Director, Channel Sales & Partnerships

Director, Channel Sales & Partnerships at Mastercard

Overview

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

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) aligned with Mastercard standards and strategy
• Maintain a solid pipeline of qualified prospective partners to meet recruitment targets
• Drive onboarding and activating new partners; ensure partners’ team members are enabled, equipped and motivated to sell, market, deploy and support Mastercard offerings within established timeframes
• Engage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g., direct sales, Product Liaisons, marketing)
• Manage channel pipeline and forecast reporting and track progress through the sales cycle
• Drive monthly partner alignment sessions to review pipelines, conduct win / loss analysis, and develop account penetration strategies
• Work with high-performing / high-potential partners to develop an annual joint business plan and review progress in quarterly business reviews
• Provide partner and market feedback to internal functions 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 :

Seniority level

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