Vice President of Channel Sales & Partnerships, Mastercard
$208-333k
Global payments technology company
Be an early applicant
Global payments technology company
1001+ employees
Be an early applicant
$208-333k
1001+ employees
Company mission
To connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible.
Role
Who you are
- At least seven to ten years of channel partnership sales or relevant experience with proven success in recruiting and developing new partners
- Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
- Strong personal network within the industry
- Strong commercial skills, delivering sales and revenue at scale
- Experience developing and managing joint business planning with partners
- Demonstrated experience in working in a complex, matrix organization in a multi-national setting with international market experience
What the job involves
- This position is a quota-carrying, revenue-producing role that is responsible for developing and managing channel partnerships with a primary focus across NAM (Canada and the USA )markets
- The role is responsible for executing our channel strategy for the entire partner lifecycle; new partner recruitment, partner onboarding, partner revenue activation, and partner growth
- Meet assigned targets for revenues through and with channel partners
- Research, identify, qualify and screen potential partners that align with the target partner profile for our global strategy
- Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
- 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, marketing, etc)
- Manage channel pipeline and forecast reporting and track progress through the sales cycle
- Drive quarterly 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 and programs (e.g. staff a trade show booth, deliver sales presentations)
- Success Metrics:
- Average length of time to revenue
- New partner pipeline coverage to quota/target
- Number of new partners and new partner revenue compared to quota/target
- Activity supporting quota/target (e.g. number of prospect calls, meetings, partners signed)
- Partner attrition rate
- Partner satisfaction
Our take
Mastercard is in the global payments business, and operates the world's fastest payments processing network. Its products and solutions have become central to everyday commerce across the world, in activities ranging from shopping and travelling to running businesses.
As the economy has become more and more digitised, Mastercard has been a leading player in helping businesses and individuals across the globe embrace card payments and digital banking. One of the world's largest companies, its revenue has seen consistent gain in the last 20 years.
The challenge for modern payments companies is that payments are always changing, as seen in the astronomical rise of contactless payments over the last decade. Mastercard's acquisition of blockchain systems, and an overall focus on leveraging its technology towards a digital economy, has placed the company in good stead to keep up to date with current trends, like cryptocurrency, in the digitised payments world.
Steph
Company Specialist at Welcome to the Jungle
Insights
21% employee growth in 12 months
Company
Company benefits
- Gym membership
- Share purchase options
- Extra holiday purchase optional
- Work from home opportunities
- Health insurance
Company HQ
Purchase, Harrison, NY
Leadership
Michael Miebach
(CEO, not founder)Has served in a variety of roles at the company, including President and CPO. Currently Board Member at IBM, Accion, the World Resources Institute, the US-India Strategic Partnership Forum, and the Metropolitan Opera. They are also a Trustee of USCIB.
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