Mastercard is looking for a Director (Product Solutions).
Overview:
- The Customer Solutions Center is a new structure which enables Mastercard to develop better solutions & bundles for prioritized customer segments in markets
- It is the housing for all Mastercard capabilities in a geography, and it aims to drive Mastercard growth and revenue by creating and selling compelling data-driven, scalable needs-based solutions to new and existing customers by tapping into Mastercard’s extensive toolbox of products and services offerings
- Solution Architect is the main partner to Frontline during solutioning to maximize the impact of solutions for the client. Solution Architect is a curator of solutions and aggregator across products for segments during solution bundling and helps AM ‘tell the story’ to client. They play a critical role in ensuring relevancy and driving differentiation across all segments resulting in better relationships, market share and revenue
Role:
- MA capabilities expert for assigned segment
- Understands value chain of assigned segments to identify trends, needs and opportunities for Mastercard
- Has a good understanding of Mastercard Products, Services and corporate strategy
- Collaborates with frontline teams to identify customer needs and opportunities through account planning; recommends needs-based solutions in coordination with Products, Services and Marketing
- Bridges gap between Frontline sales team and product/solution expertise
- Lead CSC Complex Value Propositions Development And Sale
- Pulled into deals by CSCL when solution is complex or requires customization (e.g., requires combination of multiple products, service, or platforms)
- Works with the CSCL to identify the right “squad” from a solutioning perspective to ensure the appropriate expertise is assigned to a client opportunity/RFP
- Main partner to AMs and BDs in developing and quantifying value proposition for integrated, customized solutions across products / services
- Iterates with frontline teams at different stages (e.g., value proposition creation, proposal development) to ensure solution meets client-specific needs
- Develops business requirements document in collaboration with product specialists and technical architect
- Engages relevant expertise (from Sales Specialist and Solution Specialist) within the CSC, and across other CSCs (engage other SA’s assigned to other segments) as needed
- Market/segment innovation
- Creates solutions & proactively builds solutions for known market needs. Solutions across the Mastercard toolbox, knitting together assets in bundles that can be readily deployed to address key customer “pain points.”
- Identifies enabling partners i.e. external parties such as fintechs, for solutioning when capabilities are not present internally within MA
- “Rinses and repeats” successful solutions and sales approaches
Knowledge, Insights And Best Practice Sharing:
- Shares best practices with Solution Architect community
- Provides input to the product/solution groups and segment leads to enhance their product/solution and segment strategy to meet the needs of the segment
All About You:
- Deep understanding, experience and discipline of product development, product management, consumer experience and problem solving
- Good understanding of Mastercard products and services
- Good understanding of technical basics, APIs, process flows. Ability to comprehend the business, market context and customer needs to drive and architect integrated and innovative solutions
- Able to architect integrated solutions by combining MasterCard’s products and services in ways that meet the customer’s key strategic needs. Deep knowledge of which solutions work in which environments
- Highly collaborative; strong communicator, natural integrator with demonstrated ability to develop and deliver products and solutions for customer needs
- Ability to rally and gain backing from internal stakeholders in order to build organizational support for the proposed solution
- Demonstrated ability to analyze both quantitative and qualitative data, and derive meaningful implications and recommendations from said data
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