Manager, Specialist Sales - SME Solutions
Full-time
Mastercard
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
1) Localize the SME / CNPF vision for France
• Drive, together with financial institutions, FinTechs, acquirers and ISVs, the evolution of SME products available to SME customers
• Develop go to market approaches with the CSC, Account Managers and Business Development teams in alignment with the overall European strategy and drive sales execution in the cluster
• Enable field teams with clear narratives on the value created by solutions, expressed in robust business cases and tangible customer outcomes
2) Orchestrate best in class launches
• Prioritize sales actions based on market relevance of new or enhanced SME services (Mastercard and partner solutions)
• Refine positioning and roadmap for priority customers and services, reflecting local regulatory, competitive and customer landscapes
• Share best practices on sales motions and implementation; support Account Managers during RFPs with competitive intelligence and tailored value propositions
3) Drive business development across FI, FinTech and Alternative Distribution
• Own the SME segment; maintain a robust, accurately staged Salesforce pipeline for direct and partner sourced opportunities
• Lead senior management and executive engagement with issuers, acquirers, Payfacs/ISVs and platform partners to capture new payment flows from supplier payments, expense management, receivables and cross border use cases
• Deliver tangible outcomes aligned to Mastercard objectives (GDV, Net Revenue, signed optimizations, wins) and expand the footprint into Commercial and New Payment Flows
4) Lead cross functional execution
• Connect the dots across Product, Pricing & Interchange, Franchise, Legal, Customer Delivery and Marketing to unblock complex deals and launches
• Educate and inspire internal teams and the market on the SME solutions suite through pitches, narratives and thought leadership All About You
• Experience within the payment industry, banking, fintech or broader B2B services, with proven sales ownership (new wins, optimizations, portfolio growth)
• Strong account management and consultative selling capabilities
• Strategy or consulting exposure and project leadership with technology enabled solutions; analytical and operator mindset
• Solid understanding of issuing and acquiring, virtual cards, acceptance, receivables/payables, and SME SaaS / embedded finance models
• Fluent in French and English required;. Additional languages a plus
• Bachelor’s degree required; Master’s / MBA preferred Competencies
• Commercial acumen with the ability to build quantifiable business cases and articulate ROI to senior stakeholders
• Builder’s mindset: proactive, resilient, comfortable with ambiguity, and effective in a matrix environment
• Executive presence, negotiation skills and trusted advisor credibility with FI, FinTech and platform leaders Performance Measures
• Volume growth and Gross / Net Revenue contribution across France
• Signed opportunities (new issuance, optimizations, alternative distribution deals) and RFP win rate
• Pipeline quality (coverage, velocity, stage fidelity) and delivery against quarterly operating cadence Corporate Security Responsibility
Manager, Specialist Sales – SME Solutions
Overview
As Manager, Specialist Sales – SME France, you will lead as subject matter expert commercial execution across Financial Institutions (FI) and FinTechs, and accelerate Alternative Distribution channels (e.g., Payfacs, ISVs, embedded finance platforms) to capture new payment flows and drives commercial success.
Sitting within the SME Specialist Sales team and reporting to the Director, SME France, you will partner closely with regional product teams, the divisional Customer Solutions Center (CSC), local account management and business development teams in winning SME portfolios, expanding solution adoption, and building compelling, market leading value propositions.
1) Localize the SME / CNPF vision for France
• Drive, together with financial institutions, FinTechs, acquirers and ISVs, the evolution of SME products available to SME customers
• Develop go to market approaches with the CSC, Account Managers and Business Development teams in alignment with the overall European strategy and drive sales execution in the cluster
• Enable field teams with clear narratives on the value created by solutions, expressed in robust business cases and tangible customer outcomes
2) Orchestrate best in class launches
• Prioritize sales actions based on market relevance of new or enhanced SME services (Mastercard and partner solutions)
• Refine positioning and roadmap for priority customers and services, reflecting local regulatory, competitive and customer landscapes
• Share best practices on sales motions and implementation; support Account Managers during RFPs with competitive intelligence and tailored value propositions
3) Drive business development across FI, FinTech and Alternative Distribution
• Own the SME segment; maintain a robust, accurately staged Salesforce pipeline for direct and partner sourced opportunities
• Lead senior management and executive engagement with issuers, acquirers, Payfacs/ISVs and platform partners to capture new payment flows from supplier payments, expense management, receivables and cross border use cases
• Deliver tangible outcomes aligned to Mastercard objectives (GDV, Net Revenue, signed optimizations, wins) and expand the footprint into Commercial and New Payment Flows
4) Lead cross functional execution
• Connect the dots across Product, Pricing & Interchange, Franchise, Legal, Customer Delivery and Marketing to unblock complex deals and launches
• Educate and inspire internal teams and the market on the SME solutions suite through pitches, narratives and thought leadership All About You
• Experience within the payment industry, banking, fintech or broader B2B services, with proven sales ownership (new wins, optimizations, portfolio growth)
• Strong account management and consultative selling capabilities
• Strategy or consulting exposure and project leadership with technology enabled solutions; analytical and operator mindset
• Solid understanding of issuing and acquiring, virtual cards, acceptance, receivables/payables, and SME SaaS / embedded finance models
• Fluent in French and English required;. Additional languages a plus
• Bachelor’s degree required; Master’s / MBA preferred Competencies
• Commercial acumen with the ability to build quantifiable business cases and articulate ROI to senior stakeholders
• Builder’s mindset: proactive, resilient, comfortable with ambiguity, and effective in a matrix environment
• Executive presence, negotiation skills and trusted advisor credibility with FI, FinTech and platform leaders Performance Measures
• Volume growth and Gross / Net Revenue contribution across France
• Signed opportunities (new issuance, optimizations, alternative distribution deals) and RFP win rate
• Pipeline quality (coverage, velocity, stage fidelity) and delivery against quarterly operating cadence 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.
Vacancy posted 7 hours ago
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