Vice President/Principal, South Division Lead - Identity and Security (I&S)

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

Mastercard’s Security Solutions organization (SSO) develops and delivers world-class risk and security products & services for Mastercard customers across the globe. The teams within this organization lead the creation and delivery of innovative solutions enabling consumers to experience simple yet secure digital experiences, however, and wherever they choose to interact.

This role will lead the sales execution for Fraud, Identity, and other select security products, driving scale, retention, and growth across the South Division in LAC.

Role Purpose

This Vice President/Principal will lead the South Division Specialist Sales team for Mastercard’s Identity and Security (I&S) portfolio. The Vice President/Principal will be accountable for new business, adoption, revenue growth, and operational excellence across both new logo acquisition and existing client expansion.

Key Responsibilities

Strategic Leadership

• Execute South Division GTM strategy for Mastercard’s Identity, Financial Crimes, Fraud Solutions and Cyber for Payments product lines.
• Partner across the SSO business with the Ethoca, Risk Recon, and Recorded Future Sales teams, as well as across the entire Services business, to cross-sell and drive leads for other parts of the business.
• Ensure a robust funnel of opportunities and manage the development of those deals from the top of the funnel all the way through close.
• Navigate across the division, product teams and other key stakeholders to develop and prioritize sales enablement activities.
• Deliver breakthrough employee experiences and create new opportunities for personal and collective growth.
• Progress internal relationships with key stakeholders inside Mastercard: Regional leaders, Segment leaders, Services business leaders, account managers, among others.
• Keep a constant interaction with product and customer success teams, guaranteeing coordination of presales-sales-post sales cycle in the South region.

Business Development

• Serve as a player-coach, leading the South I&S sales team to exceed collective quota while consistently delivering against individual targets.
• Accountable for ensuring that established sales pipeline, bookings, and revenue targets are met for the business.
• Align sales teams with customer priorities and goals and ensure measurable impact on revenue.
• Collaborate closely with the Partnership team on our partner relationships within the division as well as the Customer Success organization ensuring strong relationships with the existing customer base
• Partner with sales leadership to build and maintain high-quality sales pipeline to enable accurate forecasting.
• Establish scalable processes for onboarding, support, and lifecycle management across the South Division
• Build, coach, and certify a team of sales leaders and account executives

Qualifications

• Solid knowledge and understanding of financial services, eCommerce and/or digital security market landscape, solutions and use cases.
• Proven track record of selling and growing software, SaaS, or technology solutions into enterprise organizations with experience in risk, fraud, security, or identity services preferred.
• History of consistently exceeding sales targets as an individual contributor and manager, with a strong ability to motivate, coach and develop a team.
• Ability to focus and execute in a changing environment; ability to make things happen.
• Deep understanding of analytics, data, predictive modeling, and/or business intelligence preferred.
• Strong executive presence with ability to influence cross-functional stakeholders and C-suite clients.
• Strong executive selling and business development skills; proven ability to understand different partner GTM and organizational models.
• Demonstrated ability to manage, grow, and nurture team members, cultivating their career paths and goals
• Experience managing large-scale organizational transformation and talent redeployment.

• Experience navigating complex matrix environments and divisional reporting structures.

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.