Principal, Client Partner, Services Business Development

Overview

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.

Principal, Client Partner, Services Business Development

Location:

Johannesburg, South Africa

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• Models Mastercard’s leadership principles, including…