Business Development Manager, Identity Partnerships

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

Business Development Manager, Identity Partnerships

Who is Mastercard?
Mastercard is a global technology company in the payments industry. Our mission is 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. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

Overview
We are looking for a self-directed business development professional to help Mastercard Services reach more customers through strategic partnerships leveraging our identity solutions in the European region. The ideal candidate is someone with first-hand knowledge of the players in the European market, understands account opening and transaction workflows and how identity, biometric, and device data help increase conversions and reduce fraud and friction. This role involves building a strategy for where to focus, cross-solution collaboration, and competitive positioning.
This is a quota-carrying, revenue-producing role responsible for executing with regional nuances the entire partner lifecycle; recruitment, integration, onboarding, revenue activation, and growth. The successful candidate will be both strategic and tactical; possessing the ability to see and communicate the big picture while taking the specific steps necessary to get to the goal: reoccurring revenue. This is an individual contributor position.
You will be working with and supported by an outstanding team of experienced identity professionals who have years of experience serving some of the largest financial institutions and fraud platforms on the planet. The role reports to the Head of Global Business Development, Identity Partnerships based in Seattle, WA, USA.

Role/Responsibilities
Meet assigned targets for revenues through and with channel partners
Research, identify, qualify and engage with potential partners that align with the target partner profile
Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets, documenting and tracking progress through the sales cycle using Salesforce

Prior to finalizing contract negotiations with each partner, identify existing and potential end users of each partner who genuinely need Mastercard’s identity solutions to solve their problems at scale (partners without this critical criterion will not be successful)
Drive onboarding and activating new partners; focus on ensuring the partners’ team members are enabled, equipped and motivated to sell, market, deploy and support the Mastercard offering within established timeframes

Engage and coordinate Mastercard internal resources and stakeholders in support of partnership objectives and sales opportunities (e.g. data science, legal, customer success, finance, and marketing teams)

Attend regional trade conferences (e.g. Money20/20 Amsterdam, others), meet with existing and potential partners, gain market intelligence, and help Mastercard maintain our global leadership position in the identity space

All About You

Experience in the field of data and analytics solutions, ideally for identity and fraud applications

Contract review and redlining experience, working with legal teams to get to signature
Strong negotiation and collaboration skills, understanding when to hold the company line and when to ask for exceptions based on outcomes
Strong follow through, ability to manage multiple, competing priorities simultaneously

Experience managing major customer / partner relationships to make things happen, grow their business, and maintain an excellent level of transparency, trust, and collaboration
Proficiency in Microsoft Office, experience tracking deal stages with Salesforce

Personal network within the financial services, fraud platforms, KYC/KYB, and PSP spaces a plus
Speaking multiple European languages a plus, English fluency required
Job location: Amsterdam or London

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.