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 Sales & Partnerships

The Director, Channel Sales is a revenue-producing role that is responsible for developing and managing relationships with a defined portfolio of partners. The role is responsible for selective new partner recruitment, partner engagement in Mastercard’s channel program, joint partner business planning for specific partners, and enabling the partners’ sales resources and supporting their sales efforts.

Role/Responsibilities:

•\tMeet assigned targets for revenues through new channel partners
•\tDefine the desired profile of potential partners with the help of management
•\tResearch, identify, qualify and screen potential partners that align with the target partner profile
•\tGain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
•\tPrior to finalizing contract negotiations with each partner, develop a joint business plan (including sales targets) that is aligned with the Mastercard standards and strategy
•\tMaintain a solid pipeline of qualified prospective partners to meet established recruitment targets
•\tDrive onboarding and activating new partners; focus on ensuring the partners’ team members are enabled, equipped and motivated to sell, market, deploy and support the Mastercard offering within established timeframes
•\tEngage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, Product Liaisons, marketing, etc)
•\tManage channel pipeline and forecast reporting and track progress through the sales cycle
•\tDrive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
•\tWork with high-performing and high-potential partners to develop an annual joint business plan that defines strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews, making changes as appropriate
•\tProvide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs
•\tAssist in field marketing activities (e.g. staff a trade show booth, deliver sales presentations)

Background/Experience:

•\tAt least five years of channel sales experience with proven success in recruiting and developing new partners, ideally within the same offering category and channel
•\tExperience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
•\tStrong personal network within the industry
•\tExperience developing and managing joint business planning with partners

Success Metrics:

•\tAverage length of time to revenue
•\tNew partner pipeline coverage to quota/target
•\tNumber of new partners and new partner revenue compared to quota/target
•\tActivity supporting quota/target (e.g. number of prospect calls, meetings, partners signed)
Partner attrition rate
•\tPartner satisfaction
•\tAverage 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.