Vice President, Business Development, Telco Segment – EEMEA at MasterCard

Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Vice President, Business Development, Telco Segment – Eastern Europe, Middle East and Africa. (EEMEA)
Digital Partnerships Team

Purpose of the Digital Partnerships Team
The Digital Partnerships team is responsible for managing relationships with Telco Partners including Telco Partner Enablers across Eastern Europe, Middle East and Africa (80+ markets with a focus on Telco’s (Mobile Network Operators)

• The key areas of responsibilities for the team are to own and drive the Strategic Imperatives and Business Development initiatives for the Digital Partners across the industry verticals including building/ deepening relationships with the partners. The team will focus on deploying initiatives identified as being high priority in delivering EEMEA and MasterCard (MC) goals, including:
• Positioning MC as strategic technology partner, critical to profitability/ business growth
• Deepening relationships with key Digital Partners, ensuring holistic engagement(s) at all levels  and driving flawless execution with robust governance processes
• Building  and executing commercial partnerships and strategic initiatives
• Developing scalable value propositions and ecosystems across the different verticals that drive partners and Mastercard key KPIs (revenue, new consumers, transactions etc.)
• Providing Thought Leadership internally and externally

Purpose of the Job

• The purpose of this role is to manage the Telco vertical across 80+ markets with a focus on growing revenue by identifying and pursuing opportunities with new or existing customers/markets, growing market share and Mastercard’s regional footprint across multiple products and verticals. Developing and setting sales strategies aligned with geographies and segments including pipeline management at the segment level.
• This role is also responsible for commercializing Mastercard’s sizeable and strategic investments in the Telco space including identifying other relevant M & A activities across the vertical and managing an effective and sizeable virtual & hybrid sales team. This role will be based in Johannesburg

Key Responsibilities

• Drives new business development by sourcing new relationships in assigned country/region
• Plans and identifies  partner specific sales, net revenue, and acceptance targets
• Initiates conversations with key decision makers for existing, new or emerging product opportunities
• Develops sales strategies, including priority customers and segments
• Develops and presents financial modeling and business cases for development opportunities
• Negotiates, executes and manages the customer contract agreement process
• Evaluates and enhances the deal process to deliver efficiencies and improved success rates
• Establishes a plan to identify and grow strategic business development relationships
• Establishes, enhances, and maintains relationships with government, regulatory, and industry bodies
• Formally supervises and coaches several groups/teams, or other Leaders/ Consultants and influences how the function is structured
• Ensures the function's compliance to goal setting and performance appraisal process

Additionally the role will,

• Contribute to the achievement of the customer’s sales and net revenue targets including designing strategies, messaging and proposals for customers.
• Assist with analysis of the customer’s business through profitability modeling, financial forecasting and competitive analysis including Budgeting, Strategic Account planning and Quarterly Business Reviews.
• Collaborate with the cross functional team members and country teams to plan, execute and monitor progress against annual business plans.

Job Specific Experiences:

• Extensive experience with business development strategy and execution in complex and international countries/regions
• Extensive track record achieving business development targets and building business relationships through customer sales
• Experience in leading, supervising, developing and coaching business development teams to serve complex countries/regions
• Demonstrated success in introducing existing and new/emerging solutions into various countries/regions and driving increased penetration with clients
• Experience in a related job family/function (e.g., Account Management, Country/Region Management, GP&S - Product Management, Advisors)
• Installed and/or led formal learning and development programs to improve staff performance
• Led efforts to identify and groom talent within department or region
• Led complex, international, cross-functional business development projects
• Strong track-record for engagements at senior management and executive levels.
• Experience in a related job family/function (e.g., Account Management, Country/Region Management, GP&S - Product Management, Advisors)
• Installed and/or led formal learning and development programs to improve staff performance
• Led efforts to identify and groom talent within department or region
• Led complex, international, cross-functional business development projects

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.