Vice President, Channel Sales & Partnerships

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.

Title and Summary

Vice President, Channel Sales & Partnerships

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.

Role/Responsibilities:

•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)

Background/Experience:

•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

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

Salary Ranges:
Boston: $208,000-$333,000
Atlanta: $208,000-$333,000
Chicago: $208,000-$333,000
Purchase: $208,000-$333,000
Arlington: $208,000-$333,000

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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 mu