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, Business Development, Government Engagement

Overview

Mastercard is dedicated to promoting inclusive growth and financial inclusion. The mandate of the Government Engagement unit at Mastercard is to build durable, trusted relationships with key government agencies to accelerate their transition to a cashless ecosystem though digitalization, while increasing revenues and seeding new markets for Mastercard. We drive relevance and revenues in the government 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 government engagement programs. And we ensure alignment between local, regional demand and our global solutions.

The Manager, Government Engagement role focuses on aligning Mastercard’s product, service and ecosystem capabilities to solve for the challenges government 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. Our team is comprised of industry leaders, relationship builders and deal closers. We apply Mastercard’s digital tools, business insights, last mile solutions and market organizing skills to support client success. We have a good idea of what works, but we also have a passion for learning, exploring new capabilities, and applying the best methodologies and insights to the government business.

Role

This role is at the heart of our intent to scale our business across all key markets and regions to drive revenue, market relevance and social impact. The position is deployed at Market, Cluster or Division level, and focuses on a select number of priority opportunities, segments and clients, directly agreed with the Country Manager and/or Division President.

The Manager, Government Engagement is accountable for:
•\tThe support in the development of the market or cluster government strategy, including a list of prioritized client and solution opportunities, a relationship heat map, and detailed view of the revenue opportunity and a market engagement plan
•\tOrchestrating Mastercard’s government engagements within the market or cluster (noncommercial, pre-commercial and commercial), engaging national, regional or local governments and associated agencies.
•\tDirect engagement on key sales opportunities across the market /cluster, assisting country managers and winning strategic deals.
•\tDevelop and execute the market government strategy starting from:
•\tUnderstanding local, national and regional priorities.
•\tEngaging market and/or division leadership to prioritize clients and solution opportunities.
•\tDevelop a solid projects pipeline, drive conversion over time (year 1 and 2) and secure revenues (from year 3 onwards)
•\tDirectly engage senior government stakeholders to influence strategic decisions (building relevance) and to develop lines of sight into new revenues
•\tSecuring global, regional and local resources to execute on the opportunities and drive marquee wins. Develop scalable revenue models at market level, when appropriate.
•\tAssist with the delivery of the sold projects
•\tSupport the building and curation of a local, internal community of practice. Act as first line of support for country managers, Public Policy and Account Teams for thought leadership and strategic sales engagements.

All About You

•\tExperience working for or closely with government agencies, managing process improvement and transformative change initiatives, as well as proven experience in engaging very senior government leaders to build durable relations.
•\tProven track record in leading government projects and/or commercial deals in the assigned division or market
•\tConsultative selling focused, with deep product, services, and solutions expertise.
•\tAdept at interacting with senior Mastercard stakeholders in terms of engagement, communication and transparency of purpose. Ability to skillfully lead complex regional initiatives that require collaboration across functional, geographical and cultural lines.
•\tDemonstrated ability to work across divisional boundaries, within the assigned region, division or market
•\tSelf-motivated, thrives in a fast-paced environment; readiness to take-on stretch goals.
•\tStrong gravitas, exceptional relationship management, influencing and communication skills.
•\tUndergraduate degree required. MBA or graduate degree preferred.
•\tFluency in the local language in the assigned market and English is required. At least one other Division language a strong plus.

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.