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

Vice President, LAC Co-brand Business Development

VP, Co-Brand Business Development: Americas (LAC)

Overview:

• 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.
• The Mastercard BD Team which supports the Co-brand, Fin Tech and Financial Institutions verticals is responsible for cultivating new business with prospective partners throughout the US, Canada and Latin America.
• The Americas BD Team is specifically responsible for driving Mastercard market share by successfully winning new business deals (new to market and flips from competitive networks) and in some cases, supporting renewal of existing deals for Mastercard.
• The team works across functions within Mastercard (issuer, product, 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 bundled services to support partner success.

About the role:
In this high-profile, customer facing position for Latin America and the Caribbean (LAC), you will be primarily focused on cultivating senior external relationships with co-brand prospects and consultants as well as co-brand issuers to inform the sales pipeline for all forms of payment products, such as, credit, debit and prepaid programs for consumers and small business with merchant partners across multiple verticals such as airline, hotel, retail and e-commerce.
The day-to-day responsibilities include:

• Leading a high performing team of business development professionals based in LAC
• Build and maintain a robust pipeline of co brand opportunities, ensuring consistent visibility into deal stages, prioritization, and revenue impact.
• Sell the Mastercard co-brand story into potential co-brand partners including custom creative solutioning for partners and bundling of services assets as relevant.
• Establishing day to day and senior business relationships and work with partners to create opportunities for new payments business.
• Driving Mastercard revenue growth and creating strategic brand / payments deals in carded payment space.
• Lead negotiations with potential co-brand partners developing term sheets and commercial agreements that align with Mastercard’s strategic priorities.
• Sell / educate partners on Mastercard’s “Why payments” and “Why Mastercard” story into key payments partners (and renewals) including custom creative solutioning for partners and bundling of services assets as relevant.
• Develop deals and run financial models for key merchant partners while partnering with the LAC North, LAC South and Brasil internal stakeholder across account management, legal, product and finance teams. Ensure offers are compelling and secures the deal while maintaining the best possible return for MA. Assist in negotiating in line with Mastercard’s strategic priorities, revenue and profitability targets.
• Maintain up-to-date research on key trends and players in the banking and co-brand space and assist with developing a framework for identifying viable co-brand opportunities.
• Create persuasive presentation documents that showcase Mastercard’s capabilities and align MA capabilities with partner needs in a customized and relevant manner. Respond to co-brand RFP’s (written long-form) and presentations (PPT and digital demos). Work with agencies related to co-brand pitches.
• Manage LAC business development Salesforce records and contract management process (ironclad), ensuring all opportunities are consistently updated.
• Collaborate with appropriate internal Mastercard teams (Finance, Product, Data and Services, Marketing, Law & Franchise, etc) and external partners to execute deals post-win, including standing up co-brand products and ensuring cross-functional alignment and maximum support for launch efforts.
• Travel: This role requires travel across Latin America and the Caribbean, as well as occasional travel to the U.S. to meet with partners, lead team activities, attend industry events, and support key business development initiatives.

All About You:

• Team player with can-do attitude
• Fluent in Spanish and English
• Excellent interpersonal, creative presentation development and writing skills
• 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, quantitative communication and organizational skills
  Selling skills:
• Strong influencing and negotiation skills
• Ability to think from the perspective of the customer
• Sharp business acumen
• Possess excellent relationship management skills: Effectively builds business partnerships with internal customers, proactively and as part of deal process and 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 merchant co-brand
  • 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.

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.