Manager of Channel Sales and Partnerships, Mastercard
Cyber Security Solutions
$132-206k
Salary shown for New York , other locations may vary
Global payments technology company
Open for applications
Global payments technology company
1001+ employees
Open for applications
$132-206k
Salary shown for New York , other locations may vary
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
- The ideal candidate is someone who understands the cyber security space very well and knows how to put together smart partnerships that can be accretive to Mastercard and our partners on the short and long terms
- Experience in the cyber security space and familiarity with evolving customer needs and partner landscape
- Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
- Experience managing major customer / partner relationships to make things happen, grow the pie, and maintain an excellent level of transparency, trust, and collaboration
- Strong personal network within the industry
- Experience developing and managing joint business planning with partners
- Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to action
- Be comfortable with a high degree of ambiguity and build-it-as-we-go mentality (if you are looking for a standard toolkit and clear direction on what to do, this job isn’t for you)
- Fan of working with people internally or externally. You don’t shy away from approaching people you never met before to pitch what we do and you don’t feel bad if you get ignored. It’s part of the job
- Commercial oriented—always looking for the next mega opportunity
- A great listener and collaborator who’s always humble enough to keep learning from internal teams and external subject matter experts
What the job involves
- We are looking for a Manager to help Mastercard reach more customers through strategic partners focusing on our cyber security solutions in the NAM region
- We offer several solutions that help businesses protect their data, transactions, and internal systems including RiskRecon and Recorded Future
- We also source security solutions from vetted partner to introduce to our customers
- This position is a quota-carrying, revenue-producing role that is responsible for developing and managing channel and alliance partner relationships within the NAM region
- The role is responsible for executing our strategy with regional nuances for the entire partner lifecycle; new partner recruitment, partner onboarding, partner revenue activation, and partner growth
- 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 the Mastercard standards and strategy
- Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets
- Meet assigned revenue targets through sell to/sell with channel partners
- 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)
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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