Key Responsibilities:
• Own and manage business development activities for Mastercard Services within Telecommunications segment across EEMEA region with specific focus on generating client-funded revenues.
• Take ownership of the sales process, from prospecting to executing commercial contracts, ensuring a seamless and efficient sales cycles.
• Contribute to formal and informal pitches, from “storyboarding” through face-to-face presentation and take a lead role in winning Mastercard deal bids, RFP’s and cross-selling Mastercard services.
• Partner with the Mastercard Segment and Divisional leadership and other Services teams to develop a plan to support their strategic imperatives for target accounts.
• Serve as the face of Mastercard Services to senior level client stakeholders and apply strong commercial drive to build and monetize senior client relationships based on empathy, thought leadership, and subject matter expertise.
• Build peer relationships and become trusted advisor with senior/executive level Telecommunications organizations in region, capturing implicit needs in addition to articulated requests and identifying the most critical aspects of the problem
• Develop strong value-driven narratives and customized presentations in support of new business pitches that ultimately generate new multi-year and multi-million-dollar revenues for Mastercard.
• Refine the value proposition of new and existing Services capabilities to meet the needs of executives within Telecommunications segment.
• Develop Telecommunications strategy for Mastercard Services and Account teams for the next 3-5 years including identifying future revenue streams
• Work closely with Advisors and Consulting Services teams for an effective joint go to market and to ensure best-in-class value delivery.
• Contribute to project delivery, quickly identifying shortcomings in projects and take remedial action
• Contribute as a thought leader to the development of intellectual capital, point of views, articles, and blogs and manage complete capture of assignment knowledge and drive to ensure it is available firm-wide (knowledge management)
All About You
• 10+ years of experience in consultative sales across consulting services, data products, software platforms, and / or other analytic services within Telecommunications organizations
• Experience in top management consulting firms and in Telecommunications industries
• Strong commercial drive with ability to build and monetize senior client relationships based on thought leadership, empathy, and subject matter expertise.
• Ability to own and drive end-to-end sales from initial prospecting through signed contract.
• Entrepreneurial mindset and demonstrated experience in selling solutions to executive-level clients
• Excellent at building relationships through networking and outbound prospecting.
• Strong networker across relevant client base with the ability to listen, build common ground and influence in order to effectively advance business opportunities and generate revenues.
• Collaborative attitude with an understanding of how to win as a team.
• Strong verbal and written communication skills and proven attitude for learning technical terms and developing an understanding of complex technical products.
• Advanced analytical skills, including ability to frame the customer’s opportunity in financial terms (i.e. value quantification).
• Bold, energetic, proactive, self-driven, never give up attitude and creative.
• Proficiency in written and verbal English. Arabic and/or French preferred.
• Advanced Word, Excel and PowerPoint skills.
Education
• Undergraduate degree required
• MBA or relevant post graduate degree recommended
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