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Title and Summary

Manager, Account Management

Position Overview

The North America Sales organization is building a diverse, strategic, and consultative team of sales and relationship managers, problem-solvers, and business strategists. We are seeking highly motivated individuals who demonstrate achievement orientation, intellectual curiosity, resilience, diligence, and the ability to marshal resources to drive results.

The Community Institutions team differentiates through solution expertise, and partnership orientation. We deliver customized payment solutions, strategic consulting, and value-added services that leverage Mastercard's brand, technology, data, operations, and risk capabilities to help financial institutions grow, compete, and deliver exceptional cardholder experiences.

The Manager, Community Institutions Strategy & Account Management will serve as a strategic advisor to a portfolio of financial institution customers. This role is responsible for driving portfolio optimization, business growth, adoption of Mastercard products and services, and measurable customer outcomes.

Role Summary

As Manager, Community Institutions Strategy & Account Management, you will independently manage and grow a portfolio of Community Institution customers while proactively developing strategies that increase revenue, expand market share, strengthen customer engagement, and advance Mastercard's value-added services.

Customer Relationship Management

- Lead contract negotiations, renewals, and amendment discussions while coordinating cross-functional stakeholders to ensure successful execution or partnership renewals and Services SOWs.

- Manage and deepen relationships with Community Institution customers, serving as a trusted advisor and primary point of contact for strategic initiatives and business growth opportunities.

- Deliver consultative business reviews and strategic recommendations that demonstrate the value of Mastercard products, solutions, and services.

Portfolio Strategy and Growth

- Identify opportunities for portfolio growth and optimization through financial analysis, customer insights, competitive benchmarking, and industry trends.

- Develop strategic account plans and execute initiatives designed to increase payment volume, revenue, profitability, and customer engagement.

- Conduct market analyses, portfolio reviews, and performance assessments to identify new business opportunities and support strategic decision-making.

Analytics, Financial Modeling, and Business Cases

- Build financial models and business cases to evaluate pricing strategies, contract renewals, portfolio opportunities, and investment decisions with Mastercard finance leaders.

- Analyze customer performance, revenue trends, profitability, and market dynamics to develop data-driven recommendations and actionable growth plans.

Sales Execution and Internal Leadership

- Prepare and present executive-level proposals, business cases, presentations, and RFP responses.

- Build and manage a pipeline of Mastercard value-added services opportunities, from identification through sales, implementation, and execution.

- Collaborate with internal partners across Product, Services, Finance, Legal, Marketing, and Customer Delivery teams to deliver comprehensive customer solutions.

- Utilize Salesforce and other internal tools to manage pipeline visibility, forecast performance, and track customer engagement activities.

- Lead initiatives that improve sales effectiveness, operational efficiency, and customer experience across the Community Institutions segment.

- Contribute to broader segment strategy by sharing marketplace insights, emerging trends, and customer feedback that influence Mastercard's growth priorities.

Qualifications

- Bachelor's degree required; Finance, Economics, Business, Analytics, or a related field preferred.

Required Experience

- Experience in payments, financial services, consulting, account management, business development, sales strategy, or relationship management.

- Demonstrated success managing customer relationships and delivering measurable business growth.

- Strong strategic thinking, analytical, and problem-solving skills with the ability to translate complex data into actionable business recommendations.

Analytical and Technical Skills

- Advanced Microsoft Excel expertise is required, including financial modeling, forecasting, scenario analysis, and executive-ready analysis.

- Demonstrated ability to identify growth opportunities and quantify business impact through data-driven analysis.

- Track record of planning, managing, and executing complex sales opportunities, strategic initiatives, and cross-functional projects.

Communication and Execution Skills

- Experience leveraging CRM platforms such as Salesforce to manage customer relationships and sales pipelines with consistency, rigor, and strong attention to detail.

- Excellent communication, presentation, negotiation, and consultative selling skills, including experience engaging with senior executives and creating compelling pitch decks.

- Ability to independently manage a large and diverse customer portfolio, take initiative, and proactively drive work forward across varying business objectives and challenges.

- Strong project management and organizational skills with the ability to balance multiple priorities in a fast-paced environment.

Preferred Background

- Consulting, banking, payments, or financial services experience preferred.

What Success Looks Like

The successful candidate will combine strategic relationship management with strong financial and analytical expertise to drive growth for Mastercard and its Community Institution customers. They will be comfortable independently engaging executive stakeholders, developing financial models, creating compelling business cases, negotiating commercial agreements, and identifying revenue growth opportunities through data-driven insights. This individual will bring initiative, analytical rigor, commercial acumen, and consultative selling skills to deliver measurable business outcomes and strengthen Mastercard's position as a trusted strategic partner.

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 proc...

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