Full Job Description
Title and Summary
Principal, Services Business Development-Co-Brand
Overview
This role sits within the Co-Brand Center of Excellence and owns the end-to-end Services relationship for our co-brand partners. The Principal will be accountable for driving Services revenue, expanding client engagement, and scaling high impact solutions across the partnership.
Mastercard Services fuels growth for financial institutions and travel partners through solutions spanning Customer Acquisition & Engagement, Personalization, Market Insights, Security, and Open Banking. This role requires a consultative seller who can navigate complex, matrixed organizations, and deliver measurable commercial outcomes.
The Role
• This role is an individual contributor who will directly influence a Services team supporting an assign set of co-brand accounts and partner daily with the Account Management teams, issuer team, and client stakeholders.
As Principal, Co-Brand Center of Excellence, you will:
• Own and grow the Services P&L for set group of Mastercard's U.S. cobrand relationships.
• Serve as the General Manager for all Services work being delivered for the clients and how they all come together in a cohesive and unified manner to help deliver results that improve clients' capabilities and performance against their top corporate priorities.
• Expand existing engagements and originate new opportunities by positioning Mastercard Services solutions.
• Lead all Services business development for clients and drive the full sales lifecycle: prospecting, scoping and pricing, business cases, contracting, negotiation, and kickoff.
• Partner and coordinate closely with the dedicated CAMs on targets, goals, strategy, execution plan, opportunities, prioritization, and customer engagement approach to operate as One Mastercard.
• Lead executive level pitches and presentations, tailoring messages to senior audiences.
• Collaborate with delivery teams to define scope, solve problems, and ensure successful execution.
• Coach and develop team members while contributing to thought leadership and internal best practices.
• Contribute to the COE and NAM BD internal workstreams by utilizing best-in-class work and engagement model to help expand with current customers and win new business
What You'll Bring
• Significant consultative B2B sales experience, ideally in professional services, SaaS, data & analytics, and/or loyalty.
• Proven ability to monetize senior client relationships through insight, empathy, and subject matter expertise.
• Strong analytical, problem solving, and communication skills.
• Demonstrated success managing complex sales cycles and cross-functional teams and delivering results on-time.
• High energy, strong commercial drive, and comfort operating in fast paced and sometimes ambiguous environments.
• Deep knowledge of the airline industry preferred.
• Bachelor's degree required; MBA or relevant postgraduate degree preferred.
National Salary Range (Applies Regardless of Location): $221,000 - $349,000
In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.
