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Vice President, Account Management
2 weeks ago
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
Vice President, Account Management
Be part of a team that brings the best of Mastercard to our financial institution customers in Canada.
Overview:
The Financial Institution (FI) Account Team is a key line of business that works with FI partners to drive Mastercard’s strategy forward by expanding core payments, enabling adjacent payment platforms, as well as offering services including cyber & intelligence solutions.
The FI Team is seeking to build a diverse strategic and consultative workforce of high performing relationship managers, problem-solvers, and sales leaders. We are pursuing highly motivated individuals who display strong achievement orientation, intellectual curiosity, openness, resilience, diligence, and the ability to effectively marshal resources.
The team works with our FI customers to support their needs across Payments, Treasury, Everyday Banking, Digital Channels, Data Analytics, Marketing, Fraud/Risk and Finance to drive joint business development.
Role:
The Vice President, Account Management is responsible for the strategic relationship management of a subset of Mastercard’s FI customers in Canada. This individual leads a team of senior account managers responsible for day-to-day management and sales to this customer base. The position reports to the Senior Vice President, Account Management and is a member of the extended Canada leadership team.
Account Team Leadership:
- Build, develop and manage the team to ensure a disciplined approach to account management and strategic sales that drive long-term value creation for our financial institution partners and for Mastercard
- Develop and oversee account plan strategies, support team on account plan development and hold team accountable for delivering against plans
- Define and implement optimal account engagement/support models, processes, and disciplines to establish Mastercard’s partnership model as a strategic differentiator
- Strategic selling and deal management to generate strong commercial results and value for our financial institution partners
- Manage alignment of team with regional and global strategies and objectives
- Be accountable for both personal and team sales targets, revenue goals, and sales projections,
- Foster a team-oriented environment within the sales group and collaborate effectively with other colleagues across Mastercard to drive collective success
Account Management Leadership:
- Develop and proactively maintain relationships across accounts at the executive level and beyond
- Work with customers and account team members 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
Member of the extended Canada leadership team:
- Be the voice of the customers; act as a champion to ensure a customer-centric mindset
- Develop strong internal partnerships to ensure cross-functional alignment
- Engage on key regional strategic initiatives
All About You:
- Experienced sales team leader with a proven track record of building high-performing teams
- Successful influencer in matrixed and distributed (global/regional/market) organizations
- 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 relationships and partnerships with executives at all levels
- Excellent strategic thinking and analytical skills with a proven track record in problem-solving and creating solutions that drive revenue and customer success
- Negotiation capabilities and demonstrated influencing, presentation, and communication skills
- Ability to think, collaborate and act with speed and flexibility
- High level of business acumen and thought leadership
- Experience and understanding of payments and financial institutions industries
- Multi-disciplinary knowledge, i.e., product development, business development, marketing, operations, risk, and emerging technologies
- Approximately 20% travel and client hosting
- English language required; French langu
