Description
Our Purpose
Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.
Title and Summary
Director - Channel Partnership Sales Who is Mastercard?Mastercard is a global technology company in the payments industry. Our mission is 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. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.
Overview
The role is responsible for overseeing and supporting our Global and Regional Channel Partner strategy. The role will oversee the entire partner lifecycle; new partner recruitment, partner onboarding, partner revenue activation, and partner growth. The role will interact with and manage C-level relationships at some of the largest brands in the world and is expected to sustain a high performing culture. This role is ultimately responsible to meet and exceed regional revenue targets on strategy.
Role/Responsibilities:
• Meet assigned regional revenue targets through and with channel partners
• Define, drive, measure and adjust global tactics to optimize revenue impact based on alignment with Regional Leadership and key stakeholders
• Support teams to drive onboarding and activation of new partners to decrease time to revenue
• Engage internal Mastercard resources and key stakeholders in support of regional strategy execution (e.g. direct sales, Product Liaisons, marketing, compliance, legal, etc)
• Manage channel pipeline, forecast reporting and track progress of all KPIs throughout partner lifecycle.
• Manage support teams to remain focused on high-potential partners only, developing joint business plan that defines strategies and activities to meet revenue goals
• Attend and drive key partner quarterly business reviews and governance meetings
• Provide partner and market feedback loop to internal functions (e.g. sales, product, marketing) to spur program efficiencies and development roadmaps
Background/Experience:
• 8-10+ years of relevant channel, partnerships or sales leadership experience with proven success in recruiting and developing new partners, ideally within relevant offering category and channel
• Experience with comfortability in managing, reporting and owning revenue targets
• Experience sourcing, qualifying, screening and forming business relationships with Partner stakeholders and executive level decision-makers
• Strong personal network within applicable industries
• Experience developing and managing joint business planning with partners
• Consulting Experience a plus
• Entrepreneurial mindset
Success Metrics:
• Revenue Targets – In year and Total contract values
• New partner recruitment
• Revenue producing partnerships and time to revenue
• Partner attrition rate
• Partner satisfaction
• Average cost of recruiting and activating new partners
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.
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