Vice President, Government Sales at MasterCard

Job Summary/Overview

• MasterCard is dedicated to inclusive economic growth of all the world’s citizens across the globe.
• The mandate of the Government & Development vertical in Mastercard Advisors is to innovate and implement commercially viable digital solutions and business models that transform how civil society, governments, and the private sector improve citizen welfare and drive economic growth.
• The vertical is comprised of the Government and Humanitarian team who set global strategy; the Solution Engineering team that implements new solutions; and the in-market Government Business Development team who execute on strategy and drive customer sales through local resources.
• The Vice President for Government Sales is responsible for executing our global Government strategy in the Sub-Saharan Africa (SSA) Division.
• This is a customer-facing role, requiring sales / business development skills, as well as strong execution abilities cross-functional project management skills.
• This position reports directly to the Senior Vice President Government Sales, and indirectly to the Head of Market Development, SSA.
• Do you have a passion for working with the public sector to create mutual economic and social gain?
• Do you believe that private sector commercial engagement in emerging economies is critical catalyst for key development outcomes
• Have you ever helped government agencies leverage digital technology to improve efficiency and realize benefits for citizens?
• Do you want to lead a collaborative team that designs and commercializes new solutions for the public sector?

Role

• The successful candidate will execute the global Government strategy into go-to-market plans across Mastercard assets in the SSA division, in collaboration with in-market Business Development, Public Policy, Franchise and Product teams.
• S/he will identify and prioritize commercial opportunities and maintain the sales pipeline, train local market teams on products & solutions, support complex sales initiatives, and support deployments.
• S/he will also provide market insights and Voice of Customer feedback back into the global Government team to ensure initiatives are aligned with SSA objectives.
• The individual will also be responsible for supporting relationships and revenue opportunities with international development organizations, donors and capability partners to support execution of the Government strategy.

Executes Government strategy in SSA:

• Customizes the go-to market plan for commercial opportunities in coordination with global Government vertical lead, local Market, Franchise and Product teams
• Draws upon competitor intelligence, market insights, Advisors, and other sources of analytical data when creating go-to-market plans
• Provides feedback loop into global Government and Solution Engineering to highlight product innovation opportunities emerging from his/her division, to ensure product development is locally relevant
• Acts as thought leader for government solutions in SSA, internally and externally

Provides Sales Enablement for local Business Development and Advisors teams:

• Owns and advances the sales pipeline of government opportunities, in partnership with local teams, and reports regularly into global Government team
• Adapts sales collateral for solution launches in collaboration with Marketing, and deliver internal sales training
• Supports business development and account teams in complex sales discussions
• Develops metrics to monitor and report sales effectiveness jointly with local business development teams
• Carries Government revenue and volume targets in SSA

Supports relationship Management for International Development Organizations:

• Works closely with global Humanitarian team, as well as stakeholders in Public Policy and Enterprise Partnerships, to identify partnership opportunities that will accelerate government business opportunities in SSA
• Creates SSA cross-functional teams where appropriate to maximize partnership opportunities, and to build new partnerships

Requirements

• Ability to develop go-to-market plans and champion innovation that drives differentiation in the market
• Track record of successful consultative sales experience in a multi-country environment, in payment industry; Experience working for or consulting to government agencies strongly preferred
• Ability to win stakeholder buy-in, and manage execution against the strategy.
• Requires organizational resourcefulness and tact to manage multiple initiatives and cross-functional teams within a highly matrixed corporate environment across multiple cultures
• Strong analytical skills, and comfort with decision-making in ambiguous environment with limited information
• Excellent communication and inter-personal skills, track record of excelling at the ‘how?’ as well as the ‘what?’
• Good team leadership skills for application in a virtual cross functional team environment
• Education: Bachelor's Degree required, MBA preferred
• Languages: Strong English and French required; other languages a plus