Vice President, Business Development – Government Sector

Job Description

Vice President, Business Development | MasterCard

The Tone:
This is a senior role at MasterCard, a global technology company focused on digital payments. MasterCard powers economies and empowers people in over 200 countries and territories worldwide, working with customers to build a sustainable economy where everyone can prosper. The company provides a wide range of digital payment choices, ensuring transactions are secure, simple, smart, and accessible. This Vice President, Business Development role is pivotal in expanding MasterCard’s reach within the Government sector, converting strategic opportunities into revenue, and growing market share. The position is essential for supporting governments and related entities in realizing their greatest potential through MasterCard’s technology, innovation, partnerships, and networks.

The TL;DR
• Role: Full Time
• Team: Government sector business development, working closely with Country Manager and Public Policy
• Mission: Lead the business development of Government sector opportunities and pipeline by identifying, pitching, and closing solutions for key government players in responsible markets.

What You’ll Actually Do
• Sales Strategy & Pipeline: Develop and manage the sales pipeline for government opportunities, coordinating with product/market development and account management teams. This includes setting sales strategy aligned with geography and different cross-functions (segment, products, services, digital strategy), and managing the vertical-level pipeline while working closely with the country manager and public policy.
• Customer & Market Growth: Prospect, contact, and contract new customers and business partners to improve market acceptance and grow MasterCard’s regional footprint across all government entities and related entities. This focuses on growing market share, market acceptance, and the number of customer touch points.
• Strategic Influence & Opportunity Identification: Play a lead role in conversations with key decision makers for new or emerging product opportunities, and work closely with the Public Policy team to ensure MasterCard plays an influencing role across different government verticals. Provide input for long-term growth strategies to optimize mutual profitability across business lines.
• Relationship Management & Regulatory Liaison: Enhance ongoing business development relationships with a wide range of government stakeholders including regulators, agencies/authorities/administrations, and industry bodies. Serve as a main contact for communication with regulatory teams on business development topics.
• Financial Modeling & Deal Execution: Play a key role in developing financial modeling and business cases for development opportunities. Execute and manage the customer contract agreement process, driving opportunities through closure and implementation launch.

The Must-Haves
• Background: This is an Executive-level Vice President role requiring an in-depth understanding of the government space, as well as the payment and financial services disciplines.
• Experience: Candidates must demonstrate in-depth experience in executing and managing business development activities and strategies for large or complex countries/regions/industry verticals. A proven track record is essential, including achieving business development targets, building customer relationships through sales, and successfully introducing existing and new/emerging solutions. Proven business development and sales acumen in a technology or financial services company or related fields is required.
• Skills: Key skills include robust business development and sales acumen, the ability to play a key role in developing financial modeling and business cases for development opportunities, and strong capabilities in managing customer contract agreements through closure and implementation launch.