Principal, Client Partner, Services Business Development at Mastercard

• The Principal Client Business Partner is a senior leadership role within Mastercard Services with full accountability for a single, strategically significant client relationship. The role operates at the intersection of client impact, commercial performance, and delivery excellence, owning the end-to-end Services agenda for the account.
• At the Principal level, this role is expected to independently originate, shape, sell, and deliver complex advisory engagements while achieving defined sales, revenue, and delivery targets. The role serves as a trusted executive advisor to senior client leadership and plays a critical role in driving profitable growth, developing talent, and contributing to Mastercard Services’ intellectual capital and market reputation.

Role Description

Client Impact & Executive Partnership

• Acts as the senior Services relationship owner for a single strategic client, serving as a trusted advisor to executive and C-suite stakeholders.
• Independently defines and drives the Services client agenda, grounded in a deep understanding of the client’s strategy, operating environment, and performance priorities.
• Anticipates client needs and proactively brings insights, solutions, and perspectives that deliver measurable business impact.
• Recognized by the client as a strategic partner whose insights shape decision-making and long-term direction.

Commercial Leadership & Profitable Growth

• Holds full accountability for sales, revenue, and margin performance on the account, aligned to Services growth targets.
• Originates, qualifies, and converts advisory opportunities through an insight-led, consultative sales approach.
• Leads proposal development, pricing, internal approvals, and contract negotiation with minimal oversight.
• Actively manages pipeline health, re-engagements, and cross-functional contributions to ensure sustained growth.
• Consistently delivers profitable growth and demonstrates ownership mindset for Services P&L on the account.

Delivery Excellence & Quality Leadership

• Leads and oversees complex advisory engagements, ensuring high standards of problem solving, analytical rigor, and client-ready outputs.
• Sets the intellectual direction for engagements, including hypothesis-driven approaches, analytical frameworks, and recommendation development.
• Ensures disciplined project governance, financial management, and risk mitigation across all account engagements.
• Partners closely with delivery leaders to ensure seamless execution and realization of client value.
• Sets the quality bar for delivery and is accountable for both outcomes and how work is delivered.

People Leadership & Talent Development

• Provides day-to-day leadership, coaching, and development for consulting teams across engagements.
• Actively contributes to performance management, feedback, and career development of team members.
• Builds inclusive, high-performing teams aligned to Mastercard Services’ values and leadership principles.
• Recognized as a people leader who develops talent and strengthens the Advisors bench.

Thought Leadership & Knowledge Stewardship

• Contributes to the creation and evolution of Services intellectual capital, methodologies, and market-relevant thought leadership.
• Brings global perspectives and best practices to local client challenges by leveraging Mastercard’s global network.
• Actively shares knowledge and mentors others across the Services community.
• Viewed internally as a subject-matter leader and contributor to Services’ brand and market credibility.

Enterprise & Values Leadership

• Models Mastercard’s leadership principles, including client-first mindset, accountability for results, and thoughtful risk-taking.
• Operates with a strong sense of urgency while maintaining quality, integrity, and collaboration.
• Acts as a steward of Mastercard’s reputation with clients and partners.
• Demonstrates enterprise leadership beyond immediate account responsibilities.

All About You

Experience

• Typically 12+ years of professional experience, including significant time in management consulting, advisory, or strategy roles.
• Demonstrated success leading large, complex client accounts within financial services, payments, or adjacent industries.
• Proven track record of independently achieving sales, revenue, and delivery targets in a professional services environment.

Education & Qualifications

• Bachelor’s degree from a recognized institution required.
• MBA or relevant postgraduate qualification strongly preferred.
• Background in a top-tier strategy firm, Big 4 consulting firm, or in-house advisory / strategy function is highly desirable.

Capabilities & Competencies

• Deep consulting toolkit: structured problem solving, hypothesis-driven analysis, executive storytelling, and impact-oriented recommendations.
• Strong commercial acumen with the ability to manage pipelines, pricing, margins, and client economics.
• Exceptional executive presence with the ability to influence C-suite stakeholders.
• Strong analytical and financial modelling skills, with advanced proficiency in Excel and PowerPoint.
• Ability to operate independently in a matrixed, fast-paced environment while mobilizing cross-functional teams.
• High accountability mindset with a bias for action, results, and continuous improvement.