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
Manager, Sales Engineering-Cybersecurity & Risk Management As a member of the Enterprise Cybersecurity Products team, you will be responsible for owning and managing all technical aspects of the pre-sales process for assigned territories. You will work closely with our Sales teams to identify sales opportunities and determine appropriate strategy based on prospect requirements. As a Cybersecurity Sales Engineer you will be responsible for demonstrating a high degree of sales acumen in support of sales strategy by leading more complex (technical) product demonstrations, managing RFP/RFI responses, and owning the overall technical validation process (which typically includes proof of concept engagements (POCs)) with the goal of obtaining or exceeding territory sales quotas.Your mission is to support sales efforts by providing subject matter expertise related to Enterprise Risk Management and Cyber Threat Intelligence solutions, specifically focused on the role that Mastercard’s Enterprise Cybersecurity Solutions play in helping prospective clients create a more efficient and effective enterprise risk management program.
Company Background:
Mastercard Enterprise Cybersecurity Products & Solutions is a rapidly growing segment of Mastercard Cybersecurity. We are focused on enabling organizations to dramatically improve their Enterprise Risk Management and Information Security programs.
Mastercard Enterprise Cyber Solutions includes a growing suite of cyber and risk solutions with hundreds of customers across a variety of industries. -
Key Responsibilities:
Primary technical sales support for Europe for commercial and for government organizations (federal, state, local).
Demonstrate a high degree of sales acumen and a mastery of the consultative selling process.
Support sales team by performing complex product demonstrations, responding to technical questions and managing RFI/RFP/RFx responses.
Own all technical interaction with prospective clients.
Own the technical validation process (including Proof of Concept (PoC) engagements) and proactively drive prospect interaction.
Provide product training, either online or in person, as needed to support sales prospects and production client onboarding
Work with Client Success Advisor team to help ensure successful new client onboarding and solution adoption by managing customer implementation based on established customer onboarding process
Respond to prospect and customer issues/concerns and coordinate escalation of issues with Operations, Technical support and other internal resources
Work closely with operations/product support to ensure that issues are resolved, and resolution is communicated to appropriate customer contacts
Consistently communicate with assigned sales team representatives to ensure prospect engagement is in line with desired sales strategy
Identify opportunities to improve our products, customer-facing tools, documentation, and training materials
Establish your professional credentials by presenting at meetings, conferences, and writing blogs and papers
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Key Skills and Background:
The ideal candidate is a self-starter, is passionate about technology and is willing to take the initiative needed to ramp quickly
Excellent organization and project management skills
Must have the ability to work independently in an unstructured, high-growth environment where priorities may change quickly based on shifting business needs
Must be self-motivated and able to determine appropriate, specific activity and tasks based on high level objectives.
Demonstrated understanding of IP networking and information security principles
Background in Third-party risk management or consulting is highly preferred
Understanding of cyber risk management and cybersecurity technologies (business and technical acumen)
A successful candidate will demonstrate an understanding of common solution selling principles and implement those principles to build confidence with prospective clients
Ability to develop strong client relationships. Work involves extensive personal contact and frequent communication with others.
Experience and Education
Bachelor’s degree or equivalent
Experience in consulting, sales engineering, or technical sales overlay role
Experience in information technology (IT), information security or third-party vendor risk management
Experience working with cyber threat intelligence solutions and/or exposure management solutions a plus
Prior experience working in a young, high growth company environment
Experience with Salesforce.com or equivalent CRM systems
Travel: Up to 25% travel
Languages: Fluency in English and French are required. Desire to also have fluency in Portuguese, German, Italian, and / or Spanish.
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.