Principal, Services Business Development

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

Principal, Services Business Development

Principal, Services Business Development
Overview
The Services Business Development team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow. Focused on thinking big and scaling fast around the globe, this agile team is responsible for end-to-end solutions for a diverse global customer base. Centered on data-driven technologies and innovation, these services include payments-focused consulting, loyalty and marketing programs, Test & Learn experimentation, and data-driven information and risk management services. Client verticals include Financial Institutions, Retail & Commerce and Digital Partners, Governments, and many others.

Role
Principal role responsible for driving revenue and leading the HK business. Manages large team who works with Mastercard account teams and clients, and who helps ensure effective delivery of all engagements across the full AP region.

• Responsible for developing and delivering our in-region sales strategy and directing all business development for with direct revenue responsibility
• Deliver against aggressive sales goals
• Act as a Player-Coach with expectation to travel extensively to help selling process and coach team
• Be capable of developing and maintaining relationships with customers at the most senior levels
• Strong communication and influencing skills, should be a compelling presenter to senior client audiences and able to influence large deals
• Excellent problem solving and analytics skills and should be able to go head-to-head and influence internal stakeholders and customers alike with fact-based thinking
• Will serve as the face of Mastercard Services to senior level client stakeholders, including c-suite
• Will partner with IMK leadership to develop a plan for Services to support their strategic imperatives
• Facilitate the implementation of strategies and action plans which, in turn, will act as a link between customer needs and Mastercard resources
• Build, recruit, manage, develop, and coach a team responsible for each different customer’s business opportunities to increase revenue, share and volume
• Partner closely with all product teams to ensure customer needs and product innovations align with development road maps
• Partner closely with Advisors & Consulting Services and Finance teams to drive and actively track delivery and revenue
• Translate objectives into key hypotheses and structure work for large/complex projects or ill-defined problems

All About You
• Deep understanding of the suite of Mastercard Advisors value propositions with a thoughtful approach to executing against a defined territory
• Proficient in English and local language (Cantonese)
• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership and subject matter expertise
• Preferably strong consulting and / or data driven solution selling background
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence to effectively advance business opportunities and generate revenues
• Proven track record of progressively complex sales and strategic account management experience within the financial services sector; payments industry experience is preferred
• Demonstrated successful account management experience
• Revenue management and P&L experience
• Successful conflict resolution experience
• Goal-setting abilities, along with strategic planning and succession planning experience
• Top-level sales skills (internally and externally) combined with strong negotiation capabilities required for large deals

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.