Director, Specialist Sales, Mastercard Identity

MasterCard; Johannesburg; On-site; ZAR 1,200,000 - 1,800,000; Full time

Job summary

Mastercard is seeking a Director for Specialist Sales in Identity, focusing on customer acquisition in the MEA region. The ideal candidate will possess strong enterprise sales experience, excellent communication skills, and the ability to build trust and relationships within different market sectors. This role reports directly to the Director of Enterprise Sales and involves a significant travel commitment.

Qualifications

• Bachelor's degree; MBA preferred.
• 5+ years enterprise sales experience.
• Proficiency in English; other languages a plus.

Responsibilities

• Acquire new customers for Mastercard Identity in MEA region.
• Achieve sales goals and engage across various sales teams.
• Negotiate commercial contracts with C-level executives.

Skills

Sales experience

Communication skills

Relationship building

Consultative sales solutions

Education

Bachelor's degree

MBA

Tools

Salesforce

Microsoft Office

LinkedIn Sales Navigator

Job description

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, Specialist Sales, Mastercard Identity

Overview

Mastercard Identity is the global leader in identity verification, providing businesses worldwide the ability to link any digital transaction to the human behind it.

Mastercard Identity – our mission

Be the leader in Identity, delivering world-class solutions that drive trust in digital interactions and secure the full customer lifecycle.

The Role

• Acquire net new customers for Mastercard Identity (recently acquired/partnered solutions) in the MEA region, primarily focusing on the Africa division.
• Achieve and exceed sales goals and quotas.
• Engage functionally across two complementary groups of Direct Sales Teams: Services Business Leads (SBL), who sell with a customer relationship-first approach; Identity Sales Specialists, who sell with a segment penetration approach; and Product Sales Specialists, who sell with a product-specific approach.
• Leverage knowledge of Mastercard Identity capabilities and how they fit together to understand the relevance of our solutions to potential clients.
• Understand your customers' businesses at a technical and operational level.
• Create trust and value while building enduring relationships.
• Demonstrate business value through a solutions sales approach.
• Identify and secure executive sponsorship to solidify business relationships and opportunities.
• Negotiate commercial terms with contracts up to the C-level.

All About You

• Bachelor’s degree, MBA preferred.
• Excellent verbal and written communication skills in English; proficiency in other languages is a plus.
• Strong enterprise sales experience (5+ years) with a proven track record of selling SaaS (ideally risk, fraud, security, or identity services) into large enterprise organizations.
• Experience in delivering complex consultative sales solutions.
• Proven ability to navigate large organizations and leverage executive relationships.
• Strong network across Financial institutions, eCommerce, Retail & Commerce, Acquirers, and PSPs in the MEA region.
• Strong commercial drive with the ability to build relationships based on empathy, thought leadership, and subject matter expertise.
• Ability to learn and pivot quickly.
• Strong drive to build processes and establish effective ways of working across teams.
• Collaborative attitude with an understanding of how to win as a team.
• Proficiency with Salesforce, Microsoft Office, Outreach, Zoominfo, and LinkedIn Sales Navigator is preferred.
• Attention to detail and ability to multitask in a fast-paced, deadline-driven environment.
• Creative, flexible thinker who responds rapidly to macro and microeconomic trends affecting prospect companies.

Other

• This role is primarily based in Johannesburg and reports directly to the Director, Enterprise Sales, EMEA.
• Expected travel: 30% - 50%.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come with inherent risks. Every person working for or on behalf of Mastercard must:

• Abide by Mastercard’s security policies and practices.
• Ensure the confidentiality and integrity of accessed information.
• Report any suspected security violations or breaches.
• Complete all mandatory security trainings as per Mastercard’s guidelines.