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

Director, Channel Sales and Partnerships, Fraud and Identity Solutions (Open to Remote US)

We are looking for a strong leader and a hustler to help Mastercard Services reach more customers through strategic partners focusing on our Identity Insights and Fraud solutions in the NAM region. The ideal candidate is someone who understands players in these markets very well and knows how to put together smart partnerships around the usage of Mastercard solutions (e.g. Ekata, Nudata, Brighterion) to help their clients (e.g. merchants and issuers) ensure a great experience for their customers, make better transaction acceptance decisions, and save money. This role also involves building a strategy for where we need to focus, cross-solution collaboration, and competitive positioning. This role 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.

Role/Responsibilities:

1. Meet assigned targets for revenues through and with channel partners.
2. Define the desired profile of potential partners with the help of management.
3. Research, identify, qualify and screen potential partners that align with the target partner profile.
4. Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition.
5. 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.
6. Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets.
7. 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.
8. Engage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, Product Liaisons, marketing, etc).
9. Manage channel pipeline and forecast reporting and track progress through the sales cycle.
10. 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.
11. 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.
12. Provide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs.
13. Assist in field marketing activities (e.g. staff a trade show booth, deliver sales presentations).

Required experience and skills:

1. Experience in the field of data and analytics solutions for identity and fraud applications.
2. Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level.
3. Experience managing major customer / partner relationships to make things happen, grow the pie, and maintain an excellent level of transparency, trust, and collaboration.
4. Strong personal network within the industry.
5. Experience developing and managing joint business planning with partners.

Who are you:

1. Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to action.
2. Be comfortable with a high degree of ambiguity and build-it-as-we-go mentality.
3. 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.
4. Commercially oriented—always looking for the next mega opportunity.
5. A great listener and collaborator who’s always humble enough to keep learning from internal teams and external subject matter experts.

Purchase Salary Range: $132,000-$206,000

Mastercard is an 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. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact and identify the type of accommodation or assistance you are requesting.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization. It is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard’s security policies and practices.
• Ensure the confidentiality and integrity of the information being accessed.
• Report any suspected information security violation or breach.
• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.