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
Director, Services Business Development, Public Sector
Overview
Mastercard’s Public Sector focuses on bringing together the company’s products, services, data capabilities and broader ecosystem to help public institutions address key challenges, including financial inclusion, citizen services, economic development, digital transformation and public sector operational excellence.
The Role
The Director, Services Business Development, Public Sector will be responsible for developing and executing the Services growth strategy for public sector clients and public banks across the assigned markets.
The successful candidate will identify and prioritize client and solution opportunities, establish relationships with senior decision-makers, build a strong pipeline and manage opportunities through the complete sales cycle. This includes prospecting, opportunity qualification, solution development, proposal preparation, commercial negotiation, contracting and, when appropriate, supporting the transition into delivery.
The position will work closely with public sector team, country managers, account teams, public policy, product, delivery and regional and global Services teams to align Mastercard’s capabilities with public sector priorities and deliver measurable value for clients.
Key Responsibilities
Public Sector strategy and market development
• Support the development and execution of the Public Sector Services strategy for the assigned markets, based on a strong understanding of local and regional public sector priorities.
• Identify and prioritize public sector institutions, public banks, buying centers, stakeholders and solution opportunities with the greatest strategic and commercial potential.
• Develop market engagement plans that include prioritized clients, stakeholder relationship maps, revenue opportunities, solution propositions and clear success metrics.
• Translate market and client needs into scalable commercial opportunities for Mastercard’s products, data, analytics, consulting and professional services.
• Contribute to Mastercard’s transition from reactive solution selling toward structured and strategic Public Sector engagement programs.
Business development and revenue growth
• Originate new business opportunities with public sector agencies, public banks and other public institutions.
• Build and maintain a robust pipeline of Services opportunities, driving qualification, progression, conversion and revenue realization.
• Take co-ownership of the end-to-end sales process, from prospecting and initial client engagement through proposal development, negotiation and execution of commercial agreements.
• Achieve agreed sales targets, revenue objectives and pipeline goals.
• Expand existing client relationships by identifying new needs, use cases, buying centers and opportunities to position additional Mastercard capabilities.
• Develop sustainable and scalable revenue models that can be replicated across clients and markets when appropriate.
Senior client engagement
• Build trusted relationships with senior public sector officials, executives of public banks and other key Public Sector stakeholders.
• Engage clients consultatively to understand their strategies, priorities, operating models, challenges and desired outcomes.
• Position Mastercard as a strategic partner by connecting client priorities with relevant products, services, data assets and ecosystem capabilities.
• Develop compelling client value propositions and innovative solutions that address complex public sector challenges.
• Influence senior decision-makers and create visibility into future strategic and commercial opportunities.
• Represent Mastercard in strategic client conversations, industry forums and relevant Public Sector engagements.
Opportunity orchestration and cross-functional collaboration
• Orchestrate non-commercial, pre-commercial and commercial engagements across Mastercard, ensuring alignment among market, regional and global stakeholders.
• Collaborate closely with country managers, account and business development teams, public policy, product specialists, consultants, delivery teams and other internal partners to develop and close opportunities.
• Secure the appropriate local, regional and global resources required to pursue strategic opportunities and deliver marquee wins.
• Coordinate the development of proposals, business cases, pricing approaches and commercial agreements.
• Support the transition of signed engagements into delivery and, when appropriate, remain involved to ensure continuity, client satisfaction and identification of follow-on opportunities.
• Contribute to an inclusive, collaborative and team-oriented sales culture focused on collective success.
Thought leadership and internal capability building
• Act as a trusted advisor and first line of support for country managers, public policy teams and account teams on Public Sector Services opportunities.
• Share market insights, client needs, best practices and successful commercial approaches across Mastercard.
• Support the development and curation of an internal Public Sector community of practice.
• Contribute to go-to-market initiatives, client engagement playbooks and thought leadership that strengthen Mastercard’s relevance in the Public Sector.
• Help align local and regional market demand with Mastercard’s global solutions and capabilities.
All About You
• Significant experience in business development, consultative selling or strategic account management, preferably involving professional services, consulting, data, analytics, insights, digital solutions or complex technology-enabled services.
• A proven track record of originating, developing and closing complex B2B or business-to-government opportunities.
• Demonstrated experience engaging senior and C-level stakeholders and influencing strategic decisions.
• Experience working with public banks, public sector agencies or other Public Sector institutions.
• Strong understanding of complex sales cycles, including prospecting, opportunity qualification, solution development, proposal management, commercial negotiation and contracting.
• The ability to understand a client’s strategy, objectives, operations and stakeholder environment, and translate that understanding into relevant commercial solutions.
• Strong relationship management skills, with the ability to build trusted and lasting partnerships with clients.
• Strong project management experience, including the ability to coordinate complex initiatives and multidisciplinary teams.
• Demonstrated ability to collaborate and influence across functional, geographic and cultural boundaries.
• Excellent written and verbal communication, presentation, negotiation and persuasion skills.
• The ability to understand complex technical products and communicate their business value clearly to non-technical and executive audiences.
• A customer-first and results-oriented mindset, with strong ownership, attention to detail and commercial discipline.
• High levels of initiative, energy, drive, adaptability and commitment.
• A proven ability to succeed in a fast-paced, team-oriented and highly matrixed environment.
• Bachelor’s degree required. An MBA or other relevant graduate degree is preferred.
• Fluency in English and Spanish.
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.