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MasterCard Director, Business Development, Freight Program, Enterprise Partnerships in London, United Kingdom

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.

Job Title

Director, Business Development, Freight Program, Enterprise Partnerships


The Enterprise Partnerships team’s mission is to find and commercialize new areas for Mastercard’s technology and network by using Mastercard’s core competencies in new, different and strategic ways. The group partners with leading enterprises in verticals such as Smart Cities, Travel, and Trade to address global opportunities. The focus is to bundle Mastercard’s assets with our partners’ assets to target and develop new ecosystems. Our partners include a broad and diverse range of global brands such as Unilever, Microsoft, Airbnb, Coca Cola and Gilead, to name a few.

Through our partnerships in the Trade sector, we are building new commercial streams across the broader spectrum of merchants in close collaboration with the regional market development teams. The key areas of responsibilities for the group are global strategy, business development across the industry verticals and building/ deepening relationship with key global stakeholders. The team focuses on deploying initiatives identified as being high priority in delivering Mastercard goals, including:

o Positioning Mastercard as strategic technology partner, critical to profitability / growth of business

o Deepening relationship with key global trade partners, building a holistic engagement

o New global partnerships and strategic initiatives

o Development of scalable sales / value propositions across industries to drive revenues

o Provide Thought Leadership internally and externally


Title: Director, Business Development, Enterprise Partnership

Role: Director, Mastercard Freight Program, Air Freight

The successful candidate will be part of the team responsible for developing Mastercard’s positioning, proposition and business across the global freight eco-system with a key focus on strategy development, revenue generation, partner management and project delivery within this B2B vertical.

This role will focus on securing new commercial partnerships with key air freight industry stakeholders that drive the adoption of Mastercard solutions within the industry at scale. Specifically this will include the following responsibilities:

  • Contributing to the development and refinement of Mastercard's value proposition to major stakeholders in the air freight industry;

  • Developing go-to-market plans in the air freight segment, establishing a qualified prospect pipeline;

  • Identifying new industry partnerships and managing the engagement process from prospecting through to contract execution;

  • Partnership Management: Understand changing partner needs and how those needs map to the Mastercard business; foster strong external relationships; collaborate on new solutions; be viewed as a high-value asset to our partners;

  • Realizing Joint Partner Targets: Understand what will allow Mastercard and our partners to achieve our joint objectives, remove barriers to attainment of those objectives, build and leverage relationships across multiple ecosystems to ensure adoption of Mastercard and partner solutions;

  • Working with existing solution channel partners to support client engagement and maximize indirect pipeline opportunities;

  • Extend subject matter expertise within the freight team, specifically around air freight, supporting and guiding initiatives across the regional offices to align with global freight program strategy;

  • Supporting activities across the team ensuring alignment and contributing to the success of the overall freight program;

  • Developing a strong external profile within the air freight and broader freight industry, establishing a credible network with the view to strengthening Mastercard’s industry profile and attracting opportunities that drive volume for Mastercard;

  • Liaising with internal Mastercard stakeholders and teams to ensure alignment, commitment and delivery of all Mastercard obligations to freight projects;

  • Contributing to program, partner and solution strategy to identify opportunities, solve problems and accelerate project delivery.

All About You

• Proven track record of success in a business development, revenue management, commercial, strategy, or operational role specific to the air freight industry, ideally through direct experience in Air Lines and/or freight forwarders within air freight. In-depth knowledge of air freight is a pre-requisite;

• Experience in technology-led transformation would be good but not a pre-requisite;

• Experience of payment systems within air freight would be beneficial;

• Experience in solution sales, closing large contracts and ongoing client / partner management would be preferable;

• Candidates should demonstrate a strategic mindset with attributes that with allow them to thrive within a commercial environment that is complex and multifaceted;

• Clear communicator (written/oral) with excellent presentation skills; able to communicate complex, often technical topics in a compelling manner; comfortable presenting, influencing, and negotiating, able to shift gears for audiences from different business disciplines or varying technical knowledge;

• Team player, comfortable taking on leadership, considered decision maker and independent self-starter;

• Effective cross-functional collaborator to help influence internal stakeholders to align on mutually beneficial strategies and thrive in a highly matrixed sales environment;

• Bachelors degree or equivalent is preferred.

Location: London preferred, or other major European hubs would be considered.

COVID-19 Considerations

We value the safety of each member of our community because we know we’re all in this together. In many locations, which may change over time, we’ve implemented a virtual hiring process and continue to interview candidates by video or phone. In addition, in some locations, only individuals who have been fully vaccinated will be permitted inside Mastercard offices until further notice.

In the US, Mastercard is a government contractor, which may legally require most Mastercard employees to be vaccinated unless a verified approved medical or religious exemption is granted. Further, we are currently making every effort towards having employees return to work in the office 2 days per week, if that makes sense for their team. Everyone must be vaccinated to enter Mastercard offices at this time. Therefore, we expect all candidates to be vaccinated or to be approved for a medical or religious accommodation prior to commencing work at Mastercard.

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.

Requisition ID: R-171371