Director/Senior Managing Consultant, Services Business Development, Cyber Threat Intelligence

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/Senior Managing Consultant, Services Business Development, Cyber Threat Intelligence

The North American (NAM) Services Team is part of the Mastercard global services organization. Services are a key pillar of Mastercard’s strategy to grow the breadth and depth of our client offerings and shape the payments landscape for the future. The NAM Services Business Development organization delivers the latest innovations to our clients from cybersecurity to payment optimization, Identity services, consulting and more.

And as digital commerce has grown, so have the security challenges. Cyber Threats now extend beyond individual transactions to entire digital ecosystems, requiring a broader approach to protection. Recognizing this, Mastercard strengthened its Cyber Threat Intelligence capabilities through strategic acquisitions, beginning with RiskRecon in 2019 and more recently Recorded Future, a global leader in Threat Intelligence. These additions enable Mastercard to offer advanced cyber risk assessment and real-time threat detection, paired with consulting, advisory, and risk simulation services, helping clients safeguard their entire digital footprint—not just the payments themselves.


About the Role:
The Senior Managing Consultant, Services Business Development, Cyber Threat Intelligence will lead the growth of Mastercard’s Threat Intelligence business in one of our key Services segments (Merchants & Acquirers, Traditional FIs, FinTechs & Digital Platforms). As the P&L owner for Threat Intelligence and associated Services within the segment, you will contribute to the strategic direction and commercial success of the business, driving revenue through both direct sales engagement and liaising across any relevant customer facing teams to maximize sales for Threat Intelligence Products and Services. This will include accelerating sales of already existing Cyber Threat Intelligence products and launching the GTM and Sales process for net new synergy products currently under development.

Responsibilities will include:
Delivering on Cyber Threat Intelligence Revenue and Sales Targets
- Drive sales of both acquired and natively developed (synergy) Threat Intelligence solutions, as well as complimentary Services. Either independently or collaboratively across teams as the situation dictates.
- Emphasis on solution selling across a wide-range of related, but separate products and services.
- Define and oversee the GTM Operating Model for the Segment to ensure the appropriate expertise and skillsets are deployed against Opportunities.
- Connect sales and BD teams under a unified MA Cyber Threat Intelligence narrative and sales process

Coordinate Internal Execution Across Teams
- Facilitate key client introductions across businesses (cross-sell and on-sell of additional Cyber Threat Intelligence solutions to Mastercard Managed accounts and existing customers)
- Recorded Future & Risk Recon referrals for Mastercard managed Accounts
- Develop and Activate broader Services Sales organization against priority initiatives and Threat Intelligence Sales Campaigns (sales collateral, pitch decks, training, pipeline visibility)
- Align product, sales, CS and marketing teams around launches and revenue goals as necessary

Identify issues, take improvement actions and communicate progress
- Report clearly on commercial integration progress
- Track lead funnel health and conversion efficiency: and take improvement actions
- Advise on integration risks
Success will be measured by sales performance, client impact, and contribution to the expansion of Mastercard’s Cyber Threat Intelligence solutions.


Required Qualifications:
Business Development and Industry Experience
• Bachelors Degree & 10+ years’ work experience, including time spent in technology (Saas) sales, with team or stakeholder management responsibility.
• Industry savvy, understanding emerging cyber trends and creatively leveraging market opportunities.
• Working experience with sales of security services, consulting and/or technologies such as cyber threat intelligence, security awareness and training, cloud security, crisis and incident response management, third party risk management, threat and vulnerability management.
• Proven enterprise sales experience, selling into Merchants & Acquirers, Traditional FIs, FinTechs or Digital Platforms
• Demonstrated history of individual and/or team quota achievement

Diverse stakeholder management, Communication, and Teamwork
• Excellent client relationship management skills with demonstrated track record of strategic selling
• Teamwork: Demonstrated experience managing cross-functional initiatives and aligning diverse stakeholders toward common goals
• Ability to explain complex business and technical concepts to broad audiences in an approachable way.
• Executive presence and communication skills, both written and oral, including executive level communications, and track record of influencing others
• Comfort navigating ambiguity and adapting quickly to evolving business priorities and market dynamics
• Ability to balance strategic thinking with detailed tactical execution skills to drive overall client impact and ability to make quick decisions in challenging, ambiguous situations.
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate

National Salary Range (Applies Regardless of Location): $164,000-$262,000

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.