Director, Business Development - Co-brand

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

Director, Business Development - Co-brand

Overview:

• The co-brand business development team is responsible for driving Mastercard market share by successfully winning new co-brand deals (new to market and flips from competitive networks) and supporting renewal of existing co-brand deals for Mastercard.
• This role will be primarily focused on securing traditional consumer credit, debit, private label, and small business programs through RFP and pitch presentations; however, a successful candidate will be able to flex to support fintech co-brands and programs with enablers (program managers, processors).
• The team works across functions within Mastercard (issuer, merchant, marketing, services, finance, legal) to bring the best of Mastercard to our potential partners. The role is goaled on driving new revenue and GDV for Mastercard and selling relevant services to support partner success.

• The person in this role will:

o Sell Mastercard’s “Why Co-Brand” and “Why Mastercard” story to key prospects for new or flip opportunities and existing Mastercard partners for renewals
o Collaborate with internal and external teams to win new business
o Create persuasive presentation documents and other mediums that showcase Mastercard’s capabilities and align MA capabilities with partner needs in a customized and relevant manner
o Respond to co-brand RFP’s (written long-form or questions) and partnership engagements (PPT, digital demos, etc.)
o Work with internal stakeholders and agencies related to co-brand pitches and the supporting partnership engagement approach.
o Develop compelling financials offers that support the partnership and secure the deal while maintaining the equitable economics.
o Negotiate and execute mutually beneficial contractual terms.
o Align with key industry contacts (consultants, issuers, program managers, issuer account managers, merchant account managers, etc.) to support Mastercard winning


Role:
o Sell the Mastercard co-brand story into potential co-brand partners including custom creative solutioning for partners and bundling of services assets as relevant.
o Lead deal efforts in key co-brand industry verticals (primarily traditional verticals of travel, retail, digital): Respond to RFPs and create and deliver supporting partnership engagement materials through in-person/virtual conversations.
o Run financial models, work with issuer, merchant and finance teams to develop a financial offer. Recommend deal terms for partnership/commercial agreements with potential partners and assist in negotiating in line with Mastercard’s strategic priorities, revenue and profitability targets.
o Collaborate with appropriate Mastercard business partners in Finance, Global Products & Solutions, Data and Services, Marketing, Law & Franchise, Issuer and Merchant Account Teams, etc. to execute deals and ensure cross-functional alignment and maximum support, while setting future partnerships up for success
o Cultivate external relationships with prospects, consultants and BD teams to inform sales pipeline and process.


All About You:

• Team player with can-do attitude and ability to work in diverse team environments
• Sound and mature business judgment with established strategic/conceptual thinking and strategic planning skills.
• Ability to be flexible and work with unknowns.
• Excellent project management skills, with strong problem solving, analytical, writing, quantitative communication and organizational skills
• Selling skills:

o Strong influencing and negotiation skills
o Ability to think from the perspective of the customer
o Sharp business acumen
 Possess excellent relationship management skills:

• Internal advocate for customer account to ensure organization is responsive to needs of client
• Effectively builds business partnerships with internal customers, proactively and as part of deal process
• Builds consensus with others to gain cooperation
• Develops and leverages key relationships
• Understands the diverse needs and objectives of various stakeholders
• Knowledge of credit card business; experience in co-brands or similar card partnership development is preferred
• Demonstrated cross functional knowledge of card business, i.e. marketing, operations, risk. Can effectively represent Mastercard and its assets with external partners
• Financial modeling and analytical capabilities

o Bachelor's degree required.

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

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.

Pay Ranges

Purchase, New York: $182,000 - $291,000 USD