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Director, Government EngagementOverview
Mastercard is dedicated to promoting inclusive growth and financial inclusion. The mandate of the Regional Government Engagement unit 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 Account Manager Government Engagement Director in Kazakhstan and Central Asia role focuses on aligning Mastercard’s product, service and ecosystem capabilities to solve for the challenges government client 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 what works. But we also have a passion for learning, exploring new capabilities, and applying the best methodologies and insights to the government business.
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 unit is regionally deployed and focuses on a select number of priority markets, segments and clients, directly agreed with the senior leadership in the region.
The Account Manager Government Engagement Director is accountable for :
Orchestrating Mastercard’s engagement with market government and associated agencies.
The support in the development of the market government strategy, including a list of prioritized client and solution opportunities.
The aligment of global, regional and local resources to drive execution, in close coordination with the Country Manager, Region’s & Divisions’ Presidents, the Government Engagement Regional Lead and the Mastercard Strategic Growth regional teams.
Direct engagement on key government opportunities, developing the business opportunities across the market, assisting country managers and helping win strategic deals.
Support initiatives for the relevant partner P&L’s, contributing to strategic planning and solution selling for all Mastercard assets through building and broadening our overall relationships at all levels of the company.
Support business development activities with senior / C-level executives to build strong partnerships that support Mastercard's financial and strategic objectives.
Capacity building at the market level by training sales on relevant Mastercard solutions, narrative and client references.
Identify and develop new business opportunities (with both existing and new customers) that provide the best potential for future business growth, and appreciable return on financial investments.
Qualify opportunities before working with internal product experts & other stakeholders to then progress the sales process
Develop a solid projects pipeline, drive conversion over time and secure revenues
Drive strategically significant organizational initiatives, including cross-selling of key Mastercard products, capabilities and solutions to deepen relationships
Work with customers to build an in-depth understanding of their business and a point of view on how Mastercard solutions can address the needs of their business, leveraging internal stakeholders to efficiently move prospect through highly matrixed purchasing cycles
Develop detailed business cases, including financial analysis / modeling, in support of defined initiatives
Negotiate, execute and manage the customer contract agreement process, ensuring global linkage of resources and information sharing
Partner with customers to deliver customized solutions and comprehensive consulting support
Lead on pipeline management at account level
Lead on analysis of customer’s business through profitability modeling, financial forecasting and competitive analysis
Execute customer relationships management at all levels
Assist in cross-functional initiatives
All About You
Experience 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.
Proven track in leading government projects and / or commercial deals in the assigned region, division or market
Consultative selling focused, with deep product, services, and solutions expertise.
Adept at interacting with senior Mastercard stakeholders in terms of engagement, communication and transparency of purpose.
Can skillfully lead complex regional initiatives that require collaboration across functional, geographical and cultural lines.
Demonstrated ability to work across divisional boundaries, within the assigned region and market
Self-motivated, thrives in a fast paced environment; readiness to take-on stretch goals.
Strong gravitas, exceptional relationship management, influencing and communication skills.
Bachelor’s degree required. MBA degree preferred.
Fluency in English and Russian is required. At least one Central Asia additional regional language a strong plus.
In many locations, we’ve implemented a virtual hiring process and continue to interview candidates by video or phone. In addition, in our NYC offices, as required by law, only individuals who have been fully vaccinated against COVID-19 will be permitted inside Mastercard offices unless a reasonable accommodation has been approved in advance.
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.