Director, Business Development - Public Sector

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

• We drive relevance and revenues in the Public Sector space by developing effective go-to-market campaigns supported by clear priorities, success metrics and incentives.
• We provide expert sales support to both country managers and local sales resources through a solid client engagement playbook approach.
• We guide the transition from reactive solutions sales to strategic Public Sector engagement programs. And we ensure alignment between local, regional demand and our global solutions.

Role:

The Public Sector leader role focuses on aligning Mastercard’s product,

service and ecosystem capabilities to solve the challenges Public Sector clients face today in the areas of financial inclusion, citizen services, economic development and government operational excellence.

We do this by engaging, listening and leading. The Public Sector Business development position is accountable for:

• The support in the development of the Public Sector market strategy, including a list of prioritized client and solution opportunities, a stakeholders relationship heat map, and detailed view of the Public Sector revenue opportunity and a market engagement plan
• Orchestrating Mastercard’s Public Sector and government engagements within the market (noncommercial, pre-commercial and commercial), engaging national, regional or local governments, Public Banks and associated agencies.
• Direct engagement on key Public Sector sales opportunities across the market assisting country manager and winning strategic deals.
• Develop and execute the market Public Sector strategy starting from:
• Understanding local, national, and regional priorities.
• Engaging market and divisional leadership to prioritize clients and solution opportunities.
• Develop a solid projects pipeline including services opportunities, drive conversion over time and secure revenues
• Directly engage senior government stakeholders to influence strategic decisions (building relevance) and to develop lines of sight into new revenues
• Directly engage with senior Public Banks stakeholders to position government flows and develop new opportunities
• Securing global, regional, and local resources to execute on the opportunities and drive marquee wins. Develop scalable revenue models at market level, when appropriate assist with the delivery of the sold projects
• Support the building and curation of a local, internal community of practice. Act as first line of support for country manager, Public Policy and Account Teams for thought leadership and strategic sales engagements.
• Develop a solid projects pipeline, drive conversion over time (year 1 and 2) and secure revenues (from year 3 onwards)

Requirements:

• Proven track record in leading government projects and/or commercial deals in the or market managing complex technology development programs and transformative change initiatives.
• Consultative selling focused, with deep product, services, and solutions expertise.
• Strong project management experience, leading solution delivery projects and/or commercial deals.
• Ability to skillfully lead complex regional initiatives that require collaboration across functional, geographical and cultural lines.
• Demonstrated ability to work across regional boundaries.
• Self-motivated, thrives in a fast-paced environment; readiness to take-on stretch goals; ability to collaborate across functional, geographical and cultural lines.
• Exceptional relationship management, influencing and communication skills.
• Strong gravitas, exceptional relationship management, influencing and communication skills.
• Undergraduate degree required. MBA or graduate degree preferred.

• Fluency in the local language in the assigned market and English is required.

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.