Director, Channel Sales & Partnerships

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.

Title and Summary

Director, Channel Sales & Partnerships

Director– New Channel Sales & Partnerships

The role is responsible for overseeing and supporting our Global 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 global revenue targets on strategy.

Role/Responsibilities:

Meet assigned global 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 global 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:

5+ 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.