Account Management Manager

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

We are requesting an Account Manager position based in Guatemala, with responsibility for Guatemala, Honduras and El Salvador within Central America’s largest financial institution account. As part of a regional account whose strategic direction is defined at the regional level, the role will have a strong focus on local execution: translating the regional account strategy into actionable market plans, fully aligned with the account’s priorities and coordinated with each market’s objectives. Working closely with the VP Account Management, local market teams and key stakeholders, the Account Manager will drive expansion in Guatemala, strengthen client coverage across the Northern Triangle, deliver profitable revenue growth and expand Mastercard solutions and services. The role requires significant engagement with senior executives internally and externally.

Responsible for executing the sales strategies agreed with the customer across Guatemala, Honduras and El Salvador, ensuring local delivery is fully aligned with the regional account strategy and coordinated with market objectives to achieve sales goals and grow partner share, volume and revenue.

• Leads and manages customer relationships across organizational levels and business lines, identifying opportunities and needs in alignment with regional account priorities and local customer strategies.
• Partners with the customer to deliver customized solutions and comprehensive consulting support for Mastercard products and services.
• Manages the account pipeline across the three markets in alignment with regional strategic priorities.
• Based in Guatemala and reporting to the account’s Vice President, Account Management, with responsibility for Guatemala, Honduras and El Salvador. Works closely with local market teams to ensure coordinated execution of the regional account strategy in harmony with each market’s objectives.

Responsibilities

• Delivers against sales and net revenue targets in a fast-paced, matrix organization.
• Develops and expands relationships at all levels of the client organization, prioritizing Guatemala and supporting client coverage in Honduras and El Salvador.
• Designs strategies, messaging and proposals for customer.
• Analyzes the customer’s business through profitability modeling financial forecasting and competitive analysis.
• Develops and implements sales plans including business development, marketing and product management.
• Partners with the customer to establish, execute and report progress against annual business plans.
• Leads projects and cross-functional initiatives, coordinating with market teams across Guatemala, Honduras and El Salvador.
• Is responsible for complex negotiations and works with customers on the execution process; delivers on commitments of existing agreements.
• Identifies and recommends products to enhance the customers’ profitability.

Acts as an expert on Payments and the market landscape in Guatemala and the broader Northern Triangle.

• Travel as needed across Guatemala, Honduras and El Salvador.

Desired experience and educational background:

• Must possess qualities of being a self-starter with ability to work with a sense of urgency, keen to removing obstacles and ability to successfully influence to a desired conclusion.
• Must have strong communication skills and be a dynamic speaker.
• Deep knowledge of the payments eco-system, key players and fundamentals of customer experience journey.

. Must feel comfortable in a highly visible role that requires heavy interaction with key market players and stakeholders.

• Strong financial acumen and ability to develop complex business cases.
• In depth experience executing and managing sales strategies.
• Demonstrated expertise and success leveraging payments products, global payment network rules, and services.
• Successful track record as a lead role in complex customer negotiations with senior stakeholders.
• Minimum of 4 years’ experience in Sales and Account Management.

• Bachelors degreed required, Masters Preferred.

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.