Director, Business Development, Public Sector – Eastern Europe & Ukraine

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, Business Development, Public Sector – Eastern Europe & Ukraine

Director, Business Development, Public Sector – Eastern Europe & Ukraine
Overview
The Eastern Europe Division is engaging Governments to design and launch broad strategic and targeted use-case programs aimed at digitizing the economy and achieving an efficient, transparent and seamless digital payments infrastructure for the economy.
The Role will be focused on supporting the Ukraine and Eastern Europe markets, working across the Eastern Europe Division priority markets, with a particular focus on Ukraine. Director will be reporting to Eastern Europe Public Sector Vice President in alignment with Division/Cluster leads.
The Public Sector Business Development Lead Role will be responsible for all government relationships with the regulators, government entities, and related entities, across sales and/or solution design, business development, and program oversight. Understanding of Government processes, strong analytical skills, a strategy or BD background, as well as a basic understanding of financial technology and payments solutions is paramount. Strong strategic communications and presentation skills to engage internal and external stakeholders and gain buy-in for execution is key. Ability to work cross functional in a matrix organization and proven delivery proof points have to be clearly showcased.
Major accountabilities:
• Identify, qualify, develop, and close market-wide or use-case based solutions for government clients on both a solicited an unsolicited basis.
• In partnership with the local Country Manager, Country BD Lead & local team, and in alignment with the regional Public Sector team, develop a business opportunities pipeline in line with the local market strategy.
• Accountable for the development and monitoring of the account plans and KPIs, as well as the program management of the partnership across all stages: Discover, Qualify, Prioritize, Plan, Execute, Codify (for new types of opportunities).
• Support in developing Quarterly Business Reviews and Annual Budget Planning exercises for the local market.
• Engage the Government Centre of Excellence and other relevant global corporate units to identify or co-design relevant solutions including commercial and non-commercial assets to be deployed as part of the engagement program.
• Participate actively, and lead if needed, in the design of strategic and commercial initiatives for the cluster, focusing on creating sustainable, scalable and repeatable business models.
Deliverables:
• Lead generation and management as well as development of a BD pipeline and account plans for key accounts.
• Development of pitch decks and customer-centric narratives, solutions and value propositions.
• Ongoing monitoring and reporting, in coordination with market and regional units, across country initiatives.
• On a regular basis, demand analysis for existing and future Mastercard solutions to be provided to the Government CoE.
• Communication to Country Managers, Regional Leaders, and in-country teams on program status, risks & gaps, as well as escalation management.
Key requirements:
• Understand the political structure and regulatory landscape of the local markets and how it operates, key players and influencers.
• Solid understanding of the payment ecosystem and digital economy infrastructure.
• Proven business development mindset to drive and build momentum and deliver results.
• Well-connected with balanced and conducive relationships in local government sector.
• Kyiv office location preferred.
• Excellent English and Ukrainian language skills are 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.

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.