Director – Identity & Security (I&S) Sales specialist, COVEC Cluster

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 – Identity & Security (I&S) Sales specialist, COVEC Cluster Overview Mastercard’s Security Solutions Organization (SSO) delivers innovative risk, fraud, identity, and cybersecurity solutions that enable secure and seamless digital experiences worldwide. As part of the South Division Identity & Security team, this role is responsible for driving direct sales execution, expanding existing client relationships, and acquiring new customers across Mastercard’s I&S portfolio. The role operates within a high-growth environment focused on delivering measurable value to customers while contributing to division revenue and strategic objectives. ________________________________________ Role Purpose This role is accountable for individual sales performance, including pipeline generation, deal execution, and revenue growth across assigned accounts and territories in the COVEC cluster, including Colombia, Ecuador, Venezuela, Guyana and Suriname. The Sales specialist will act as a trusted advisor to clients, aligning Mastercard’s Identity, Fraud, Financial Crime, and Cybersecurity for payments solutions with customer business priorities. ________________________________________ Key Responsibilities Sales Execution & Pipeline Management • Own and deliver against individual sales targets, including bookings, revenue, and pipeline generation. • Build and manage a robust pipeline across new logo acquisition and existing account expansion. • Drive deals from early-stage qualification through close, ensuring strong deal hygiene and forecast accuracy. • Identify and prioritize high-value opportunities aligned to division GTM strategy. ________________________________________ Client Engagement & Business Development • Develop deep relationships with key client stakeholders, including senior executives and decision-makers. • Act as a trusted advisor, understanding customer pain points and mapping them to Mastercard’s I&S solutions. • Lead solution-based selling across Fraud, Identity, Financial Crime, and Cyber offerings. • Drive cross-sell opportunities, working across the broader Services organization (e.g., Ethoca, RiskRecon, Recorded Future). ________________________________________ Cross-Functional Collaboration • Partner closely with: o Account Management teams to expand within existing clients o Product and Services Business leaders teams to shape compelling solutions o Customer Success teams to ensure adoption and long-term value realization o Partnership teams to leverage partner-led opportunities • Ensure strong coordination across the end-to-end sales lifecycle (pre-sales → sales → post-sales) ________________________________________ Market & Industry Expertise • Maintain a strong understanding of: o Financial services and digital commerce ecosystems o Fraud, identity, and cybersecurity industry trends o Competitive landscape and emerging technologies • Position Mastercard as a strategic partner in digital trust, identity, fraud and security ________________________________________ Operational Excellence • Maintain disciplined use of CRM tools and ensure accurate forecasting and reporting • Contribute to sales enablement initiatives, sharing best practices and market feedback • Support scalable processes for client onboarding and lifecycle growth ________________________________________ Qualifications • Proven track record in enterprise sales (software, SaaS, or technology solutions) • Experience in fraud, risk, identity, or cybersecurity solutions preferred • Strong ability to build pipeline, manage complex deals, and close business consistently • Demonstrated success in meeting or exceeding sales targets • Strong understanding of solution-based and consultative selling methodologies • Ability to navigate matrix organizations and collaborate cross-functionally • Excellent communication, negotiation, and executive presence • Experience engaging with C-level stakeholders ________________________________________ Key Competencies • Results-driven with strong ownership mindset • Customer-centric and consultative approach • Strategic thinking with strong execution discipline • Collaborative and team-oriented • Adaptability in fast-changing environments ________________________________________ Success Measures • Achievement of quota (bookings & revenue) • Pipeline growth and conversion rates • Customer acquisition and expansion metrics • Cross-sell contribution across SSO portfolio • Forecast accuracy and sales discipline 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.