Director, Channel Sales

Director, Channel Sales & Partnerships Mastercard Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Role Summary The Director, Channel Sales & Partnerships is a revenue‑producing role that is responsible for developing and managing relationships with a defined portfolio of partners. The role is responsible for selective new partner recruitment, partner engagement in Mastercard’s channel program, joint partner business planning for specific partners, and enabling the partners’ sales resources and supporting their sales efforts. Key Responsibilities Meet assigned revenue targets 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, develop a joint business plan (including sales targets) that is aligned with Mastercard standards and strategy. Maintain a solid pipeline of qualified prospective partners to meet recruitment targets. Drive onboarding and activation of new partners; ensure partners’ teams 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). 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 to identify and build new sales opportunities. Work with high‑performing and high‑potential partners to develop an annual joint business plan and review progress in partner‑facing quarterly business reviews, making changes as appropriate. 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). Qualifications At least five years of channel sales 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. Experience developing and managing joint business planning with partners. 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. Average cost of recruiting and activating new partners. Corporate Security Responsibility Abide by Mastercard’s security policies and practices. Ensure confidentiality and integrity of accessed information. Report any suspected information security violation or breach. Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines. Seniority Level Director Employment Type Full‑time Job Function Sales and Business Development Industries Financial Services, IT Services and IT Consulting, and Technology, Information and Internet #J-18808-Ljbffr