Vice President, Services Business Development (Cybersecurity)

Job description

Overview

Mastercard has evolved into a comprehensive technology and services platform.

By expanding into areas such as fraud prevention, loyalty, personalisation, and data analytics, Mastercard now supports banks, merchants, and governments in delivering smarter, more secure, and highly personalised customer experiences.

About The Role

The Cybersecurity Business Development Owner – Asia Pacific will lead the growth of Mastercard’s Cyber business in this key region.

You will lead the strategic growth and commercial success of the cybersecurity business, driving revenue and profitability in collaboration with others in the wider Services organization.

A particular focus is the growth of Mastercard’s Threat Intelligence solutions – inclusive of product and services – by selling that integrate threat intelligence solutions into clients’ cyber risk management strategies.

You will also be tasked with building and running a cohesive, high-performing Cyber sales organisation.

The role involves originating and managing a sales pipeline, meeting revenue/bookings targets, and acting as a trusted advisor to clients from mid-level to C-suite.

Key Responsibilities

• Overall sales and revenue Cyber numbers for the division in partnership with Product teams
• Selling cyber products and services that enhance risk management with threat intelligence for both existing and new customers
• Act as Player-Coach to manage your own and the team across the sales cycle end-to-end, ensuring high-quality outcomes
• Building relationships with internal teams (account, generalist/specialist sales, Cyber product, customer success teams) and external (clients, strategic partners)
• Collaborating with Product and Marketing teams to develop a unified MA Cyber narrative and sales process
• Provide thought-leadership in the Cyber space
• Reporting on overall commercial integration progress
• Mentoring junior team members and contributing to Mastercard’s cyber solutions sales growth

Success will be measured by sales performance, client impact, and contribution to the expansion of Mastercard’s cybersecurity solutions footprint.

Required Qualifications

• Cybersecurity experience: 12+ years’ experience in cybersecurity sales with a large consulting or technology provider and a strong track record of meeting or exceeding annual budgets/targets
• Industry savvy, understanding emerging cyber trends and creatively leveraging market opportunities
• Extensive network with senior Cyber stakeholders across key industries (FI, Gov, Retail, Infrastructure)
• Working experience with sales of security services, consulting and/or technologies such as cyber threat intelligence, security awareness and training, cloud security, crisis and incident response management, third party risk management, threat and vulnerability management, security in disruptive technologies such as AI, CRQ – Cyber Risk Quantification, web application firewall, and identity theft protection

General experience

• Experience in complex organization structures, managing and building effective relationships with internal and external senior stakeholders
• Demonstrated ability to build trust-based relationships with both mid- and executive-level clients
• Ability to balance strategic thinking with detailed tactical execution skills to drive overall client impact and ability to make quick decisions in challenging, ambiguous situations
• Experience working in a fast paced, dynamic environment with a flexibility to multitask and handle multiple requests with varying degrees of priority simultaneously
• Executive-level presentation and communication skills capable of articulate storytelling and translating complex concepts into compelling narratives that resonate with clients
• Direct selling or customer facing experience, identifying client needs and building cybersecurity proposals
• Ability to identify new business development opportunities and experience drafting proposals and scoping new opportunities
• Experience coaching and leading teams across complex sales cycles
• Enthusiastic and authentic leader with the ability to inspire others and create a collaborative culture of teamwork, accountability, open communication and organizational effectiveness
• Manage teams across multiple time zones and possess global experience

Preferred Qualifications

• Experience with the application of information security standards and good practices (such as PCI-DSS, HIPAA, ISO27001, NIST, CIS, CSA)
• Experience with payment ecosystem security: understanding of security needs of traditional financial services customers e.g. Acquirers, Processors, Issuers and customers from other related segments e.g. merchants, SMB, and government

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come 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.
  
  

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development and Sales

Industries

• Financial Services
• IT Services and IT Consulting
• Technology, Information and Internet

Required Skill Profession

Business Development & Strategy