrixed buy cycles.

• Develop detailed business cases, including financial analysis/modeling, in support of FI initiatives.

Negotiate, execute and manage the customer contract agreement process, ensuring global linkage of resources and information sharing.

All About You

The ideal candidate for this position will demonstrate experience with:

• Enterprise sales experience in payments or technology with exposure to Financial Institutions or experience in the FI space with some responsibility for payments, co-brand and business development is desirable.

• Demonstrated track record of planning, managing, and closing complex, competitive sales efforts and delivering results in a fast-paced environment with a sense of urgency and accuracy.

• Dynamic, forward-thinking positive team player, adept at engaging and leveraging internal resources to achieve success and contribute to the wider team environment.

• Ability to manage and grow internal and external cross functional relationships and partnerships with executives at all levels

• Sound business judgment with established strategic and conceptual thinking and planning skills

• Excellent strategic thinking and analytical skills with a proven track record in problem-solving and creating solutions that increase revenue

• Proficiency in Excel and Powerpoint, and excellent presentation skills and executive presence

• Strong project management skills

• Familiarity with Salesforce

• Bachelor’s degree required; MBA preferred