Mastercard is looking for a Director Government Engagement Baltics.
Mastercard is dedicated to promoting inclusive growth and financial inclusion. The mandate of the Government Engagement unit at Mastercard 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. Company drives relevance and revenues in the government sector by developing effective go to market campaigns supported by clear priorities, success metrics and incentives. Company provides expert sales support to both country managers and local sales resources through a solid client engagement playbook approach. Company guides the transition from reactive solutions sales to strategic government engagement programs. And ensures alignment between local, regional demand and global solutions.
The Government Engagement Director for the Baltics focuses on aligning Mastercard’s product, service and ecosystem capabilities to solve for the challenges government clients face today in the areas of financial inclusion, citizen services, economic development and government operational excellence. Company does this by engaging, listening and leading. Team is comprised of industry leaders, relationship builders and deal closers. Apply Mastercard’s digital tools, business insights, last mile solutions and market organizing skills to support client success.
This role is at the heart of our intent to scale business across all key markets and regions to drive revenue, market relevance and social impact. The position is deployed at Cluster level, and focuses on a select number of priority opportunities, segments and clients, directly agreed with the Divisional Government Engagement Lead for Nordics and Baltics.
The Government Engagement Director is accountable for:
- The support in the development of the cluster government strategy, including a list of prioritized client and solution opportunities, a relationship heat map, and detailed view of the revenue opportunity and a market engagement plan
- Orchestrating Mastercard’s government engagements within the Cluster (non-commercial, pre-commercial and commercial), engaging national, regional or local governments and associated agencies
- Direct engagement on key sales opportunities across the Baltics, assisting cross-functional teams and winning strategic deals. The alignment of global, regional and local resources to drive execution, in close coordination with the Divisional Government Engagement Lead, the Divisional President, the European Government Engagement team, and the Mastercard Strategic Growth European teams
- The support to the regional communities of practice to cross-fertilize local and regional best practices
- This position reports directly to the Government Engagement VP for Nordics and Baltics
Role:
- Develop and execute the market government strategy starting from:
- Understanding local, national and regional priorities
- Engaging division leadership to prioritize clients and solution opportunities
- Develop a solid projects pipeline, drive conversion over time (year 1 and 2) and secure revenues (from year 3 onwards)
- Directly engage senior government stakeholders to influence strategic decisions (building relevance) and to develop lines of sight into new revenues
- Securing global, regional and local resources to execute on the opportunities and drive marquee wins. Develop scalable revenue models at market level, when appropriate
- Assist with the delivery of sold projects
- Support the building and curation of a local, internal community of practice. Act as first line of support for Divisional Senior Leadership Team, Public Policy and Account Teams for thought leadership and strategic sales engagements
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 Baltics
- 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 Baltics
- Self-motivated, thrives in a fast-paced environment; readiness to take-on stretch goals
- Strong gravitas, exceptional relationship management, influencing and communication skills
- Undergraduate degree required. MBA or graduate degree preferred
- Fluency in Russia and English is required. Additional language a strong plus
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