Business Leader - Public Sector – Federal Government
MasterCard - Washington, DC

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The MasterCard US Market Development Public Sector team is charged with focusing the efforts of all organization-wide resources to advance commerce and strengthen relationships with government agencies and higher education institutions in order to drive growth, increased market share and revenue in the Public Sector vertical. To facilitate this in the Public Sector and Higher Education verticals, a dedicated business development team with industry-depth expertise with specific roles has been established.

The US Market Development Public Sector team seeks an individual whose primary focus will be the marketing and sale of the MasterCard Worldwide portfolio of payment card solutions to U.S. Federal Government agencies and non-government organizations (NGO). The role will work closely with Account Managers and customer banks to identify opportunities to leverage MasterCard payment card products and platforms to grow the customer and MasterCard's revenues, while meeting strategic product objectives. In addition, the role involves the assessment of which MasterCard solution may be optimum to meet the customers stated and anticipated needs.
This is a customer-facing role, requiring sales / business development skills in addition to product expertise:

• Develop and communicate a sales pipeline of prepaid and commercial card products at the target customers
• Lead cross functional teams in sales process for new business development
• Understand and help develop the customers' product strategy and ability to position prepaid offerings within it
• Reinforcement of MasterCard's prepaid product strategy in close coordination with Account Managers, and U.S. Markets Prepaid and Commercial Product groups
• Proactive identification, business case development and prioritization of product initiatives that drive the customer and MasterCard revenues
• Develop sales and marketing plans for region and obtain support and agreement of line management, account management and product delivery and product development departments
• Articulate and present complicated products to customers and account teams
• Active participation in the customer planning process led by the Account Manager
• Coordination with regional implementation support to ensure customers' product implementation needs are met
• Communication and coordination with product development organization to highlight product innovation opportunities emerging from his/her customer segment
• Provide feedback on product performance through pipeline management to line management, account management and development teams, and U.S. Markets Prepaid and Commercial Product groups
• Provide market intelligence to line management and other teams on competition, product performance and propose enhancements to help position and sell products
• Achieve targeted objectives related to prepaid products
• Work with MasterCard CRM methodology and use sales planning tools ( to develop a business pipeline
• Develop easy to understand benefits presentations and examples of consumer value propositions related to prepaid products
• Work with Product groups to agree and to pursue new customer targets and product plans
• As appropriate, identify new sales prospects for MasterCard owned processing systems
• Extensive experience in card payments industry required - typically 7-10 years in prepaid and/or commercial cards
• Extensive business development in government financial management or government procurement. Strong knowledge of the government sector and the government RFP process
• Business Acumen with the ability to provide solutions that drive positive results to the customer and MasterCard
• Strong analytical skills and application thereof
• Strong sales and marketing skills and experience. Product Development experience is desirable
• Team player, excellent inter-personal skills
• Strong communication and teamwork skills
• Strong presentation skills
• Ability to work in an ambiguous environment
• Strong self starter and motivator
• Ability to integrate various disciplines (planning finance, sales, marketing, technology) and function in an unstructured environment with minimum day to day supervision
• Good team leadership skills for application in a virtual cross functional team environment
• Good ability to build relationships and network with relevant groups (banks, suppliers, third parties)
• Bachelor's degree required, advanced degree preferred.

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