Manager, Business Development - US Coupa B2B Partnerships

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

Manager, Business Development - US Coupa B2B Partnerships

Role Overview – Manager, B2B Partnerships

• Operating worldwide, the MasterCard Verticals team leverages MasterCard’s assets to open up new business in non-traditional sectors.
• The team partners with industry leading organizations to orchestrate new value, drive new solutions, or effect new partnerships to better serve end-customers, markets and ecosystems.
• The card and non-card, business-to-business (‘B2B’) payments space represents a significant new opportunity for Mastercard. If MasterCard is to deliver new value in this space, it needs to think big, be engaged and diligent to win the trust of end customers to help them support their corporate clients.
• The Verticals team has been developing partnerships, a platform vision and an approach to address historic pain points around B2B Payments. We are also leading the way to transform B2B payments by embedding payments into the business process and create new value at multiple levels.
• The Verticals team requires a Manager to drive measurable customer success by working with solution integrators, consulting organizations, internal Mastercard teams and ecosystem stakeholders to support B2B partnerships and their sales campaigns and enablement programs for suppliers on digitized payments (card and non-card). The Manager will provide leadership and coordination across multiple teams and stakeholders such as regional Sales, Product, Issuer, Acceptance, Services and PMO.
• Does delivering on a big vision from the ground up excite you?
• Do you like to think big, ask hard questions and work with others who share the same passion to do big stuff that matters?
• Do you have passion for helping MasterCard to enter new spaces, opening new opportunities and possibilities for the company, its partners and customers?

Role

• Responsible for supporting B2B partnerships with selling commercial payment solutions such as virtual cards. In the future there is an opportunity to expand to other payments like digital currencies and non-card payment modalities.
• Identify and maintain ongoing communications with internal and external stakeholders, business customers and their suppliers, related partners and third parties as needed.
• Collaborate with our PMO to prepare and distribute program and executive leadership updates as needed, including measurements against GDV targets
• Establish partner governance and conduct structured update meetings with key contributors
• Build and maintain senior management relationships within the key partner and customer relationships.
• Develop deep understanding and insights into the respective B2B platforms, their capabilities, and strengths, and identify opportunities for Mastercard to provide solutions to expand payment features for their customers.


All About You

Essential knowledge, skills and experience:
• You have an understanding of how businesses large and small make payments and receive payments.
• You have Business to business (B2B) network, procure-to-pay and ERP awareness
• You have an understanding of the payment ecosystem and associated best practices, including acquiring banks, payment facilitators and issuers
• You have sales and partnership experience, including running sales cycles, deal strategy and establishing distribution channels through partnerships.
• You are strategic in approach, solution oriented and understand and address inter-dependencies and real issues to manage partner and customer sales situations.
• You are detail-oriented and have a clear definition of requirements and timelines.
• You have experience managing to customer expectations on deliverables and milestones
• You are experienced with managing matrixed organizations and leading them to success
• You take initiative, and collaborative with extended team members
• You are organized and efficient in work processes
• You can navigate complex organizations and matrixed teams to achieve goals.

Desirable or additional capabilities:
• Global expertise, working with international teams
• Strong understanding of one or more key corporate business roles, specifically, procurement/sourcing, payment/treasury and/or regulatory/supply chain risk management.
• Familiarity with commercial card programs – how they work and commercials.
• Familiarity with payments leveraged by corporate and government agencies.

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.

Pay Ranges

Purchase, New York: $139,000 - $223,000 USD