Channel Sales and Partnerships Manager –Insights, Identity, Fraud, and Open Banking Solutions (Open to Remote US)

Job Title:Channel Sales and Partnerships Manager –Insights, Identity, Fraud, and Open Banking Solutions (Open to Remote US)Overview:Job Description SummaryWe are looking for a professional, thought-leader hustler to help Services at Mastercard reach more customers through strategic partners focusing on our Insights, Analytics, Identity, Fraud, and Open Banking solutions in the NAM region. The ideal candidate is someone who understands players in these segments very well and knows how to put together smart partnerships around the usage of Mastercard solutions (e.g. Locations, Ethoca, Ekata, NuData, Open Banking) to help them make better decisions while growing our business. 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.Background:Services encompasses Mastercard offerings beyond the transaction. It is our mission to drive smarter decisions with better outcomes. We help businesses grow by offering them insights, solutions, and advice to enhance how they find, engage, optimize, protect, and grow customer relationships and stay ahead of competition. Read more about our solutions here and here. We offer advanced analytics and insights that help data and analytics players across relevant industry domains (e.g. firmographics, geo-location, merchant data, spend analytics) better serve their customers through innovative analytics solutions.Role/Responsibilities:• Meet assigned targets for revenues through and with 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 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• 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)Required experience and skills:• At least seven years of experience in the field of data and analytics solutions for identity, business insights, fraud, and/or open banking applications• 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• Who you areo Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to actiono 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)o 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.o Commercial oriented—always looking for the next mega opportunityo A great listener and collaborator who’s always humble enough to keep learning from internal teams and external subject matter expertsPurchase Salary Range: $132,000-$206,000