Business Development & Partnerships Manager-Session M

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

Business Development & Partnerships Manager-Session M

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.

Role Summary

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.

Key Responsibilities

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.

Required Qualifications

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.

Preferred Qualifications

Experience with loyalty, customer data, CDP, marketing cloud, or retail/CPG/e-commerce ecosystems.

Familiarity with PRM tools, deal registration workflows, and MDF programs.

Background selling/co-selling with agencies, consultancies, or systems integrators.

• 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 o