Director, Channel Sales & Partnerships

Overview

Director, Channel Sales & Partnerships at Mastercard. The Director, Channel Sales is a revenue-producing role responsible for developing and managing relationships with a defined portfolio of partners, recruiting new partners, engaging in Mastercard’s channel program, and enabling partners’ sales resources to support Mastercard offerings.

Role / Responsibilities

• Meet assigned targets for revenues through new channel partners
• Define the desired profile of potential partners with the help of management
• Research, identify, qualify and screen potential partners that align with the target partner profile
• Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
• Prior to finalizing contract negotiations with each partner, develop a joint business plan (including sales targets) that is aligned with Mastercard standards and strategy
• Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets
• Drive 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
• Engage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, Product Liaisons, marketing, etc.)
• Manage channel pipeline and forecast reporting and track progress through the sales cycle
• Drive monthly partner alignment sessions to review partners’ pipelines, conduct win / loss analysis, and develop account penetration strategies to identify and build new sales opportunities
• Work 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
• Provide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs
• Assist in field marketing activities (e.g. staff a trade show booth, deliver sales presentations)

Background / Experience

Success Metrics

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come with inherent risk. Every person working for, or on behalf of, Mastercard is responsible for information security and must :

Seniorities and Type

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