RF#179 - Director, Services Business Development - MAIP in London

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. The company is building a sustainable economy, supporting a wide range of digital payment choices, and delivering secure, simple, and smart transactions. By expanding into fraud prevention, loyalty, personalisation, and data analytics, Mastercard now supports banks, merchants, and governments in delivering smarter, more secure, and highly personalised customer experiences.

The Cybersecurity Business Owner – UKI Division is the P&L owner for Mastercard’s UKI Division, responsible for the strategic growth, commercial success, and profitability of the cybersecurity business. The role involves leading a high‑performing sales organisation, engaging directly in sales, and developing integrated cyber risk solutions.

Responsibilities

• Build and oversee the GTM Operating Model for the Division, defining a collaborative operating model with clear joint account coverage.
• Connect sales and BD teams under a unified MA Cyber narrative and sales process.
• Coordinate internal execution across teams: facilitate key client introductions across businesses and forecast cross‑sell opportunities between RF, RR, and Consulting.
• Oversee sales enablement, especially for SBLs – develop sales collateral, pitch decks, training, and pipeline visibility.
• Align product, sales, CS, and marketing teams around launches and revenue goals.
• Lead end‑to‑end cyber sales with a focus on consulting bundles, including Recorded Future and RiskRecon referrals for Mastercard managed accounts.
• Identify issues, take improvement actions, and communicate progress; report clearly on commercial integration progress.
• Track lead funnel health and conversion efficiency and take improvement actions.
• Advise on integration risks.

Required Qualifications

• Commercial experience: excellent communication and presentation skills, direct selling or customer‑facing experience, ability to identify new business development opportunities, drafting proposals, and building cybersecurity proposals.
• Experience building trust‑based relationships with mid‑ and executive‑level clients and managing cross‑functional initiatives.
• 10+ years of experience in cybersecurity, including team management responsibility.
• Industry savvy, understanding emerging cyber trends and leveraging market opportunities.
• Experience selling security services, consulting, 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 (AI, CRQ, web application firewall, identity theft protection).
• Strong analytical and problem‑solving skills with a data‑driven approach to decision‑making and continuous improvement.
• Exceptional communication skills, influencing senior leaders and driving alignment without formal authority.
• Track record of delivering results through structured planning, rigorous execution, and attention to detail.
• Comfort navigating ambiguity and adapting quickly to evolving business priorities and market dynamics.
• Ability to balance strategic thinking with detailed tactical execution to drive overall client impact.
• Experience working in a fast‑paced, dynamic environment while managing multiple requests and priorities.
• Experience in complex organisational structures, building effective relationships internally and externally.

Preferred Qualifications

• Successful tenure at a top‑tier strategy consultancy (e.g., McKinsey, Bain, BCG, Oliver Wyman).
• Experience with the application of information security standards and best practices (PCI‑DSS, HIPAA, ISO27001, NIST, CIS, CSA).
• Understanding of security needs of the payment ecosystem, including traditional financial services customers and related segments such as merchants, SMBs, and governments.
• Experience managing P&L responsibility or similar business ownership roles focused on growth and profitability.

Corporate Security Responsibility

• 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.
• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.