Business Development & Partnerships Manager, Mastercard

• 3–5+ years in partnerships, alliances, channel BD, or enterprise sales roles
• Proven track record of partner-sourced and partner-influenced revenue in SaaS/MarTech/Customer Engagement
• Experience designing and running co-marketing programs (webinars, events, ABM)
• Strong relationship-building and executive presence with partners and client stakeholders
• Operational rigor: CRM hygiene, pipeline modeling, attribution, and reporting
• Excellent communication, writing, and enablement skills
• Required: Deep understanding of Enterprise Marketing SaaS Platforms and/or Loyalty Strategy Consulting
• Preferred: Experience selling for a competitive SaaS platform or Loyalty Consulting agency
• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership, subject matter expertise and business value
• Can thrive in a highly matrixed sales environment where team selling is critical
• Strong software or data driven solution selling background with success with 4-6+ month sales cycles; never give up attitude, excellent at building relationships through networking and outbound prospecting
• Substantial previous experience in progressively complex hunting sales within Retail / Restaurants / CPG / Travel / or Digital, ideally with a rolodex of C-Level / EVP / SVP contacts
• Ability to thrive and build robust pipeline with limited lead generation support
• The location is flexible provided there is open to 50%+ travel within the North American region

Desirable

• The Services team and solutions fuel growth for our Financial Institution and Retail & Commerce partners globally by providing cutting edge services in the areas of Customer Acquisition and Engagement, Business Experimentation, Personalization, Market Insights, Security Solutions, and Open Banking
• Focused on thinking big and scaling fast, our agile sales team is responsible for end-to-end solutions for a diverse global customer base including retailers, airlines, hotels, tourism agencies, public sector entities, restaurants, consumer goods and telecom companies
• SessionM is seeking a BD & Partnerships Manager to build and scale our partner ecosystem—driving net-new revenue through partner-sourced opportunities, enabling partner-influenced deals with our sales teams, and activating co-marketing programs that elevate our brand and demand
• This role will identify, onboard, and grow strategic partners (e.g., agencies, consultancies, technology vendors, SI/VAR ecosystems), create repeatable go-to-market motions, and deliver measurable revenue impact
• Partner Sourcing & GTM
• Identify and prioritize partner types (agencies, consultancies, ISVs, SIs) that align with SessionM’s ICP, verticals, and loyalty use cases
• Develop joint value propositions and solution narratives that tie SessionM capabilities to partner offerings
• Build partner prospect lists and outreach sequences; run discovery, qualification, and onboarding
• Partner-Influenced Sales Motions
• Create structured connection workflows between partners and SessionM AEs (intro templates, shared account plans, calendared syncs)
• Drive co-selling: joint discovery, solution mapping, POVs, proposals, and executive alignment
• Track influence rigorously (CRM attribution, contact roles, partner source tags)
• Co-Marketing & Demand Gen
• Plan and deliver 4 quarterly co-marketing events (themes, speakers, landing pages, promotion plans)
• Co-create content: case studies, webinars, thought leadership, vertical playbooks, ABM campaigns
• Partner with Marketing for event ops, MQL/SAL definitions, lead routing, and post-event follow-up
• Partner Onboarding & Enablement
• Design onboarding (training, certification paths, sales playbook, demo scripts, pricing FAQs)
• Establish partner communication cadence: newsletters, office hours, pipeline reviews, Slack/Teams channels
• Create a partner portal folder structure
• Operations & Reporting
• Own partner KPIs: sourced/influenced pipeline, stage conversion, velocity, win rate, event ROI
• Maintain accurate records in CRM/PRM (deal reg, contact roles, activities, attribution)
• Collaborate cross-functionally with Sales, Marketing, Product, Legal, and Finance on agreements, MDF, and compliance
• Responsible for developing and executing the sales strategy for a key set of prospect accounts within North America to secure multimillion-dollar, multi-year deals
• Build and develop a cold pipeline into an active one, ultimately progressing to signed platform deals
• Ability to message the benefits of bundling SessionM with other Data & Services products (Test & Learn, MRS, Managed Services, SpendingPulse, Customer Data Enhancement, Audiences, etc.)
• Ability to advocate for funding incentives the Market Development team and with Mastercard Core
• Strong communication and influencing skills, should be a compelling presenter to senior client audiences and able to influence large deals
• Ability to seamlessly partner across our Data & Services Sales CBL population
• Excellent problem solving and analytics skills and should be able to go head to head with internal stakeholders and customers alike with fact-based thinking
• Will serve as the face of Mastercard D&S to senior level client stakeholders, including c-suite